Director Business Development Army

Details

• Contribute directly to revenue generation while supporting and influencing overall field sales performance across the service vertical
• Partner with the VP, Business Unit Leader to execute sales strategy, territory coverage models, and performance priorities
• Support sales managers and representatives through coaching, deal strategy, and escalation support, while reinforcing accountability and execution discipline
• Develop and execute territory and account plans aligned to company objectives
• Maintain and manage an active pipeline of opportunities, quotes, and orders
• Drive opportunity progression from identification through order execution
• Maintain direct customer relationships and participate personally in key deals, strategic accounts, and complex sales efforts as both a seller and leader
• Establish and maintain strong relationships with end users, contracting offices, and program stakeholders
• Conduct regular in-person customer visits, briefings, and solution discussions
• Identify customer requirements and translate needs into product and service solutions
• Serve as the primary field point of contact for assigned accounts
• Maintain working knowledge of DoD budget cycles, appropriations, and funding mechanisms as they impact customer buying behavior
• Monitor customer programs, funding timelines, and mission priorities
• Liaise with strategy, business development, and capture teams to align field sales activity with longer-term pursuits
• Collaborate with inside sales, contracts, pricing, and operations teams to support order fulfillment and customer satisfaction
• Coordinate vendor relationships, ride-alongs, and product demonstrations
• Communicate competitive intelligence, market trends, and customer feedback to leadership
• Serve as a player/coach by mentoring and supporting Field Sales Representatives, providing guidance on account strategy, customer engagement, and opportunity progression without serving as the sole owner of team outcomes
• Maintain accurate CRM (Salesforce) records, forecasts, and pipeline reporting
• Prepare sales reports, expense reports, and required administrative documentation
• Interface and effectively communicate with the management team, staff, customers, sub-contractors, vendors, business partners, and suppliers
• Take ownership and responsibility for all aspects of the customer and team sales process
• Maintain and update a Google calendar consisting of client calls, travel, and working sales pipeline
• 10+ years of experience leading field sales teams in DoD or federal markets
• Demonstrated success coaching quota-carrying sales teams to revenue targets
• Strong knowledge of Navy and Marine Corps procurement environments
• Strong understanding of federal procurement, contracting, and customer environments
• Prior military service strongly preferred
• Bachelor's degree preferred or equivalent industry experience
• U.S. citizenship and eligibility to work in the United States required. This position requires the ability to obtain and maintain a U.S. government security clearance
• Proficiency with Microsoft Office Suite and Google Office Suite
• Experience using Salesforce for pipeline management and forecasting accuracy
• Proficiency with internet research and searching
• NetSuite or familiarity with an ERP system a plus
• Personal at-home office for administrative duties required