Business Development Lead

Role Overview

• Exceed assigned revenue and profit goals quarterly and against an annual goal.
• Establish relationships, customers, and opportunities in the assigned vertical as well as new markets when required, as guided by leadership.
• Maintain and continually build relationships with customers and vendors.
• Manage and provide a weekly pipeline of sales opportunities, quotes, and orders.
• Develop opportunities and insight into this market category at the Headquarters or Programmatic level.
• Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company.
• Travel to vertical client locations and attend symposiums, conferences, tradeshows, and exhibitions, and conduct vendor ride-a-longs to cultivate sales opportunities.
• Actively develop competitive and customer intelligence, and communicate market intelligence, opportunities, and threats to the company.
• Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates.
• Learn and utilize internal systems for processing quotes and orders.
• Recommend products to customers, based on customers' needs and interests.
• Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports.
• Assist Business Development Managers on similar tasks to completion.
• Accurately process quotes that have been received either in writing, electronically, or by phone.
• Develop a marketing strategy to access new contacts within the existing account base.
• Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of records.
• Conduct continuing market research on specific channels of business and assist in developing market strategy with both market and channel sales team members.
• Develop and execute a comprehensive business development strategy to achieve revenue targets and expand the company's footprint within the DOD community.
• Identify, qualify, and manage a pipeline of new business opportunities and contract bids.
• Build and nurture relationships with government program and technical personnel, as well as key military stakeholders.
• Lead the development of compelling and compliant proposals, working in close collaboration with internal teams.
• Maintain a deep understanding of DOD programs, platforms, and acquisition processes, including contracting vehicles like GSA, ECAT, EMALL, and Prime Vendor schedules.
• Represent the company at industry events, conferences, and military engagements to gain market intelligence and promote brand awareness.
• Provide accurate sales forecasts and regularly report on business development activities and market trends.
• Interface and effectively communicate with the management team, staff, customers, subcontractors, vendors, business partners, and suppliers.
• Responsible for all aspects of the customer sales process including but not limited to phone calls, emails, quotations, and order entry.
• Submit all required reports to management on time.
• Weekly Sales Report.
• Target & Opportunity Pipeline Report.
• Expense Reports.
• Maintain and update a Google calendar consisting of professional sales calls, in-person meetings, travel, and trade shows.

Requirements

• Established understanding of Government Sales and Federal Contracting.
• Ability to complete work within required deadlines.
• Ability to carry out skillful negotiations.
• Strong communication skills.
• Ability to take care of the customers’ needs while following company procedures.
• Ability to obtain security clearance, if required.
• Must possess a valid driver’s license.
• A Bachelor's degree in Business, Engineering, Chemistry, Biology, or a related technical field is required. A Master's degree is highly desirable;
• Minimum of 5-10 years of experience in defense sales and business development, with a successful track record of winning DOD contracts.
• Previous military experience is highly desired.
• Demonstrated experience with DOD’s procurement and contracting processes.
• Proven ability to work with and influence senior business and government leaders.