• Identify, track, and develop new business opportunities within DoD unmanned systems program offices across Army, Navy, USAF, USMC, and SOCOM. • Build and sustain direct relationships with program managers, requirements officers, S&T/R&D offices, and contracting officers within DoD UAS, UGV, and USV acquisition organizations. • Engage DARPA, DIU, and ARL/AFRL/ONR programs pursuing autonomous systems and resilient communications capabilities. • Shape requirements and procurement language in BAAs, RFIs, and RFPs to reflect Doodle Labs' mesh networking and MANET radio capabilities across UxV platforms. • Monitor and track DoD unmanned systems procurement pipelines via SAM.gov, GovTribe, and USASpending.gov; deliver actionable BD pipeline reporting to leadership. • Responsible for USG RFI/RPF response generation and tracking. • Lead or coordinate government-facing proposals, white papers, capability briefings, and field demonstrations targeted at DoD UAS, UGV, and USV program stakeholders. • Stay current on DoD unmanned systems modernization initiatives. • Work cross-functionally with product and engineering teams to align Doodle Labs' roadmap with evolving DoD unmanned systems communications requirements. • Manage BD pipeline in HubSpot CRM; maintain accurate opportunity stage, value, and forecast data. • Represent Doodle Labs at key DoD-focused events.

• Grow Aeroqual’s air monitoring solutions business through key environmental consultants use in industrial perimeter monitoring of remediation and construction sites. • Accelerate North American total solutions revenue, gross margin and software recurring revenue with key accounts.

• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage relationships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

Role Description The Business Development Senior Manager (BDSM) Retail.Com & Delivery will play a critical role in helping Del Monte achieve growth in the eCommerce channel. Managing and partnering with our largest brick n’ mortar (B&M) retailer’s eCommerce departments, the BDSM will lead sales strategy and execution across all top B&M business platforms in addition to setting national eCommerce sales strategy across channels. S/he will work with the Sales leads and Cross-Functional teams to build capabilities to activate and lead while defining and implementing best practices across our B&M retailers. Accountabilities - Primary Objective: Achieve Fiscal Year Financials for retail.com accounts and the Delivery networks. - Grow eCommerce Penetration across the accounts responsible for. - Customer Planning & Execution: - Lead the Business Units, Sales Planning, Operations on the eCommerce needs of the Customers. - Amplifies the annual and long-term sales strategy for the account by bringing an eOriginated led focus to the account base. - Achieve new item, assortment, pricing, and merchandising objectives set forth for specific customer objectives. - Build customer relationships in tandem with the sales leads to be seen as best in class manufacturer partners. - Leverage our brands and product mix to improve profitability and meet Del Monte’s sales and profitability targets. - Build new customer relationships at multiple levels within the assigned accounts. - Analyze digital sales performance metrics across accounts, modifying plans as needed to deliver against targets. - Influence the trade and promotional plan for our customers that meets Del Monte go-to-market-strategy with an eCommerce lead approach. - Continually seek new opportunities for improved efficiencies that are saleable across multiple retailers for Del Monte. - Advise on search needs based off of planned promotional plans and new item launches. - Direct and Drive Digital, JBP Partnership at Appropriate Levels of Customers. - Strong Influence internally to sell in various ecommerce tactics and strong partnership with sales to make trade spend most efficient across all channels. - Analyze and pursue innovative incremental growth opportunities and strategies during the trade plan development phase, present these to Team Lead & CD for alignment, then incorporate into JBP. - eCommerce Development: - Serves as the eCommerce Center of Excellence for the organization while increasing the eCommerce competencies for the company through continuous education, building frameworks and development of playbooks. - Develop the blueprint for Product, Promotion, Placement, and Price across Retail.Com. - Deliver consumption, share and sales growth targets for Del Monte within the Retail.com accounts. - Collaborate with Customer Sales Strategy in the development of trade promotion activities, trade merchandising plans, and major trade initiatives to ensure eCommerce integration and sales/profit performance. - Partner with demand planning on identifying a forecasting process for eCommerce. - Build best in class platforms for the entire family of DMFC products at each of the assigned retailers. - Pro-actively manage pricing and channel conflict by establishing pricing thresholds and working with internal Customer Sales Strategy. - Partner with eCommerce Analyst to deliver on-going reporting for the online business, leveraging attribution modeling where possible to effectively measure ROI and identify key performing channels and tactics for continuous optimization. - Work in partnership with the Retail Activation and Digital Media Teams to identify increased traffic and/or conversion opportunities. - Provide insights on emerging trends, technologies and capabilities in the eCommerce space and execute against them. - Deliver reporting against eCommerce sales metrics against objectives. Qualifications - Bachelor's Degree - MBA preferred. - At least 7-10 years eCommerce or like industry experience. - Minimum 2 years’ experience selling to Amazon or other B&M eComm retailers, with greater understanding of entire eCommerce ecosystem. - Strong business and financial acumen. - Forward-thinking entrepreneurial and problem-solving skills. - Demonstrated success in implementing Sales strategy and driving incremental growth. Requirements - Lead, coach and develop individual contributor(s) in eCommerce Selling. Benefits - Medical, Dental & Vision Insurance - 401(k) with company match - Employer-paid life & disability insurance - Flexible Spending Accounts (FSA) - Paid Time Off (PTO) - 7 Company Paid Holidays - 24/7 Telemedicine & Employee Assistance Program - Optional voluntary benefits (legal, accident, identity protection) - Eligibility on the first of the month following your hire date