Role Description
The Business Development Representative, AFSOC & ACC is a critical position responsible for driving revenue growth and market penetration within the Department of Defense (DOD) and related federal agencies. This individual will identify, qualify, and capture new business opportunities for related products. This role requires a strategic thinker who can build and maintain influential relationships with key government and military decision-makers.
Essential Functions
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Exceed assigned revenue and profit goals quarterly and against an annual goal.
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Establish relationships, customers, and opportunities in the assigned vertical as well as new markets when required, as guided by leadership.
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Maintain and continually build relationships with customers and vendors.
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Manage and provide a weekly pipeline of sales opportunities, quotes, and orders.
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Develop opportunities and insight into this market category at the Headquarters or Programmatic level.
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Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company.
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Travel to vertical client locations and attend symposiums, conferences, tradeshows, and exhibitions, and conduct vendor ride-a-longs to cultivate sales opportunities.
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Actively develop competitive and customer intelligence, and communicate market intelligence, opportunities, and threats to the company.
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Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates.
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Learn and utilize internal systems for processing quotes and orders.
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Recommend products to customers, based on customers' needs and interests.
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Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports.
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Assist Business Development Managers on similar tasks to completion.
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Accurately process quotes that have been received either in writing, electronically, or by phone.
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Develop a marketing strategy to access new contacts within the existing account base.
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Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of records.
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Conduct continuing market research on specific channels of business and assist in developing market strategy with both market and channel sales team members.
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Develop and execute a comprehensive business development strategy to achieve revenue targets and expand the company's footprint within the DOD community.
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Identify, qualify, and manage a pipeline of new business opportunities and contract bids.
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Build and nurture relationships with government program and technical personnel, as well as key military stakeholders.
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Lead the development of compelling and compliant proposals, working in close collaboration with internal teams.
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Maintain a deep understanding of DOD programs, platforms, and acquisition processes, including contracting vehicles like GSA, ECAT, EMALL, and Prime Vendor schedules.
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Represent the company at industry events, conferences, and military engagements to gain market intelligence and promote brand awareness.
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Provide accurate sales forecasts and regularly report on business development activities and market trends.
Additional Duties
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Interface and effectively communicate with the management team, staff, customers, subcontractors, vendors, business partners, and suppliers.
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Responsible for all aspects of the customer sales process including but not limited to phone calls, emails, quotations, and order entry.
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Submit all required reports to management on time.
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Weekly Sales Report.
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Target & Opportunity Pipeline Report.
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Expense Reports.
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Maintain and update a Google calendar consisting of professional sales calls, in-person meetings, travel, and trade shows.
Qualifications
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Established understanding of Government Sales and Federal Contracting, including DOD procurement and contracting processes.
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Ability to carry out skillful negotiations.
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Ability to take care of the customers’ needs while following company procedures.
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Ability to obtain base access security clearance, if required.
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Must possess a valid driver’s license.
Requirements
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A Bachelor's degree in Business, Engineering, Chemistry, Biology, or a related technical field is required. A Master's degree is highly desirable.
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Minimum of 5-10 years of experience in defense sales and business development, with a successful track record of winning DOD contracts.
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Previous military experience is required.
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Proven ability to work with and influence senior business and government leaders.
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Experience working with military decision makers and AFSOC program officers.
Computer Skills
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Salesforce – Pipeline and Lead tracking.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. This position is primarily office-based and sedentary, requiring regular use of computers, phones, and video conferencing. The employee must be able to sit for extended periods, communicate clearly, and focus on detailed information. Frequent standing, walking, and travel to customer sites, trade shows, or government facilities may be required. The role may involve light lifting up to 25 lbs when transporting materials or equipment. Able to travel 50-75%.
