Business Development Manager / Program Account Manager

Description

      W.S. Darley and Co. is seeking a Business Development Manager / Program Account Manager for Marine Corps System Command. As a 113-year-old family company supporting the fire and rescue market and the Department of Defense (DOD), we are looking for an ideal candidate with a background as a retired Marine Corps Officer, Senior Enlisted, or Civil Servant experienced in Defense acquisition program management and Marine Corps Systems Command. The candidate should comprehensively understand Marine Corps Systems Command requirements, including but not limited to Marine Corps Technology and innovation, emerging training needs, ISR technology and capability, manned and unmanned capabilities, technology integration, training simulation, weapon systems, and lifecycle maintenance. Additionally, the candidate should have a strong understanding of the Program Executive Offices (PEOs) and Program Management Offices (PMOs) within MARCORSYSCOM and be reputable within those organizations.

About W.S. Darley & Co: Founded in 1908, W.S. Darley & Co. (Darley) remains a family owned and operated business, supplying the highest quality equipment solutions to its military and first responder customers. With origins in the equipment distribution and Midwest manufacturing, Darley offers a family of leading innovate emergency equipment brands and innovative solutions. Darley prides itself on delivering the highest quality solutions and services from its corporate headquarters in Itasca, IL and its’ ISO 9001:2015 certified manufacturing operations in Chippewa Falls, WI and Janesville, IA. Darley also maintains offices is six countries worldwide.  

Darley Defense, a division of the W.S. Darley company, specializes in using existing contracts to distribute products and services to the Federal Government. Darley Defense specializes in special operational equipment and fire and emergency services.

Requirements

• Develop relationships with military and government customers at all levels, including end users, program offices, KOs, etc., in the geographical areas of Quantico, VA, and Washington, DC. 
• Identify and develop business opportunities within MARCORSYSCOM programs and end users.
• Conceptualize training and material requirements and collaborate with industrial partners to provide end-user solutions.
• Work with end users and vendors on emerging capabilities, becoming a value-added partner for their future requirements.
• Drive program business through TLS or other contracts.
• Drive short-term and long-term program sales.
• Address customer problems creatively, becoming a trustworthy resource and solution provider.
• Understand contract/funding methods and assist customers in their use.
• Partner with suppliers to provide the best products and values to meet customer requirements.
• Determine innovative strategies to win business.
• Understand and represent Darley products and services and conduct direct sales to meet company-defined quotas.
• Update the sales plan for the management team.
• Generate quotes for customers and assist them in identifying optimal funding vehicles.
• Develop a working knowledge of contracting vehicles.
• Identify and win new contracts to support customer requirements.
• Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.
• Regularly follow up on closed sales to ensure delivery and quality.
• Make cold calls, face-to-face, and via telephone prospecting to develop new business.
• Monitor and report on market and competitor activities.

Competencies:

• Leadership.
• Management.
• Communication Proficiency.
• Teamwork.
• Technical Capacity.
• Training.

Supervisory Responsibility: 

This position has no supervisory responsibilities.

Work Environment:

This job requires mobility while maintaining constant connectivity. The work environment can range from an office space to a convention center to an austere location in a rural area. Employees should have an office space, home office, or workspace that allows them to remain organized and perform their administrative duties. This role routinely uses standard office hardware (computers, phones, scanners) and software (Microsoft Office, CRM, JDE). Employees should also be prepared to perform their duties outdoors in inclement weather conditions.

Physical Demands:

The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. While performing the duties of this job, the employee is regularly required to talk and listen to individuals or large groups of people. The employee must perform the physical activities necessary to demonstrate the product to customers effectively. The employee may be required to remain outdoors for 12 hours, stand for 8 hours, walk, lift 50 lbs, and use hands and fingers.

Position Type/Expected Hours of Work:

This is a full-time position. At a minimum, the employees’ workdays and hours are Monday through Friday, 8:00 a.m. to 5 p.m. local time. The employee must be prepared to adjust their work schedule to accommodate customer demands and meet company requirements.

Travel:

Travel required, roughly 50%.

Required Education and Experience:

• 2-5 years of experience selling to the military or government is highly preferred.
• Military O-4 or O-5 level / E-9 of leadership and management / Civilian Service in the Marine Corps.
• Thorough understanding of Marine Corps Systems Command.
• Thorough understanding of MARCORSYSCOM, PMOs, PEOs, Command Element Systems, Ground Combat Element Systems, Logistics Combat element Systems, and Training Systems.
• Working knowledge of the military requirements development process.
• A bachelor's degree is highly preferred, but prior sales and military experience may be substituted.
• Honorable Discharge from the military.
• Working experience with MS Office suite of products.
• DAU L II Program Manager.

Preferred Education and Experience:

• O-4 or O-5 / E-9, Leadership or Enlisted Leader/Advisor in last attained rank.
• DAU L III Program Manager.
• Chief, ODC Experience.
• Master's degree in the following areas: Aviation / Business / Communications / Engineering.

Additional Eligibility Qualifications:

• Self-starter.
• Must be able to meet with customers outside under all weather conditions and must be able to travel by car and plane for long distances.
• Must be highly organized and able to juggle inside and outside sales duties.
• Support inside salespersons in quoting and following up with customers.
• Excellent written and oral communication.
• Understanding of basic business financial concepts.
• Budget your expenses cost-effectively and turn in expense reports on time.
• Able to use customer and prospect contact activities tools (CRM systems) and update relevant information held in these systems as required.
• Understanding government contracts and purchasing desired vehicles.
• Prior Salesforce and JD Edwards, experience is a plus.
• Work Authorization/Security Clearance (if applicable):
• Secret Clearance preferred.

Benefits Offered

• PTO
• Paid Holidays
• Tuition Reimbursement
• Health & Wellness Reimbursement
• Medical
• Dental
• Vision
• Life & Disability
• HSA with Darley contribution
• FSA
• 401K/Roth with match and profit sharing
• Darley paid life insurance.

AAP/EEO Statement

W.S. Darley and Company provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This position is important to the overall effective operations of the organization and contributes to the overall achievement of the organization's established quality objectives. This job description should not be construed to imply that these requirements are the exclusive standards of the position. Incumbent will follow any other instructions and perform any other related duties as may be required by the supervisor.