Account Manager – Navy

Jobtailor; Deutschland; Vor Ort; EUR 60.000 - 90.000; Vollzeit

Zusammenfassung

Darley Account Manager role focused on servicing government accounts (NAVSEA and Fleet Forces) to build strong relationships and drive revenue. The position involves regular engagement with DoD offices across assigned geographies and requires expertise in contracting vehicles and funding methods.

Responsibilities include researching customer buying habits, delivering concise briefs, generating quotes, and transitioning opportunities to Inside Sales teams.

Qualifikationen

• Knowledge of government contracting sales and value propositions.
• Consistently achieve booked order goals.
• Research buying habits using historical data.
• Deliver impactful briefs and persuade prospects to select us.
• Build deep relationships with military customers at multiple levels.
• Provide proactive problem solving and guidance.

Aufgaben

• Establish and maintain relationships with designated government accounts.
• Identify sales opportunities and close deals.
• Engage with DoD offices across defined geographic areas.
• Maintain CRM records with opportunities, activities and stages.
• Represent the company at meetings and trade shows with customer focus.
• Coordinate with internal teams to ensure timely delivery and accuracy.

Kenntnisse

Government contracting sales

CRM management (Salesforce)

Relationship building

Cold calling

Data analysis

Tools

Salesforce

Jobbeschreibung

Account Manager Responsibilities

• The Account Manager services designated customer accounts (NAVSEA and Fleet Forces Command Accounts) to establish and maintain outstanding relationships, identify sales opportunities and close deals.
• This position is designed to have constant engagements with many Government/DoD offices in set geographical areas and to get to know the personnel that serve in those offices very well.
• To succeed the Account Manager must generate revenue in a competitive environment and be completely knowledgeable on their customer base/assigned territory.
• They must apply the training and coaching from the company, create tremendous relationships, respond and engage with a sense of urgency, be fully compliant with the rules and regulations in Government contractual sales, contribute with passion to the Team and always be proactively communicating in that network.
• The over-arching goal of this role is to be the “automatic first choice” that a customer thinks of when a requirement arises.
• This job operates in a professional office environment and/or remote environment at both the Itasca and remote offices. This role routinely uses company standard office equipment such as computer and cell phones.
• While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

Requirements

• Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
• Consistently achieve booked order goals.
• Research buying habits of potential customers by analyzing data bases with historical purchasing information.
• Interface with potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor.
• Once onboard, build strong and deep relationships with military customers at all levels, including end users, supply officers, contracting officers, decision makers and influencers.
• Creatively address customer problems, becoming a true resource and solution provider.
• Understand and be able to teach how our contracting vehicles operate.
• Additionally have a working knowledge of various funding methods and how they may be applied to assist customers in their procurement strategies.
• Generate quotes for customers and transition them to Inside Sales / HQ Teams to enter into the CRM system (Salesforce).
• Partner with Suppliers to provide best products & values to meet customer requirements.
• Brainstorm and develop innovative strategies to win business.
• Enter updates and maintain records in Salesforce so that all active accounts, live opportunities, key activities on those opportunities, stages in the pipeline and other required data are all accurate.
• Professionally represent Darley at trade shows, in-person meetings and Teams meetings by researching, preparing, rehearsing and making these events about the customer, not us.
• Conduct cold calls, either face to face or via telephone, to prospect new business.
• 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. Follow up on closed sales to ensure delivery and quality were as promised.
• Monitor and report on market and competitor activities.
• Probe the Customer ecosystem to find information on new contracts that may be forming so that Darley can interdict these upstream and have a high probability of the ones that fit our business model.

Core Competencies

Demonstrates expertise in Government Contractual Sales, relationship building, and strategic account management, with a strong focus on achieving sales goals and understanding customer needs. Proficient in utilizing Salesforce for CRM management and data analysis to drive sales success.