Business Development Manager

REDCOM Laboratories, Inc.; Town of Victor (NY); On-site; USD 83,000 - 94,000; Full time

Benefits offered by this job

3 weeks paid vacation

Generous sick time

10 paid holidays

Medical insurance

Dental and vision coverage

401(k) plan with match

Learning & development

Remote friendly work environment

Job summary

REDCOM Laboratories, Inc. in the Victor/Rochester area is seeking an experienced Military and Sales professional to cultivate relationships across US military, government agencies, and public safety sectors.

You will identify opportunities, present REDCOM solutions, coordinate product demonstrations, and guide opportunities from initial contact to proposal. The role requires 8–10 years in US Military and 3–5 years in telecom/UC, plus travel about 25–30%.

Qualifications

• Significant, in-depth understanding of US Military gained through 8–10 years of service.
• 3–5 years of direct experience in the telecommunications/UC industry.
• Advanced abilities with spreadsheet and presentation applications.
• High degree of business acumen and organizational awareness.
• Ability to present highly technical concepts to diverse audiences.
• Exceptional oral, written, and interpersonal skills.
• Ability to perform self-directed research to identify industry trends and opportunities.
• Ability to produce business model documents and spreadsheets for evaluating opportunities.

Responsibilities

• Develop and nurture strategic relationships to create a channel for REDCOM solutions.
• Identify and engage new business opportunities across segments by researching events and announcements.
• Coordinate technical meetings, product demonstrations, and evaluations for opportunities.
• Analyze market strategies and internal priorities for partnerships.
• Stay updated on industry trends through publications and networks.
• Support sales by helping develop marketing literature and sales strategies.
• Communicate industry intelligence across the company to improve knowledge.
• Assist with special projects for REDCOM’s markets.

Skills

US Military knowledge

Telecom/UC experience

Spreadsheet skills

Presentation skills

Communication skills

Research capability

Business modeling

Education

BS in technical field / BA in business

Job description

At REDCOM, our mission is to design the most reliable and innovative communications solutions for customers that span all branches of the U.S. military, government agencies, public safety organizations, and telecom service providers. After more than 45 years in business, we are still in growth mode. We’re looking for an experienced Military and Sales professional to join our team in this unique role.

OPPORTUNITY AT A GLANCE:

In this position, you will spend much of your time cultivating and enhancing relationships with various divisions of the US Military. The ability to develop working relationships, successfully further REDCOM opportunities, clearly articulate REDCOM solutions, and strong decisive follow-through will be critical factors in your success.

ESSENTIAL FUNCTIONS:

• Develop and nurture strategic relationships, cultivating a channel for REDCOM solutions.
• Identify and engage new and viable business opportunities for one or more business segments by researching industry events, publications, and announcements.
• Nurture new business opportunities by proactively arranging and driving technical exchange meetings, product demonstrations and evaluations, and technology integration efforts.
• Screen potential business partnerships by analyzing market strategies, deal requirements, potential business models and internal priorities.
• Update industry knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks and participating in professional organizations.
• Support the company’s sales efforts by assisting in the development of marketing literature and crafting potential sales strategies and techniques for use during sales engagements.
• Communicate industry intelligence throughout the company to improve the overall knowledge level of the team.
• Assist with special projects related to any of REDCOM’s markets as directed.

KNOWLEDGE & SKILLS THAT ARE REQUIRED TO FULFILL THE ESSENTIAL FUNCTIONS:

• Knowledge (education and training):
• Significant, in-depth understanding of US Military gained through prior service of 8-10 years. Experience as a Commissioned Officer, NCO or Warrant Officer is highly desired.
• At least 3-5 years of direct experience in the telecommunications/UC industry
• Advanced abilities with spreadsheet and presentation applications
• Critical Skills:
• High degree of business acumen and organizational awareness.
• Must be able to develop and make presentations by being able to clearly articulate highly technical concepts to a variety of audiences.
• Exceptional oral, written, and interpersonal skills. Able to positively encourage working relationships with all employees, customers, vendors, and partners.
• Ability to perform self-directed research to identify both large and small-scale industry trends and opportunities.
• Ability to produce business model documents and spreadsheets for use in evaluating potential business opportunities.

KNOWLEDGE & SKILLS THAT ARE PREFERRED TO FULFILL THE ESSENTIAL FUNCTIONS:

• BS in a technical field or BA in a business-related discipline
• Experience in working with the military, government, or first-responder industries, including an understanding of the sales process, techniques and strategies for these markets
• Prior experience supporting and/or selling to the USA military and USA federal government is highly desirable including:
• Experience with the Federal Business Opportunities (FedBizOpps) and Federal Procurement Data System (FPDS) websites in order to research opportunities and develop strategies for contract implementation.
• Active secret clearance or the ability to obtain

OTHER DUTIES:

• On a timely basis, maintain accurate information on the status of all sales opportunities through designated systems of record.
• Support responses to large, one-time, business opportunities when appropriate and as needed.
• Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
• Complete special projects and perform other duties as necessary.

SPECIAL WORKING CONDITIONS:

REDCOM is quite unique in that all of our engineering, manufacturing, sales, support, and marketing teams are based out of our headquarters in Victor, NY.

• May require extended work hours to meet project or customer requirements. For example, there are times when a customer may have an urgent need and we will work to help them in any way we can.
• Must be prepared to travel as required by customer and business needs. While requirements vary, travel is estimated at 25-30% per quarter. Must have the ability to travel without restriction within the United States and internationally.
• Lead or participate in off-hours telephone conference calls or video conference calls with customers or sales prospects in various time zones as required.

PHYSICAL REQUIREMENTS:

While performing the duties of this job, the employee may be required to, and for extended periods of time, stand, reach, speak, hear, have visual acuity, and be able to operate an approved motor vehicle.

• On occasion, support trade shows, which involves some manual labor to set up and tear down the booth.

ORGANIZATIONAL CONTEXT:

No direct reports, but will be required to interact with program managers, business development, sales, purchasing and management.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change based on business needs.

The wage range for this role considers the range of qualifications that are considered in making compensation decisions including but not limited to skill sets; experience and training; education and certifications; and other business and organizational needs. It is not typical for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on the facts and circumstances of each position.

Hiring salary range for Rochester-based positions is $82,750- $93,750 commensurate with experience.

ABOUT REDCOM LABORATORIES, INC.:

REDCOM Laboratories, Inc. is a private woman-owned small business based in Victor, New York. Since 1978, REDCOM has been developing and manufacturing the world’s most reliable communications systems for all branches of the U.S. military, our NATO allies, government agencies, emergency responders, service providers, and enterprises.

REDCOM was awarded a Top Workplaces award in 2020 and 2021 by The Democrat and Chronicle. This dedication is based solely on employee feedback gathered through an anonymous survey that uniquely measured 15 drivers of engaged cultures. These drivers are critical to the success of any organization: including alignment, execution, and connection, just to name a few. As a first-time participant in the program, REDCOM surpassed hundreds of other companies for the top distinction.

At REDCOM, our mission is to provide the most secure communications solutions in the world. Our trusted and proven products are designed and backed by our relentless drive for quality, innovation, and world-class support.

REDCOM allocates substantial resources to research and development. In fact, the name REDCOM is an acronym that stands for REsearch and Development in COMmunications.

Our principal office is located in our 140,000 sq. ft. headquarters in the town of Victor, a suburb of Rochester, New York. This state-of-the-art campus is home to a large engineering and development team, along with our customer service, sales, manufacturing, and leadership teams.

REDCOM designs, engineers, and manufactures all of our products right here in the United States. We work only with vetted and trusted suppliers to ensure that we source the best and most reliable components for every product. REDCOM has proactively addressed every step of the supply chain to reduce risk, making our products TAA compliant.

What really makes REDCOM stand out from most other companies is our family-oriented culture. We encourage our employees to innovate and empower them to work autonomously. This enables REDCOM to not just respond to customer requirements but to generate truly innovative solutions. We understand and anticipate user needs and develop solutions to meet them. We love solving problems that other companies can’t — or won’t — tackle.

WHY YOU WANT TO WORK AT REDCOM -

We have an incredible benefits package including:

• 3 weeks of paid vacation per year, plus a generous sick time policy
• Generous rollover policy
• 10 paid holidays per year
• Generous medical insurance,
• Dental and vision coverage
• 401(k) plan with match
• Learning & development is strongly encouraged
• Remote friendly work environment
• Beautiful campus and generous office space