Federal Business Development and Sales Manager

Safariland; West Springfield (MA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Life insurance

Disability insurance

Wellness program

Adoption assistance

Tuition assistance

EAP

Work-life balance

PTO & holidays

Job summary

Safariland Group in the United States seeks a Federal Business Development & Sales Manager to drive growth across federal agencies, DoW, law enforcement, and public safety markets.

You will identify opportunities, manage key customer relationships, support government proposals, and execute sales strategies that align with procurement regulations like FAR/DFARS, while collaborating across internal teams to deliver customer-focused solutions.

Qualifications

• Minimum of 5–7 years in federal BD and sales.
• Strong knowledge of US Government and DoW processes.
• Experience selling defense, tactical, or public safety products.
• Knowledge of government contract vehicles and channel partners.
• Ability to travel up to 60%.

Responsibilities

• Develop and execute federal BD and sales plans.
• Manage key customer relationships with DoW and agencies.
• Lead proposals and responses to RFI/RFP/RFQ.
• Maintain knowledge of FAR/DFARS and procurement processes.
• Forecast and report on sales pipeline.

Skills

Federal sales

Business development

Channel partnerships

Proposal support

Relationship management

Travel readiness

Education

Bachelor’s degree or equivalent federal service experience

Job description

Summary
The Federal Business Development & Sales Manager is responsible for developing, managing, and expanding sales opportunities across the U.S. Federal Government, Department of War (DoW), federal agencies, law enforcement, and public safety markets. This role leads strategic business development efforts by identifying and capturing new business opportunities, managing key customer relationships, supporting government proposal development, and executing sales strategies that drive revenue growth. The position requires a strong understanding of federal procurement, government contracting, and the full business development lifecycle, while collaborating across multiple internal departments to deliver customer-focused solutions.

TOGETHER, WE SAVE LIVES

Summary
The Federal Business Development & Sales Manager is responsible for developing, managing, and expanding sales opportunities across the U.S. Federal Government, Department of War (DoW), federal agencies, law enforcement, and public safety markets. This role leads strategic business development efforts by identifying and capturing new business opportunities, managing key customer relationships, supporting government proposal development, and executing sales strategies that drive revenue growth. The position requires a strong understanding of federal procurement, government contracting, and the full business development lifecycle, while collaborating across multiple internal departments to deliver customer-focused solutions.

Responsibilities

• Developing a detailed understanding of products, sales objectives and strategies, pricing and delivery policies and practices.
• Develop and execute strategic federal business development and sales plans that align with corporate growth objectives.
• Maintain working knowledge of the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), SAM.gov, GSA Schedules, IDIQ contracts, BPAs, GWACs, OTA agreements, and DLA procurement processes.
• Identify, qualify, and pursue new business opportunities within DoW, federal agencies, law enforcement, and public safety organizations.
• Build and maintain a robust sales pipeline while achieving established revenue, profitability, and growth targets.
• Establish and maintain key relationships with senior leaders, contracting officials, logistical personnel, end users, prime contractors, and distribution partners.
• Assume ownership of presentations, proposals, and other documents including RFI, RFP, and RFQ responses.
• Conduct market research and competitive analysis to identify emerging opportunities, customer requirements, and industry trends.
• Managing the execution of the sales process and leveraging appropriate resources to secure sales.
• Conduct presentations and training demonstrations for Cyalume products.
• Prepare accurate sales forecasts, pipeline reviews, customer visit reports, executive dashboards, and monthly business reviews.
• Communicate product improvements and recommendations that originate in and from the end user.
• Utilized automated forecasting tools and CRM to track all opportunities and prospect/customer related information.
• Provide functional and technical guidance by representing the company at military installations, industry conferences, trade shows, demonstrations, and customer meetings.

Qualifications

• Bachelor’s degree in business, Marketing, Military Science, or 15-20 years in federal service experience required.
• Minimum of 5-7 years of proven experience in business development and sales within the federal markets.
• Strong knowledge of US Government and DoW acquisition processes and procurement regulations.
• Experience selling defense, tactical, public safety, or mission-critical products and services.
• Knowledge of government contract vehicles, distributor management, and channel partner development.
• Must have the ability to access government facilities and military installations
• Aggressive, self-motivated hunter and gatherer with a solid sales track record.
• Ability to penetrate and sell to government decision makers.
• Must be an articulate, persuasive, and passionate communicator.
• Ability to travel up to 60% of the time.

Why work at Safariland?
At Safariland our colleagues are some of the best and brightest in the industry and we are seeking new team members who exhibit the diverse competencies that will drive The Safariland Group to even greater success while maintaining our culture of being a great place to work. We believe innovation drives winning performance and we constantly challenge ourselves to be the very best in every aspect of our business. We cultivate a work culture driven by our 4 core values; integrity, curiosity, excellence and empowerment and we want associates to be involved in their work and communities so they can achieve their highest level of wellbeing. That is why Safariland offers a comprehensive suite of benefits to promote health and financial security for eligible employees and their families.

Eligible Employees Are Offered

• Medical, dental & vision insurance
• 401(k) with company match
• Employer paid life insurance and AD&D
• Employer paid disability
• Wellness program
• Adoption assistance
• Tuition assistance
• Employee assistance program
• Work life balance
• Paid time off (PTO), sick leave and paid holidays throughout the calendar year (consistent with relevant state law and company policies)

The Safariland Group believes in the benefits of a diverse workforce and is committed to equal opportunity and affirmative actions. We pride ourselves on hiring and developing the best people, without regard to age, sex, sexual orientation, gender identity, genetic characteristics, race, color, creed, religion, ethnicity, national origin, alienage, citizenship, disability, marital status, military status, pregnancy, or any other legally recognized protected basis prohibited by applicable law.

For those applicants with disabilities, if you require reasonable accommodation in searching for a job opening or submitting an application, please contact us by calling 888-469-6455.

All employment decisions are solely based on the applicant's qualifications as they relate to the requirements of the position.