Sales Manager, Business Development

National-Industries-For-the-Blind; Alexandria (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

National Industries for the Blind (NIB) seeks a results-driven Sales Manager, Business Development to drive growth across federal civilian agencies, DoD, and commercial markets. The role partners with a diverse set of stakeholders to capture opportunities and expand NIB’s AbilityOne offerings through strategic account plans and a rigorous pipeline approach.

The ideal candidate brings extensive federal sales experience, strong acquisition knowledge, and a proven track record in advancing

Qualifications

• Minimum of eight (8) years of progressive business development, sales, or account management experience within the Federal Government and/or DoD marketplace.

Responsibilities

• Consult with customer decision-makers and action officers to develop enterprise-wide strategies maximizing the value of NIB products and services.

Skills

Federal sales

DoD procurement

Account management

Strategic planning

Relationship building

Sales forecasting

CRM (Salesforce)

Education

Bachelor's degree in Business Administration, Logistics, Supply Chain, Marketing, or related field

Tools

Salesforce.com

SAM.gov

GovWin

USASpending.gov

Job description

Sales Manager, Business DevelopmentDescriptionNational Industries for the Blind (NIB) is seeking a highly motivated and results-oriented Sales Manager, Business Development to drive strategic business growth and expand awareness of NIB’s capabilities across federal civilian agencies, the Department of Defense (DoD), and commercial markets.Reporting to the Director, Business Development and Sales, this role is responsible for developing and executing business development strategies that increase revenue, strengthen customer relationships, and expand opportunities for products and services delivered through the AbilityOne Program. The Sales Manager serves as a trusted advisor to government stakeholders and industry partners, helping identify mission-driven solutions while advancing NIB’s mission to create, sustain, and improve employment opportunities for people who are blind.This position plays a key role in identifying, pursuing, capturing, and winning new business opportunities while expanding existing accounts through strategic engagement, market intelligence, and relationship development. The ideal candidate will possess significant Department of Defense business development experience, including a strong understanding of U.S. Army acquisition and procurement processes, and a demonstrated ability to identify and advance opportunities within Army organizations and commands.The Sales Manager will work closely with government customers, nonprofit agency partners, prime contractors, and internal stakeholders to develop innovative solutions, increase market penetration, and drive long-term growth. The ideal candidate brings extensive federal sales experience, strong acquisition knowledge, and a proven track record of successfully advancing opportunities from prospecting through contract award.QualificationsTravelThis position includes up to 40% travel and may require travel two to three times per month for:Customer meetings at federal civilian and Department of Defense locationsIndustry conferences, trade shows, and networking eventsNonprofit Agency (NPA) visits and stakeholder engagementsBusiness development and account management activities across assigned territoriesExperienceMinimum of eight (8) years of progressive business development, sales, or account management experience within the Federal Government and/or Department of Defense marketplaceDemonstrated success selling products and services within federal procurement environmentsExtensive knowledge of federal acquisition regulations, including FAR and DFARS requirementsProven experience identifying, developing, capturing, and winning complex federal opportunities, including IDIQs, MACs, GWACs, and large agency contract vehiclesStrong understanding of federal and DoD procurement cycles, acquisition strategies, and buying organizationsDemonstrated experience working with the Department of Defense, with specific knowledge of U.S. Army organizations, procurement processes, contracting vehicles, acquisition strategies, and key stakeholder environments strongly preferredEstablished relationships within Army acquisition, contracting, logistics, sustainment, Program Executive Offices (PEOs), or program management communities are highly desirableExperience developing and implementing strategic sales and account plans that drive measurable growthFamiliarity with Shipley-based business development and capture methodologiesStrong knowledge of Federal and DoD supply chain processes, policies, and proceduresProven ability to establish and maintain relationships with senior government officials, contracting personnel, industry partners, and decision-makersEducation, Certifications, and LicensureBachelor's degree in Business Administration, Logistics, Supply Chain Management, Marketing, or a related field from an accredited college or university requiredAn equivalent combination of education and experience may also be consideredMinimum Technical Skills and ExperienceProficiency in Microsoft Office Suite, including Outlook, Word, Excel, and PowerPointExperience using Microsoft Teams, Zoom, and other virtual collaboration platformsProficiency with Salesforce.com or similar Customer Relationship Management (CRM) systemsExperience utilizing SAM.gov and other federal market intelligence and opportunity-tracking toolsAbility to analyze and manage sales pipelines, forecasts, and business development metricsIdeal Soft SkillsExceptional relationship-building and stakeholder management abilitiesStrong consultative selling and strategic account management skillsOutstanding written, verbal, and presentation communication capabilitiesProven negotiation and influencing skills across diverse stakeholder groupsStrong executive presence and ability to communicate effectively with senior-level decision-makersDemonstrated initiative, resilience, and persistence in pursuing complex opportunitiesCritical thinking, sound judgment, and problem-solving capabilitiesAbility to work collaboratively in a fast-paced, mission-driven environmentStrong organizational, planning, and prioritization skillsKey ResponsibilitiesConsult with customer decision-makers and action officers to develop and implement enterprise-wide strategies that maximize the value of NIB products and servicesServe as a trusted advisor by providing strategic insights and mission-focused solutions to federal customersIdentify, qualify, develop, pursue, capture, and win new business opportunities across federal civilian and DoD marketsDevelop relationships with procurement officials and acquisition professionals to promote AbilityOne set-aside opportunities within acquisition strategiesCultivate and maintain strategic relationships with U.S. Army commands, Program Executive Offices (PEOs), contracting activities, logistics organizations, and other key stakeholders to identify, develop, and advance new business opportunitiesBuild and maintain relationships with prime contractors to identify teaming and subcontracting opportunitiesCreate and execute Strategic Account Plans and Annual Business Plans that establish focus areas, critical success factors, and growth objectivesMaintain market intelligence and competitive awareness across assigned agencies and market sectorsTrack, manage, and maintain accurate opportunity data within Salesforce.comParticipate in recurring pipeline reviews and business development planning activitiesDevelop and deliver business forecasts, sales reports, and activity updates as requiredConduct AbilityOne Program education and awareness sessions with customers and stakeholdersPartner with Product and Services Program Managers to align customer opportunities with organizational capabilitiesEngage with nonprofit agency partners to identify capabilities and growth opportunitiesUtilize tools such as SAM.gov, GovWin, USASpending.gov, agency acquisition portals, and other federal market research resources to identify and monitor opportunitiesSupervisory ResponsibilitiesThis position does not have direct supervisory responsibilities.NIB Core CompetenciesAccountabilityCommunication SkillsEthics / IntegrityCustomer CareJob Knowledge / Technical SkillsProcess ImprovementPhysical Demands and Work Environmental FactorsThe physical demands described here represent those required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. While performing this role, the employee is rarely required to lift or carry items weighing up to 15 pounds. The employee is frequently required to sit, read, hear, and perform computer-based work. Occasional standing and keyboard use are required. Limited walking, reaching, and outdoor work may be necessary.Equal Employment Opportunity StatementNIB is an equal opportunity employer and is committed to fostering an inclusive and accessible workplace. We do not discriminate against any employee or applicant based on any protected characteristic or status. We also provide reasonable accommodations for qualified individuals with disabilities throughout the employment process. If you require an accommodation to perform the essential functions of the position, please contact Human Resources at [e-mail]. We will engage in an interactive process to determine a reasonable accommodation, barring undue hardship.