Senior Defense Business Development Manager – Detroit Area

Darley

Warren (MI)

On-site

USD 180,000 - 230,000

Full time

14 days+

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Benefits offered by this job

PTO

Paid Holidays

Tuition Reimbursement

Health & Wellness Reimbursement

Medical

Dental

Vision

Life & Disability

HSA with Darley contribution

FSA

401K with match

Job summary

W.S. Darley & Co. in Warren, MI seeks a Senior Business Development Manager to grow our Detroit Arsenal portfolio. The role requires on-site engagement with Army acquisition, program management, and industry partners to shape strategy and win opportunities.

As a senior leader, you will build trusted relationships, manage opportunities end-to-end, and drive revenue in a competitive defense market, leveraging deep military operations knowledge and strong analytical and communication skills.

Qualifications

Bachelor’s degree required.
Master’s degree in business or Defense Strategic Studies preferred.
Top Secret Security Clearance preferred or higher.

Responsibilities

Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
Consistently achieve booked order goals.
Build instant credibility/rapport and working level relationships with senior executive level decision makers at the Program Executive Offices (PEOs), Program Management Offices (PMs), Warfare Centers and O-5 /O-6 Department heads at Major Flag Level Commands.
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 winning the ones that fit our business model.
Research buying habits of potential customers by analyzing databases with historical purchasing information.
Interface with current and potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor.
Once a prospect customer becomes active, and strong opportunity exists, develop engagement plan and confer with Force Lead/ VP of Sales & BD to determine if a multi-person effort should be executed.
After Customer is onboarded, 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 system.
Partner with suppliers to provide best products & values to meet customer requirements.
Brainstorm and develop innovative strategies to win business.
Enter updates and maintains 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.