Business Development Representative, AFSOC & ACC

Position Overview

The Business Development Representative for AFSOC & ACC plays a vital role in expanding revenue and strengthening market presence within the Department of Defense (DOD) and affiliated federal agencies. The successful candidate will identify, qualify, and secure new business prospects related to company products, while cultivating strong, influential relationships with key government and military leaders.

Key Responsibilities

• Surpass quarterly and annual revenue and profit objectives.
• Build and sustain customer relationships and discover new opportunities within targeted verticals and emerging markets as directed.
• Maintain active engagement with customers and vendors.
• Manage weekly sales pipelines including opportunities, quotes, and order processing.
• Gain insights into market categories at both HQ and programmatic levels.
• Collaborate with customers to establish requirements for bids and contracting of equipment and services.
• Attend client locations, industry symposiums, conferences, tradeshows, exhibitions, and vendor ride-a-longs to generate sales leads.
• Gather and communicate competitive and market intelligence, opportunities, and risks.
• Provide pricing, credit, contract terms, warranty, and delivery details.
• Use internal systems to prepare quotes and process orders.
• Recommend products aligned with customer needs and interests.
• Manage administrative tasks including sales reporting, records maintenance, and expense filings.
• Support Business Development Managers to finalize related assignments.
• Process quotes received through various communication channels accurately.
• Develop strategies for accessing new contacts within existing accounts.
• Implement collaborative inside/outside sales strategies covering territories, vendors, and dealer relations.
• Conduct ongoing market research on business channels and assist marketing strategy development.
• Create and execute comprehensive business development plans to meet revenue targets and broaden DOD engagement.
• Identify and qualify new business opportunities and contracts.
• Forge and sustain relationships with government program managers, technical staff, and military stakeholders.
• Lead preparation of compelling, compliant proposals in cooperation with internal teams.
• Maintain detailed knowledge of DOD programs, acquisition processes, and contracting vehicles including GSA, ECAT, EMALL, and Prime Vendor schedules.
• Represent the company at military and industry events to gather intelligence and enhance brand visibility.
• Deliver precise sales forecasts and report regularly on business activities and market developments.

Additional Duties

• Communicate effectively with all stakeholders including management, clients, subcontractors, vendors, and suppliers.
• Handle full customer sales processes such as phone calls, emails, quotations, and order entry.
• Submit timely, required reports including weekly sales, pipeline opportunities, and expenses.
• Maintain a professional calendar capturing calls, meetings, travel, and events.

Qualifications and Requirements

• Strong knowledge of government sales and federal contracting, specifically DOD procurement procedures.
• Proven negotiation skills.
• Ability to address client needs while adhering to company policies.
• Potential to obtain required base security clearances.
• Valid driver's license mandatory.

Educational and Professional Background

• Bachelor's degree in Business, Engineering, Chemistry, Biology, or related technical discipline is required; Master’s degree preferred.
• Minimum of 5 to 10 years of experience in defense sales and business development, with a history of securing DOD contracts.
• Military experience is a requirement.
• Demonstrated success influencing senior executives in business and government.
• Experience working with military decision-makers and AFSOC program officers.

Technical Skills

• Proficient with Salesforce for pipeline and lead management.

Physical and Travel Requirements

• This primarily office-based role involves long periods of sitting, extensive use of computers, phones, and video conferencing, and requires clear communication and detail focus.
• Periodic standing, walking, and travel to client sites, trade events, and government facilities is expected.
• Must be capable of occasional light lifting up to 25 pounds.
• Travel requirements are between 50 and 75%.