Director, Business Development - Army Sales

Role Overview

The Director of Army Sales is a senior sales leader who balances personal selling responsibilities with leading and empowering a team of field sales managers and representatives. This role involves hands-on customer engagement, potentially with an individual or shared sales quota, while overseeing territory strategy, pipeline development, and sales execution to ensure strong market performance.

Key Duties and Responsibilities

• Drive personal revenue generation and support overall field sales success across the service sector.
• Work closely with the Vice President and Business Unit Leader to implement sales strategies, coverage models, and set performance objectives.
• Provide leadership, coaching, and strategic deal support to sales managers and reps, ensuring accountability and disciplined execution.
• Create and manage comprehensive territory and account plans aligned with business goals.
• Maintain an active and healthy pipeline of prospects, quotes, and orders to drive opportunity advancement.
• Build and sustain direct relationships with customers, participating in key sales opportunities personally.
• Engage in regular in-person meetings, briefings, and discussions with clients to understand and address their requirements.
• Maintain solid connections with stakeholders including end users, contracting officers, and program officials.
• Stay informed about Department of Defense budget cycles and funding influences to align sales efforts with customer purchasing behaviors.
• Collaborate with internal teams such as inside sales, contracts, pricing, and operations to ensure smooth order fulfillment and customer satisfaction.
• Act as a player-coach by mentoring field sales staff, offering guidance on account strategies and opportunity development without solely bearing team outcomes.
• Keep accurate records in Salesforce CRM, prepare sales and expense reports, and handle necessary administrative documentation.
• Liaise with strategy, business development, and capture teams to align field activities with longer-term initiatives.
• Manage communication with internal and external stakeholders including management, customers, vendors, and partners.
• Maintain a detailed calendar of client calls, travel, and sales pipeline activities.

Qualifications and Experience

• Minimum 10 years leading field sales teams within Department of Defense or federal market environments.
• Proven track record of coaching sales teams to meet or exceed revenue goals.
• In-depth knowledge of Navy and Marine Corps procurement processes.
• Strong understanding of federal procurement, contracting, and customer relations.
• Military service background is highly preferred.
• Bachelor’s degree preferred; equivalent professional experience also considered.
• Must be a U.S. citizen eligible to work legally in the U.S. and able to obtain and maintain a government security clearance.

Technical Skills

• Competent with Microsoft Office Suite and Google Office tools.
• Experienced in Salesforce for pipeline management and sales forecasting.
• Skilled in internet research and information gathering.
• Familiarity with NetSuite or other ERP systems is advantageous.

Work Environment

A dedicated home office is required for administrative responsibilities.

Reasonable Accommodation

Qualified individuals with disabilities will be provided reasonable accommodations to perform essential job functions.