Director, Business Development - Army Sales

Position Overview

The Director of Army Sales is a senior leadership figure responsible both for personal sales achievements and for guiding a team of field sales managers and representatives. This role involves maintaining direct interaction with clients and may hold individual or shared sales goals. The director oversees territory strategies, pipeline development, and the execution of sales efforts within the Army segment. Collaborating closely with the VP and Business Unit Leader, the director shares responsibility for achieving field sales success and aligning with broader business strategies.

Core Responsibilities

• Drive revenue generation personally while also influencing the sales performance of the entire service vertical team.
• Work with the VP and Business Unit Leader to implement sales strategies, territory coverage plans, and performance goals.
• Support and coach sales managers and representatives on deal strategies, accountability, and execution discipline.
• Create and implement territory and account plans in line with company objectives.
• Maintain an active sales pipeline including opportunities, quotes, and orders, ensuring steady progression from identification to order fulfilment.
• Build and sustain direct relationships with customers, including engagement with key accounts and complex sales.
• Conduct regular face-to-face meetings, briefings, and solution presentations to customers.
• Understand customer needs thoroughly and translate those into tailored product and service offerings.
• Serve as the main field contact for assigned accounts, coordinating with end users, contracting offices, and stakeholders.
• Stay informed about Department of Defense budget cycles, funding processes, and their impact on customer purchasing behavior.
• Monitor customer programs, funding timelines, and priority shifts to ensure alignment with sales efforts.
• Partner with strategy, business development, and capture teams to synchronize field sales with longer-term pursuits.
• Collaborate with cross-functional teams including inside sales, contracts, pricing, and operations to ensure order fulfillment and high customer satisfaction.
• Manage vendor relationships, including organizing product demonstrations and ride-alongs.
• Share market insights, competitive intelligence, and customer feedback with leadership teams.
• Act as a player-coach mentoring field sales representatives, advising account strategies, customer engagement, and opportunity development.
• Keep CRM data (Salesforce) accurate and up to date with forecasts, pipeline reports, and sales activities.
• Prepare required reports such as sales and expense documentation, and manage administrative tasks.
• Maintain a detailed calendar of client interactions, travel plans, and sales pipeline activities.
• Communicate clearly with management, staff, customers, subcontractors, vendors, and business partners.
• Take accountability for all facets of the customer and sales team processes.

Required Qualifications and Experience

• Over 10 years of experience leading field sales teams within Department of Defense or federal sectors.
• Proven track record of coaching sales teams to meet and exceed revenue goals.
• Comprehensive understanding of Navy and Marine Corps procurement systems.
• Strong knowledge of federal procurement, contracting, and customer landscapes.
• Prior military service is highly favored.
• Bachelor’s degree preferred or equivalent relevant industry experience.
• U.S. citizenship with eligibility to work in the country is mandatory, along with the ability to obtain and maintain government security clearance.

Technical Skills

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

Work Environment

• Ability to work from a personal home office for administrative tasks is necessary.