Director of Business Development - Army Sales

Position Summary

The Director for Army Sales is a senior leadership role combining direct sales activity with management responsibilities, overseeing a team of field sales managers and representatives. This role involves maintaining direct interactions with customers, possibly managing personal or shared sales goals, and leading territory planning, pipeline growth, and sales execution.

Key Responsibilities

• Drive personal contributions to revenue while influencing the broader field sales performance within the service vertical.
• Collaborate closely with the VP and Business Unit Leader to implement sales strategies and manage territory coverage and priorities.
• Provide coaching and strategic deal support to sales managers and representatives, ensuring execution discipline and accountability.
• Develop and action comprehensive territory and account plans that align with corporate goals.
• Maintain an active sales pipeline, progressing opportunities from identification through closing orders.
• Maintain strong direct customer relationships and actively participate in major deals and strategic accounts as both a seller and leader.
• Build and sustain relationships with end users, contracting offices, and program stakeholders through regular visits and solution discussions.
• Understand Department of Defense funding cycles, budget appropriations, and their influence on customer purchasing behavior.
• Coordinate with strategy, business development, and capture teams to align sales activities with long-term business pursuits.
• Collaborate with internal teams including inside sales, contracts, pricing, and operations to support order fulfillment and customer satisfaction.
• Manage vendor relationships and facilitate product demonstrations and ride-alongs.
• Share market insights, competitive intelligence, and customer feedback with leadership.
• Serve as a player-coach by mentoring field sales representatives and guiding account strategy and opportunity progression.
• Maintain accurate records and forecasts in CRM systems (Salesforce) and prepare necessary reports and documentation.
• Maintain communication across management, staff, customers, and partners to ensure smooth sales processes and customer engagement.
• Keep an updated schedule with client calls, travel, and sales pipeline activities via Google calendar.

Required Qualifications

• Over 10 years of leadership experience managing field sales teams in Department of Defense or federal markets.
• Proven track record in coaching sales teams to meet quota and revenue goals.
• In-depth knowledge of Navy and Marine Corps procurement environments and federal contracting.
• Prior military service is highly desirable.
• Bachelor's degree preferred or equivalent relevant industry experience.
• U.S. citizenship required with eligibility to secure and maintain a U.S. government security clearance.

Technical Skills

• Proficiency with Microsoft Office and Google Workspace applications.
• Experience with Salesforce CRM for managing sales pipeline and forecasting.
• Competence in internet-based research.
• Familiarity with NetSuite or other ERP platforms is advantageous.

Work Environment and Additional Information

• An at-home office environment for administrative work is required.