Senior Business Development Manager, PEO GCS & PEO CS&CSS

W.S Darley and Co. is currently seeking a Business Development Manager / Program Account Manager for Detroit Programs within the PEO GCS & PEO CS &CSS portfolios. The ideal candidate is a retired Senior Military Officer or Senior Enlisted serving in Defense acquisition, requirements, or program management. Candidate must have a thorough understanding of the PEOs and their subordinate organizations and understand the requirements and acquisition process. 

About W.S. Darley & Co: Founded in 1908, W.S. Darley & Co. (Darley) remains a family owned and operated business, supplying the highest quality equipment solutions to its military and first responder customers. With origins in the equipment distribution and Midwest manufacturing, Darley offers a family of leading innovative emergency equipment brands and innovative solutions. Darley prides itself on delivering the highest quality solutions and services from its corporate headquarters in Itasca, IL and its’ ISO 9001:2015 certified manufacturing operations in Chippewa Falls, WI and Janesville, IA. Darley also maintains offices is six countries worldwide.
 

Darley Defense, a division of the W.S. Darley company, specializes in using existing contracts to distribute products and services to the Federal Government. Darley Defense specializes in special operational equipment and fire and emergency services.

• Develop relationships with military and government customers at all levels, including end users, program offices, KOs, etc. Collaborate and partner with all team members while addressing the customer’s requirements. Key geographical areas include the following but not limited to:
  • Detroit Arsenal, MI
  • Ft. Moore, GA
• Work with end users and vendors on unique requirements and become a value-added partner for their requirements 
• Drive program business through TLS or other contracts.
• Drive short-term and long-term program sales.
• Creatively address customer problems, becoming a true resource and solution provider
• Understand contract/funding methods and assist customers in their use
• Partner with suppliers to provide best products & values to meet customer requirements
• Determine innovative strategies to win business
• Understand and represent Darley products and services and carry out direct sales activities to meet company defined quotas
• Update sales plan for management team
• Generate quotes for customers and assist them in identifying optimal funding vehicles
• Develop working knowledge of contracting vehicles
• Identify and win new contracts to support customer requirements
• 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
• Regularly following up on closed sales to ensure delivery and quality
• Make cold calls, face to face and via telephone prospecting to develop new business
• Monitor and report on market and competitor activities 

Competencies

• Leadership.

• Management.

• Communication Proficiency.

• Teamwork.

• Technical Capacity.

• Training

Supervisory Responsibility

This position has no supervisory responsibilities.

Work Environment

This job requires mobility while maintaining constant connectivity. The work environment can range from an office space, to a convention center, to an austere location in a rural area. The employee should have an office space, home office or some type of workspace that allows them to remain organized and perform their administrative duties. This role routinely uses standard office hardware (computers, phones, scanners) and software (Microsoft Office, CRM, JDE). Employees should also be prepared to perform their duties outdoors in inclement weather conditions.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  While performing the duties of this job, the employee is regularly required to talk and listen to individuals or large groups of people. The employee is required to perform the physical activities required to effectively demonstrate product to customers. The employee may be required to remain outdoors for 12 hours, stand for 8 hours, walk, lift 50lbs and use hands and fingers. 

Position Type/Expected Hours of Work

This is a full-time position. At a minimum, the employee’s workdays and hours are Monday through Friday, 8:00 a.m. to 5 p.m. local time. The employee must be prepared to adjust their work schedule to accommodate for customer demands and/or meet company requirements.

Travel

Travel required roughly 50%

Required Education and Experience

• 2-5 years of experience selling to military or government highly preferred 
• Military O-5 level of leadership and management
• Thorough understanding of Military Vehicle Systems & Combat Support / Service Support Elements
• Working knowledge of the military requirements development process
• Bachelor’s degree highly preferred, but prior sales & military experience may be substituted
• Honorable Discharge from the military 
• Working experience with MS Office suite of products 
• DAU L II Program Manager

Preferred Education and Experience

• O-6 level of leadership and management
• DAU L III Program Manager
• Master’s degree in the following areas: of Business / Communications / Engineering 

Additional Eligibility Qualifications

• Self-starter
• Must be able to meet with customers outside under all weather conditions and must be able to travel by car and plane for long distances
• MUST be highly organized and able to juggle duties of both inside and outside sales
• Support inside salespersons in  quoting and following up with customers.
• Excellent written and oral communication
• Understanding of basic business financial concepts
• Be able to budget own expenses in a cost-effective manner and turn in expense reports on time
• Able to use customer and prospect contact activities tools (CRM systems) and update relevant information held in these systems as required
• Understanding of government contracts and purchasing vehicles desired
• Prior JD Edwards experience a plus

Work Authorization/Security Clearance

Top Secret Clearance preferred 

Benefits Offered

• PTO
• Paid Holidays
• Tuition Reimbursement
• Health & Wellness Reimbursement
• Medical
• Dental
• Vision
• Life & Disability
• HSA with Darley contribution
• FSA
• 401K/Roth with match and profit sharing
• Darley paid life insurance

AAP/EEO Statement

Darley is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, protected veteran status, or any other basis protected by applicable federal, state or local law.