Business Development Manager

Tactical & Survival Specialties, Inc. - Harrisonburg, VA (30+ days ago)

The Business Development Manager (BDM) will have the unique opportunity to build our company’s brand and expand our customer loyalty. The BDM is responsible for identifying, establishing and maintaining sales opportunities to include account management and end user relationships with agencies within an assigned vertical unit. The BDM is responsible for developing and implementing a vertical plan as well as geographic strategy with direct input from the Vice President of Sales & Marketing, Director of Sales Support and Business Development, and Business Development Managers within the vertical unit. The BDM position is responsible for interacting with customers daily both from in person visits as well as through other communication methods. Primarily fulfilling their requirements through order placement, price quoting, product specifications, and general customer questions as well as directly supporting both inside and outside sales staff. The BDM must possess the ability to multi-task and use professional time management skills to complete all tasks on or before schedule. The BDM must present a professional appearance, demeanor and positive, can-do attitude.

Reasonable Accommodations Statement
In order to perform this job successfully, an individual must be able to perform the essential duties outlined below. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions.

Essential Functions Statements

Exceed assigned revenue and profit goals on a quarterly basis and against an annual goal.
Establish relationships, customers and opportunities in assigned vertical as well as new markets when required.
Maintain and continually build relationships with customers and vendors.
Manage and provide a weekly pipeline of sales opportunities, quotes and orders.
Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company.
Travel to vertical client locations and attend symposiums, conferences, tradeshows, exhibitions, and conduct vendor ride a long, for the purpose of cultivating sales opportunities.
Actively develop competitive and customer intelligence: Communicate market intelligence, opportunities and threats to the company.
Provide price quotations, establish proper credit or contract terms, warranties, and delivery dates. Learn and utilize internal ERP system for processing quotes and orders.
Assist Inside Sales Support Staff in data entry with generating quotes for customers, as well work on identifying optimal funding opportunities available to them.
Recommend products to customers, based on customers' needs and interests.
Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports.
Collaborate with potential customer professionals in product development, improvements, modifications or changes that could enhance its overall performance.
Research target demographics, economic trends, customer needs and interests and other data that can be used in creating strategies for business development
Attend technical training pertaining to the care, use, and technology of products. Train customers' employees to operate and maintain new equipment.
Study each product offered by the company and be able to persuasively educate and inform customers of how each works and its specifications; understand how to upsell and recommend complementary merchandise
Accurately process quotes that have been received either in writing, electronically, or by phone.
Develop a marketing strategy to access new contacts within the existing account base.
Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations and dealer of records.
Conduct continuing market research on specific channels of business and assist in developing vertical strategy.
Additional Duties

Interface and effectively communicate with management team, staff, customers, sub-contractors, vendors, business partners and suppliers.
Take ownership and responsibility for all aspects of the customer sales process.

Submit required reports to management on time:
Weekly Business Development Sales Report
Expense Reports
Market Study Reports
Maintain and update an Outlook calendar consisting of Federal client calls, travel and working sales pipeline.

Proven work experience as a Business Development Manager
Established understanding of Government Sales and Federal Contracting.
Experience working with Department of Defense, Military, Federal Agencies, and Law Enforcement.
Ability to complete work within given deadlines with little supervision.
Ability to carry out skillful negotiations.
Strong communication skills.
Must possess a valid driver’s license
Ability to obtain security clearance

Bachelor's Degree and 5 years of sales experience, or 10 years of industry experience in lieu of education.


Microsoft Office Suite (Outlook, Word, Excel, PowerPoint, SharePoint, and Teams)
Proficient in Internet Searching
Microsoft Dynamics AX or familiarity with an ERP system a plus

Required to meet with customers in various environments, with a personal at home office for administrative duties.