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Federal Business Development Manager - Ports/Airports & Electrification

Washington, DC · Government/Military
Sells a portfolio of the organization's and/or third-party durable (hard) goods (i.e., products that do not quickly wear out) through a base of reseller partners; typically sells products such as vehicles, appliances, business equipment, electronic equipment, home furnishings and fixtures, housewares and accessories | Locates, evaluates and recruits potential channel partners, including systems integrators, value-added resellers (VARs), distributors, dealers or retailers | Supports partners throughout the sales process in all sales-oriented activities, including marketing, advertising, sales promotions and training to achieve revenue targets

Principal Objective:

Increase sales related to U.S. Federal Government Market Vertical and Infrastructure Electrification Investments (IIJA, IRA, U.S. Federal Funded Projects and Initiatives/Bills). This individual will create/manage our unified Federal Government strategy within our Strategic Verticals, Ports/Airports, and Emerging Electrification Markets. He will be also the company “Subject Matter Expert” or “Champion” in the U.S. Federal Government Markets , Policies and how it translates to new business opportunities for the company's Products, Services and Solutions. 

This person will generate new customer acquisition, uncover, and qualify opportunities by driving early decision-maker engagement directly with the Federal Government. This individual will develop and establish strong ongoing relationships with critical end-users, program offices, contracting personnel, A/E (EPC) design firms, engineering stakeholders, small businesses, strategic teaming partnerships and industry stakeholders in the Federal Government Electrification Arena.

Duties and Responsibilities:

The following is a list of specific duties, which are considered to be essential functions of this job. This list is not exhaustive, as all positions at the company are dynamic. This is consistent with our need to be flexible and responsive to the needs of our customers.

The employee who occupies this position is expected to assume any/all duties assigned by management, irrespective of whether such duties are specifically included in this list.

While an effort is made to thoroughly describe the customary manner in which this job is performed, reasonable accommodations will be made for qualified individuals with disabilities who may not be able to perform this job in the manner indicated.
  • Develop Federal Strategic vision, roadmap, account penetration strategies for new customer acquisition, strategic Federal priorities, revenue forecasting and execution of Federal strategic account plan.
  • Build the U.S. Federal Government Vertical with strong focus on Airports and Ports initially.
  • Provide expertise of Federal Government knowledge and standard to create and drive a winning strategy in the Federal Government portfolio.
  • Understand and utilize Federal market trends, Federal mission priorities, and Federal Government customer requirements.
  • Coordinate federal Opportunities within the company's Strategic verticals: Electric Vehicles (EV), Mass Transit, 5G/Telecom, Solar/Wind and Other Renewable Effort.
  • Proven experience identifying and capturing federal opportunities, civilian and defense business, including leveraging and/or creating relationships, developing effective teaming and win strategies
  • Command and manage all aspects of new early opportunity identification with end-users while partnering with sales executives as opportunities develop and approach a more tactical closing phase.
  • Develop Market Intelligence related to Federal Government Vertical Opportunities.
  • Represents the company in Federal industry associations, professional organization, and affiliations through thought leadership and speaking engagements around Airports, Ports and Federal Markets
  • Track New Emerging Market Opportunities for the company to enter, leveraging the Federal Government Path.
  • Support directly and/or sales executives on Sources Sought, Request for Information (RFIs), and Request for Proposal or Quote (RFP/RFQ) as a subject matter in Federal Government.
  • Research & understand in dept U.S. Federal Government Policies, Bills (IIJA, IRA etc). Be able to translate this information into new business opportunities for the company.
  • Work on developing a Federal/Government Capabilities Statement and Marketing Materials.
  • Increase sales in Wire & Cable, Tools & Equipment, Contractors Solutions and Services.
  • Voice of Customer; Business Development Manager is responsible for long term strategic and tactical planning, relaying the customers vison for increased order intake and Federal specific requirements in the Federal Government business unit.
  • Responsible for developing and maintaining strong relationships with Federal agency end-users and Federal ecosystem.

Qualifications and Skills
Desirable Qualifications:
  • College degree or equivalent.
  • Federal Government Industry and/or product experience is necessary.
  • Five to seven years of experience in (Federal/Government Industry). Sales are essential. Previous work in related Federal Market & Products.
  • Must possess a “self-starter” and entrepreneurial attitude with the ability to multi-task and take on added responsibility when the job requires.
  • Must have ability to travel extensively to develop customer base.
  • Requires strong Presentation skills.
Working Knowledge & Skills:
  • Knowledge of Federal procurement, Federal Government contract vehicles, FAR/DFAR,
  • Experience in finding Federal/Government Opportunities through federal procurement systems (SAM.GOV) and other federal government market data.
  • Understanding of Federal small business/disadvantaged Business requirements – SDVOSB, WOB, 8A, socioeconomic classifications, etc.
  • Must have strong PC skills, including a working knowledge of Microsoft Office Suite of applications, including Excel, PowerPoint, and Word.
  • Entrepreneurial mindset with experience driving Leadership positions
  • Ability to build effective relationships and influence to drive results in matrix environment without authority
  • Executive presence and executive leadership presentation skills
  • Excellent customer relationship and interpersonal skills
Location: Company HQ or Remote office based with field travel and in-person meetings with customers. Areas closer to the Washington DC or Virginia Area preferred but not required.

Physical Demands:
Travel will be necessary (especially in first 1-2 years to develop relationships), approximately 50% by automobile and air.
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