1360-Business Development Manager (Textiles)

The Business Development Manager – Government & Defense is responsible for identifying and developing new business growth opportunities through existing customers, new customer development, sales channel management, and strategic expansion into adjacent products, materials, and capabilities. This role will lead the Government & Defense segment. Key performance metrics are to achieve targeted sales and profitability growth in the segment and to build a robust 12 to 36-month sales pipeline of new business. Will work closely with Sales, Product Development, and Marketing teams to identify unmet market needs and to prioritize our innovation and product development resources in alignment with our strategy. As a representative of our company, the Business Development Manager will always operate and represent Company at the highest ethical standards and in accordance with our core values. 

Responsibilities 

• Develops, maintains and enhances relationships with key accounts and prospects to support and grow current business, generate new business opportunities, assess market conditions, evaluate competitive environment and drive growth strategies. 
• Represents the voice of the customer by understanding the needs of the industry and our direct customers’ manufacturing processes and the form, fit and function of their finished products and/or applications to transform their needs into valuable solutions provided by Company. 
• Manages the customer relationship through all phases of the sales cycle using the Company's Sales Excellence consultative selling process. 
• Sales Excellence consultative selling process. 
• Identifies strategic opportunities to direct future growth through new products, materials, and services that fit the core competencies and capabilities of the company and that align with our strategic plan. 
• Builds relationships in all sales channels, including Government Agencies, Congressional Engagement, Service Program Offices, and Commercial Partners 
• Responsible for value-based pricing and margin management per our guidelines. 
• Prepare sales plans to include specific objectives such as target accounts, customer forecasts, personnel requirements and product development requirements. 
• Record status and results of all sales, product development, marketing and new business development pipeline activities and competitive market intelligence in Salesforce.com. 
• Analyze and report key sales results monthly, quarterly and annually. 
• Prepare financial plans including sales forecasts and budgets as required. 
• Participate in industry related tradeshows, conferences, associations, and technical sessions to maintain an up-to-date working knowledge of the industry. 
• Maintain territory expenses as budgeted

• Minimum education: BS/BA University degree in Engineering, Chemistry, or Business. Preferred education:  BS/BA MBA or advanced Engineering or Chemistry degree. 
• Minimum four (4) years industrial materials sales experience in the Government & Defense market segment. 
• Preferred experience will include service in the U.S. Armed Forces. 
• Preferred experience will include 3 years in the polymer, technical textile and/or coated fabrics industry. 
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization. 
• Proven ability to drive the sales process from prospect to close. 
• Experienced at Value Added “Voice of the Customer” approach 
• Sales territory planning and management. 
• Experience in using Salesforce.com or equivalent CRM system
• Committed to continuous professional and personal improvement

Successful candidate will have strengths in the following: 

• Successful track record of sales growth and new business development (“Hunter” profile) 
• Highly proactive with drive and determination to develop new business
• Ambitious self-starter with strong sense of urgency. 
• Strong communication, negotiation, and leadership experience. 
• Ability to self-motivate and multi-task and to work both independently and within a team 
• Meets fixed deadlines under pressure, while working within budgets and specific targets 
• Excellent computer application skills such as Salesforce.com CRM, Microsoft Word, Excel, PowerPoint, etc. 

Travel Requirements 

•       Frequent travel to exhibitions, customer and prospect meetings, and visits to our facilities in other states

•       Travel requirements (including overnight travel) will be approximately 40% of work time, but remote when not traveling. 

•       The idea candidate would be in the mid-west to east coast. 

•       Must be able to drive. 

Benefits to be discussed during the interview process