Account Manager, Naval Surface Warfare Centers

Description

W.S Darley and Co. is currently seeking an Account Manager with comprehensive working knowledge of NAVSEASYSCOM, Naval Surface Warfare Centers, and Naval Undersea Warfare Centers. The NSWC Account Manager is responsible for building relationships with customers and vendors in the Naval Surface Warfare and Undersea Warfare domains, while meeting the customer requirements and exceeding their expectations.  The ideal candidate is a retired Senior Naval Officer or Senior Enlisted, or government civilian having served in acquisition and program management in the following organizations: NAVSEA, Naval Surface Warfare Centers, Naval Undersea Warfare Centers, and special programs in support of undersea warfare. Candidate must have a thorough understanding of NAVSEA, NSWC, and NUWC capabilities and requirements and a passion to serve our Defense customers. Candidate would collaborate with our Navy Team, Business Development team, government customers, industry partners, and develop strategies for supporting Navy requirements.   

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 innovate 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.

Requirements

• Develop relationships and drive business with military and government customers at all levels, including end users, program offices, contracting officer’s, etc. Collaborate and partner with all team members while addressing the customer’s requirements. 
• Geographical areas may include the following but not limited to:
  • Virginia Beach, VA
  • Washington, DC
  • Philadelphia, PA
  • Newport, RI
  • Others as required
• Develop and drive business  opportunities within Navy programs, NSWC’s, NAVSEA, PEO’s, Joint Service programs
• Conceptualize training requirements and work with industrial partners to provide end user solutions
• Work with end users and vendors 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 25% - 50%

Required Education and Experience

• 2-5 years of experience selling to military or government highly preferred 
• Military O-4 level / E-8 level of leadership and management
• Thorough understanding of NAVSEA, NSWC’s, PEO’s
• 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 MSOffice suite of products 

Preferred Education and Experience

• Master’s degree in the following areas: of Business / Communications / Engineering / Data Analytics 
• Retired Navy, government civilian, or defense contractor specializing in Naval surface and subsea programs and acquisition

Additional Eligibility Qualifications

• Self-starter
• Passion to serve our defense industry
• 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 (if applicable)

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.

Salary : $110,000 - $130,000