Business Development Manager

Fort Defiance Industries (FDI)

Job Title:  Business Development Manager

Reports to: CEO                                     

Job Classification: Non-Exempt                                    

Travel Required: 15–30%

Loudon, TN-based Fort Defiance Industries (FDI) is a growing engineering and manufacturing company. FDI is seeking an Business Development Manager to pursue and grow business opportunities.

Position Summary:
The Business Development Manager is responsible for generating revenue by developing and executing sales and marketing strategies, building customer and distributor relationships, and identifying new business opportunities for FDI’s products in domestic and international military markets. The Manager prospects for new customers, educates on FDI products, solves customer problems, closes sales, and helps grow FDI’s revenue, and positive reputation in the marketplace.

Primary Job Functions:

Strategy and Market Development

• Based on market and competition research, develops prioritized sales, marketing, and revenue strategies to penetrate domestic and international military markets.

• Researches and understands international, regulatory, and legal requirements for selling and distributing FDI products, services, and capabilities

• Learns U.S. Government acquisition processes and leverages them for project and product sales

• Learns research, development, and innovation grant processes and helps writes proposals to win contracts

• Identifies medical device market, acquisition, and “technology transfer” opportunities (e.g., MTEC and RD firms); analyzes fit and revenue potential and helps structure and execute deals

Customer and Distributor Relationships

• Networks, builds trust, and manages strategic customer relationships (domestic and international) in alignment with FDI’s Core Values

• Develops relationships related to international sales (e.g., trade representatives, potential distributors, foreign military personnel)

• Builds and supports distributors. Serves as FDI primary point of contact, leads sales training, and assists with proposals, account strategies, contract negotiations, and marketing plans

• Develops technical knowledge to serve as a subject matter expert and educates customers on product features, benefits, and operations

• Answers customer and distributor questions and addresses concerns to maintain a high level of customer satisfaction

• Manages formal quotations and agreements for distributors and customers

Sales Execution

• Manages daily sales call activity and the sales pipeline to meet quarterly and annual revenue targets. Leverages email, phone, WhatsApp, and Teams for prospecting and communications with customers around the world.

• Becomes a subject matter expert with FDI products to be properly equipped to answer operational and maintenance related questions from customers.

• Leverages knowledge of FDI capabilities and “value add” to present customer solutions, engaging internal personnel to solve customer challenges

• Develops, communicates, and negotiates timely quotes and contracts, and maintains appropriate follow-up through closing

• Uses virtual tools (e.g., Microsoft Teams) to demonstrate products, provide training, and support customers

• Maintains and leverages CRM data to build market and customer knowledge and increase sales revenue

  
  

Marketing and Continuous Improvement

• Researches and prioritizes domestic and international trade shows and conferences; attends to showcase FDI products, engage with customers and prospects, build relationships, expand market knowledge, pursue relevant education, and strengthen awareness of FDI’s products and core competencies, including delivering formal presentations as needed.

• Collaborates with FDI’s Marketing Manager to assess marketing needs and develops and updates marketing materials and communication

• Solicits customer feedback on potential product improvements and collaborates with the FDI Engineering Team to improve products and services

• Recommends new approaches, policies, and procedures to improve the efficiency and effectiveness of sales and marketing processes

• Other duties and responsibilities as assigned

Competencies

• Customer Care/Focus

• Demonstrated Sales and Negotiation Skills

• U.S. Government Acquisition Knowledge

• Excellent Presentation and Writing Skills

• Interpersonal Skills

• Attention to Detail

• High Ethical Principles

• Diligence, Self-Starter, Highly motivated

• Action and Results Oriented

• Proactivity

• Adaptability

• Continuous Improvement Mentality

• Independent Worker and Team Player

Working Conditions

This work is performed in an office environment with occasional work in a manufacturing environment and potential exposure to noise levels up to 85 decibels.  The job requires the ability to sit for long periods of time with regular standing and walking.  The employee will occasionally lift and move up to 50 pounds.

Computer/Software

MS Office (including Microsoft Teams), CRM software

Machinery/Equipment/Tools/Chemicals

None

Benefits: FDI offers a Great Company Culture, Vacation, Holidays, Medical, Dental, and Vision Insurances along with company provided Life Insurance and Disability Benefits

FDI is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

EEO/AA/M/F/disability/veteran