ASSA ABLOY Door Security Solutions is seeking a Business Development
Manager for the government/military market.
Market development and strategic account position
responsible for the demand generation and strategic account management in the Federal,
state and local government vertical market, with specific emphasis on military.
Primary activities include developing and implementing education programs,
developing strategic agency penetration plans, identification of
growth/penetration opportunities, strategic development and support of Gov
contract vehicles (i.e. GSA and state/agency contracts), relationship development with key decision
makers within all departments/agencies (i.e. city/county/state governments, military
installations, Army Corps of Engineers, NAVFAC) and revenue growth through
coordination and focus of ASSA ABLOY resources. In addition, The Business
Development Manager-Government will be directly responsible for developing
strategic Gov programs which leverage existing channel relationships and
developing new programs with Gov-specific channel partners.
The Business Development Manager-Government reports to the
Director, Government Programs, Door Security Solutions. In addition, the
Business Development Manager-Government will team with other DSS resources
(specification consultants, EM specialists. end-user specialists etc.) and other
vertical market team members as required to drive growth in these Federal,
state and local government markets.
The Government Business Development Manager position will
focus approximately 50% of its efforts in the support of daily DSS sales
activities & projects and 50% of its efforts in the development and support
of strategic initiatives/partners that support the overall Government sales
Develop & implement sales training programs
to increase the understanding of the public buying processes for the purpose of
driving incremental sales growth through our DSS sales teams and their channel
Must demonstrate a solid understanding of the
Federal Acquisition Regulations and other similar public procurement
regulations on a daily basis. Must be capable of applying this knowledge in the
development of proactive solicitation/acquisition strategies in support of both
construction and aftermarket projects with channel partners.
Demonstrate experience with the Federal government’s use of the GSA
Federal Supply Schedule.
relationships with key decision makers at government departments at the
Federal, state and local levels. Assist local teams in establishing and
maintaining relationships with key end users, purchasing influencers, chief
engineers, consultants, contractors and all channel partners within these
Participate in Government
market business reviews and webinars. Assist in development of market conditions
and competitive activity reports.
Participate in key vertical market organizations.
Support government market tradeshows and events.
Support development of government
market solution plans to ensure we have the appropriate product and service
offerings in place to meet evolving regulations.
Operate within monthly budget and expense guidelines
Special projects as required
The position requires extensive regional travel
College degree – BA/BS; MBA
Minimum of 5 years of government/military sales experience,
strategic account management a plus.
Minimum of 5 years of experience with the Federal Acquisition
Regulations and similar public procurement regulations.
Minimum of 3 years experience with the GSA contract program.
Minimum of 5 years experience in Door Hardware industry.
Experience in strategic account planning and implementation.
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