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Business Development Manager, Government

ASSA ABLOY Americas Philadelphia Full-Time
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ASSA ABLOY Door Security Solutions is seeking a Business Development Manager for the government/military market.     Position Summary    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.    Organizational Relationships    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.     Focus    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 growth program.     Key Responsibilities   
  • 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 partners.  
  • 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.   
  • Develop business 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 departments.  
  • 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 

Job Requirements

  • 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.
  • Strong project management skills – ability to manage multiple projects simultaneously.
  • Excellent organizational and communication skills. Demonstrated ability to build solid internal and external relationships over the long term.
  • Experience and training in consultative sales concepts and techniques.
  • Problem-solving skills – manage through use of facts.
  • Strong analytical skills – data driven decision making.
  • Electromechanical/electronic access control product experience.
  • Basic proficiency with Microsoft Office (Word, Excel and PowerPoint).
ASSA ABLOY is an Equal Opportunity Employer/Minorities/Females/Disabled/Veteran #CB
 

Skills required

Business Development
Negotiation
Provide Service
Customer Retention
Utilize Passion
Develop Opportunity

Location

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$120K
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Business Development Manager, Government
Business Development Director
Estimated Salary: $120K
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