JOB SUMMARY: This position has the primary responsibility for overseeing IBVI's Business Development team to develop/expand opportunities and achieve annual business targets. This includes business opportunities under the AbilityOne Program, commercially developed opportunities as well as Federal Government opportunities to include all agencies and all Branches of the U.S. Military. The successful candidate will have an in depth understanding of Logistics, Supply Chain, IT, Support Services and Products (Office/Jan/San, Niche, and MRO). Candidate will understand addressable customer organizations (DoD/Federal), budgets, near and mid-term procurements, required investments and the strengths and weaknesses of competitors in the addressable space.. Essential Duties and Responsibilities:. Pursue and cultivate relationships with potential new customers and key partners.. Leverage strategic sourcing and customer knowledge to build high quality solutions for customers to further expand business development opportunities at all levels. Develop new markets, manage customer contact plan and implement win strategies while creating strategic alliances with the Federal Government, suppliers and other partners aimed at leveraging our core competencies to maximize profitability.. Design strategies to capitalize on market opportunities and lead the entire Capture process, including reviews with executive leadership and various tollgate presentations (Gate Reviews/Bid no Bid Decision process) on key opportunities.. Work with senior IBVI Leadership and BD team members to identify and manage risks.. Leverage current alliances and customer relationships, to identify new market opportunities.. Document and report economic, technological, and competitive factors which may impact business opportunities.. Capitalize on competitive market intelligence and customer requirements to enhance other IB lines of business.. Foster a collaborative environment within the organization. Provide leadership to the business development organization, and counsel to the senior leadership team, in implementing business development objectives that reflect corporate goals.. Qualifications. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.. Bachelor's degree required. Master's degree a plus. Solid record of specific career achievements. 15+ years of overall business development experience. Experience in project management and/or sales. High attention to detail and a focus on fact-based decision making.. Must have strong P/L experience. Experience working with FAR Regulations, DFARS, FSSI, and AbilityOne Commission policies and requirements. Experience developing and managing a BD pipeline and key BD metrics. Excellent written and negotiation skills. Experience in using CRM tools like salesforce.com. Experience in using predictive analytics to identify emerging opportunities. 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.. Must be able to sit for extended period of time. Able to lift up to 30lbs if required. Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.. Light to moderate noise levels. Moderate to low light levels. Travel up to 75% as required to drive Corporate growth. IBVI is committed to maximizing employment opportunities for the blind and visually impaired. Blind and visually impaired individuals will be given hiring priority. We are required to fill certain positions with legally blind individuals.. Compensation and Benefits: Vacation time, discretionary bonus, health insurance, dental, FSA, life and disability insurance and a 403B retirement plan with a generous company match.. IBVI is a leading manufacturer, supplier and distributer of industrial office supplies, office furniture, customized kitting and promotional products. We are looking for amazing people to join our team! Recognized globally as an industry leader in workplace accessibility, we are dedicated to employing a diverse workforce.. Reasonable accommodations may be made to enable individuals with disabilities to perform the job described.. Industries for the Blind and Visually Impaired is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, gender identity, sexual orientation, age, status as a protected veteran, among other things, or status as a qualified individual with disability. Associated topics: area sales, b2e, business development, business intelligence, client, customer, franchise operator, inside sales, retail, territory sales
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