Summary/Objective
W.S Darley and Co. is currently seeking an Account Manager for Naval Information Warfare Center - Atlantic. Darley is a 116-year-old family company that supports the fire and rescue market as well as the DOD. The ideal candidate is a retired Naval Officer or Senior Enlisted serving in Defense acquisition program management, and Naval and Joint Service Information Warfare Programs. Candidate must have a thorough understanding of the Information Warfare Domain that includes C5ISR integration and technology, professional understanding of the Strategic Planning Process, Joint Service wireless communications technology, and the C5ISR technology roadmap.
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
Essential Functions
Develop relationships with military and government customers at all levels, including end users, program offices, contracting office's, etc. Collaborate and partner with all team members while addressing the customer's requirements. Primary geographical area shall include:
Charleston, SC
Other geographical areas of customer engagement are as follows, but not limited to:
Virginia Beach, VA
Washington, DC
San Diego, CA
Tampa, FL
Charleston, SC
Crane, IN
Maintain existing customer accounts and develop customer and business opportunities within Joint Service Information Warfare Domain / C5ISR, US Navy PEO's, SOCOM Programs, and others as required in support of NAVWAR and NIWC.
Work with end users and vendors on Communications Infrastructure and become a value-added partner for their requirements
Maintain 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
• Management.
• Communication Proficiency.
• Teamwork.
• Technical Capacity.
• Training
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 roughly 25-40%
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 Military Information Warfare Domain and C5ISR network engineering architecture, tactical and SATCOM communications, ISR platforms, and IT
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 MS Office suite of products
Preferred Education and Experience
0-5 / E-9 Senior Enlisted
Master's degree in the following areas: of Business / Communications / Engineering
Additional Eligibility Qualifications
Self-starter
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 manage inside duties in day-to-day account management and maintain connectivity and communications while traveling to ensure customer success.
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
Secret or Top-Secret Clearance desired, but not required
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
