Carroll Communications is a U.S. based certified Service Disabled Veteran Owned and certified HUBZone small business located in Tabor City, NC. We are also a DoD protégé small business for General Dynamics Mission Systems. We are also pending 8(a) certification.
We are seeking to hire a Sales/Business Development Account Executive in support of US Army IT, Communications, Cyber, and SATCOM, accounts. In this role, you will be responsible for formulating and executing strategy, developing and qualifying the Army pipeline, and winning new business within the Army account. The candidate must have demonstrable experience generating Army opportunities and relationships, knowledge of the contractual requirements of the industry, and a track record of proven results.
The candidate should have a solid background and have previous operational experience in US Army and understanding of the commands, mission areas, and space. Responsibilities include full opportunity lifecycle management to include identification and qualification of opportunities, development and maintenance of the opportunity pipeline, development of customer-focused solutions, development and maintenance of customer relationships, and working with executive staff to obtain opportunity pursuit approvals. Additional responsibilities include supporting the development of strong proposals and driving revenues that exceed assigned revenue targets. The candidate should have a solid and current Rolodex of Army contacts and relationships, related to the type of solutions Carroll Comm. has in their portfolio. This is a remote/home office position, located anywhere in the Continental USA. This is a HIGH Commission ONLY contract position with a great deal of calendar flexibility and low-pressure work environment. You will also have the opportunity to sell into other non-DoD Federal Agencies and Departments.
Typical candidates possess previous, retired, or active military or equivalent experience, preferably a member of the US Army.
Responsibilities include:
- Formulating and executing strategy, pipeline development, and other activities to win new business within the US Army account
- Ensuring that Carroll Comm. is viewed as a key partner in the US Army market, and helping position Carroll Comm. favorably in the eyes of both the customer and teaming partners
- Owning the development and execution of an account strategy and pipeline while ensuring that the US Army business development strategy is implemented, including making recommendations for modifications when necessary
- Identifying opportunities with high p-win potential, qualifying opportunities, and working as a team to win
- Leading teams to develop and deliver on a pipeline of US Army opportunities that align to Carroll Comm’s strategy
- Overseeing the development and execution of customer call plans for opportunities, assessing competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy
- Coaching others and providing business development advice to delivery leads as necessary
- Aiding in the negotiation of teaming agreements, contracts, and proposal development
- Developing and briefing bid/no bid recommendations, pursuit and capture strategies for new business opportunities; and associated business cases for advancing opportunities that will grow the business base
- Using strong client management skills, including the ability to develop and maintain lasting relationships with government and industry partners through daily interactions in the US Army market to gain valuable intelligence and insights and subsequently position Carrol Comm as a trusted partner to customers
- Managing responses to government market research inquiries (e.g. RFIs, Sources Sought Notices, etc.), attend industry events, and participate in thought leadership initiatives
- Shaping acquisition strategies by leveraging client relationships, company capabilities and experience, partners, and contracting vehicles
- Delivering presentations and communicating to internal and external audiences
- Assisting solution architects with technical aspects of a solution to help advance the US Army’s mission
- Overall responsibility for a region's sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Carroll Communications opportunities across all products and product lines.
- Sells and promotes the sales of Carroll Communication partner's products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the territory.
- Conducts weekly progress meetings with vice president.
- Effective written and verbal communication skills, ability to present to large and small audiences.
- Ability to negotiate price, other concessions, and terms and conditions.
- leads the coordination with other Carroll Communication teams and works high levels of engagement with government executives. Relationships at the senior levels of government and systems integrator within the accounts listed are desired.
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- Qualification Requirements:
- Bachelor’s degree required; advanced degree highly desired
- Active or past security clearance a plus but not a requirement
- Background with US Army Commands
- Previous operational experience in US Army and understanding of the commands, mission areas and space
- Prefer previous experience in the military, preferably the US Army
- 5 years of business development and/or capture experience with demonstrated success developing a qualified new business pipeline and winning new business
- Demonstrated track record of consistently meeting or exceeding annual quota.
- Experience in sales forecasting, lead generation, heavy prospecting, and strategic account management through the close cycle.
- Strong familiarity with federal acquisition regulations and contract vehicles strongly preferred
- Demonstrated success in identifying, qualifying and winning contracts
- Current Secret or higher security clearance is preferred
- Ability to identify key growth areas and develop new business aligned with the company's growth strategy and campaigns
- Knowledge of competitors and ability to model competitor behaviors in the market
- Strong contract management, negotiation & influencing skills
- Ability to present and communicate effectively at senior levels
- Problem solving & decision making
- Ability to manage multiple priorities in a fast-paced environment
- Ability to manage customer relationships to maximize business opportunities
- Ability to travel up to 50 percent of the time or as business dictates
- US Citizen with the ability to obtain a DoD clearance if needed; currently cleared a plus.
The duties and responsibilities listed in this job description generally cover the nature and level of work being performed by individuals assigned to this position. This is not intended to be a complete list of all duties, responsibilities, and skills required. Subject to the terms of an applicable collective bargaining agreement, the company management reserves the right to modify, add, or remove duties and to assign other duties as may be necessary.
More about Carroll Communications: Carroll Communications is a proud US-based veteran-owned small business. Our mission is to support America and her allies with solutions that help our great country grow. Our product & service delivery model includes project management, assessments, and services and product supply. Carroll Communications brings together our experienced and talented staff with our partner companies for teaming to assist organizations in developing the very best solutions. Through professional program and project management, we connect government agencies and corporations with the right product and services. Corporate Headquarters is just outside of Myrtle Beach, SC a Certified HUB Zone. Official DoD Protégé of General Dynamics Mission Systems. HUBZone Certified, Small Business Certified, Veteran Owned Company Certified, Disabled Veteran Owned Company Certified
We are an equal opportunity employer. All applicants will receive consideration for employment, without regard to race, color, religion, creed, national origin, gender or gender-identity, age, marital status, sexual orientation, veteran status, disability, pregnancy or parental status, or any other basis prohibited by law.