Head of Business Development and Sales - Fort Worth, Texas

Organization: Lighthouse for the Blind of Fort Worth

Posted: 3/28/2019

RESPONSIBLE TO: President/CEO
SUBORDINATES: 3+

Basic Function:
The Head of Business Development and Sales is responsible for revenue growth through the expansion of existing products and services, and the introduction of new products and services. The Head of Business Development and Sales directs the activities of Sales Associates and may be responsible for a geographic territory, vertical market, or named account list. In addition to providing leadership and management direction for the Sales Associates on his or her team, s/he will also manage relationships with other agency staff to ensure appropriate resources are available and focused to exceed customers’ expectations.

Primary Duties and Responsibilities
• Select, develop, and coach a professional sales team to meet or exceed specific goals for profitable revenue and blind labor employment growth.
• Develop and implement annual sales forecasts and plans by Sales Associate and customer.
• Implement the agency’s sales process to establish a culture of consultative selling to customer's decision-makers at all levels.
• Cultivate and maintain effective business relationships with executive decision makers in large state and federal agencies and commercial opportunities including FEMA, DLA, GSA and the BSC Network.
• Develop relationships with VPs and Presidents within the Texas (LIBT) member agencies.
• Pursue identified business prospects, participating actively in the planning and sales process for new business opportunities.
• Ensure that Sales Associates are utilizing SalesForce.com to track and report activity through the sales cycle.
• Define overall sales strategy, and develop products and solutions responsive to the customer's business needs. Apply research insights and provide compelling promotional solutions based on the agency’s business strengths.
• Coach Sales Associates to build effective relationships that enable them to respond quickly to emerging customer opportunities, and provide for seamless execution of the agency’s business processes that exceed customer expectations.
• Encourage and require high level teaming and collaboration skills to gain the committed and motivated efforts of the agency’s staff who do not report directly to the Head of Business Development and Sales.
• Establish a planned program for sales coaching, working with Sales Associates on all aspects of the sales process. Make coaching sales calls with Sales Associates to provide feedback, and to assist with large opportunities. Travels as needed to meet customers and to coach Sales Associates in the field.
• Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base.
Knowledge/Skills
• Experience in the DOD marketplace and a proven record of direct sales of products and services
• A working understanding of DOD and select Federal agencies’ complex procurement process and purchasing cycles including knowledge of FAR/DFARS
• Intimate knowledge of the sales process from prospecting to close with emphasis on front-end development/capture
• Excellent oral and written communication skills
• Ability to understand and apply market intelligence to sales strategy
• High level of financial and business acumen
• Staff consulting and relationship building skills
• Ability to use technology and analysis tools (Excel, Outlook, SalesForce.com, databases)
• Executive presence to influence senior decision-makers
• Minimum of 10 years of business to business, direct DOD, or GSA sales experience required, with at least five years of sales management experience for global, national, or key strategic account business.
• Former Military Officer/SNCO a plus
• An MBA or Bachelor's degree in business marketing, economics or related field is preferred.

Transportation
Team member must have reliable transportation to and from the Lighthouse within the required open and close times.
Office Hours
7 a.m. – 5:30 p.m. Monday – Thursday. In order to achieve objectives, the work week may also include the occasional Friday.

The above statements describe the general nature and level of work being performed. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required of the position. Employees holding this position will be required to perform any other job-related duties as requested by management. All requirements are subject to possible modification to reasonably accommodate individuals with a disability.

Lighthouse for the Blind of Fort Worth, a non-profit organization, is an Equal Opportunity Employer.

Contact: Gaye Hannak

Phone: (817) 332-3341

Fax: (817) 332-3456

Email: ghannak@lighthousefw.org

URL: https://lighthousefw.org/about-us/employment/

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