Account Manager- Central Florida

Description

W.S Darley and Co. is currently seeking a retired officer or senior enlisted individual with comprehensive working knowledge of all Department of Defense (DoD) activities within the training and simulation technologies and lessons learned. The Account Manager is responsible for building relationships with customers and vendors in the DoD industry, while meeting customer requirements. Candidates will collaborate with Darley Sales Managers and Business Development Managers to maintain their current customer base and drive additional DoD business and company growth in the region. The ideal candidate will have extensive experience in military operations and strategic planning, proven ability to coordinate across various DoD departments, a deep understanding of the training and simulation technologies, and strong leadership and communication skills.

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 innovative 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

• Develop relationships with military and government customers at all levels, including end users, program offices, contracting offices, etc. Collaborate and partner with all team members while addressing the customers’ requirements. Primary geographical areas shall include:
  • Orlando, FL
• Other geographical areas of customer engagement as required
• Maintain existing customer accounts and develop customer and business opportunities focusing on leveraging cutting-edge, emerging technologies. 
• Collaborate with Academia and Industry to provide Warfighters with effective and efficient products and services to be a value-added partner for 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 

Competency

• 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 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 employees’ workdays and hours are Monday through Friday, 8:00 a.m. to 5 p.m. local time. The employees must be prepared to adjust their work schedule to accommodate 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
• Retired Officer or Senior Enlisted with experience in Defense acquisition program management, specifically in training and simulations programs.
• Thorough understanding of training and simulation integration and technology.
• Knowledge of testing, training, and informational operations capabilities technology roadmap 
• 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 salespeople in quoting and following up with customers.
• Excellent written and oral communication
• Understanding of basic business financial concepts
• Be able to budget your 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 (if applicable)

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.