Director - Contract Growth

Description

Overview:

The Director of Contracts Growth plays a critical role in driving the Defense Division's long-term growth strategy by identifying, securing, and successfully executing new contract opportunities beyond Tailored Logistics Support (TLS) programs. This position is responsible for expanding and diversifying the company's contract portfolio to reduce business risk, create new revenue streams, and strengthen overall organizational stability.

In this role, you will lead the full contract lifecycle, including market research, opportunity identification, capture planning, proposal development, contract acquisition, and post-award execution oversight. You will evaluate potential opportunities for strategic fit, coordinate cross-functional proposal efforts, and help ensure work cross functionally, to ensure compliance with all applicable legal, regulatory, and contractual requirements.

Success in this position means building confidence that the company is actively pursuing the right opportunities, winning strategically aligned contracts, and converting those awards into sustainable operational and financial results. In addition to contract growth initiatives, the Director of Contracts Growth will support key business improvement efforts across the Division. Responsibilities may include leading process improvement projects, developing customer and vendor engagement strategies that drive revenue growth, overseeing division training programs, and managing trade show investments while tracking return on investment (ROI).

This position reports directly to the President/Chief Operating Officer of the Defense Division and serves as a key contributor to the Division's growth, diversification, and operational excellence objectives.

Key Responsibilities:

Contract operations and growth:

• Lead the Division's contract growth and diversification strategy by identifying, pursuing, and securing new government and commercial contract opportunities outside of the Tailored Logistics Support (TLS) portfolio.
• Conduct market research and opportunity assessments to identify contracts that align with the company's strategic objectives, capabilities, risk profile and growth goals.
• Develop and execute capture strategies to improve win rates and expand the organization's contract portfolio.
• Manage the capture and proposal process: 1) Track potential fits; 2) Assess and research requirements to operate the contract; 3) Work with cross functional experts to recommend go-no-go decisions to leadership; 4) Work cross-functionally to establish a proposal-writing team and manage the proposal and submission; 5) Maintain good record keeping including wins and losses.
• Lead the operational management and revenue growth of designated contract vehicles, including GSA, FAAST, SW-MAC, CBRNE, and PM-PI programs (excluding TLS).
• Develop and implement processes that enable successful contract execution, including sales team training, bidding procedures, compliance requirements, and performance measurement systems.
• Work with legal team to ensure compliance with all applicable legal, regulatory, and contractual requirements throughout the contract lifecycle.

Additional responsibilities, as required:

• Supply Chain Risk Management: Monitor and assess supply chain risks, strengthen strategic supplier relationships, and support compliance with Cybersecurity Supply Chain Risk Management (C-SCRM) requirements.
• Process Improvement: Evaluate business processes, gather stakeholder feedback, identify improvement opportunities, and lead root-cause analysis and corrective actions when issues arise.
• Drone Portfolio Strategy: Conduct market research and competitive analysis to evaluate technology trends, supplier capabilities, channel dynamics, and optimal market strategies.
• Customer & Vendor Intelligence: Engage customers and suppliers to uncover opportunities to increase bid success, improve margins, expand market reach, and strengthen competitive positioning.
• Sales Operations Support: Partner with teams responsible for pre-payment and kitting approvals to ensure sales opportunities move forward efficiently and without delay.
• Cross-Functional Leadership Development: Develop working knowledge of Sales Manager responsibilities for designated markets and Supply Partner responsibilities for assigned supplier categories to provide operational continuity and support.
• Training & Development: Manage the Division's onboarding and training programs, ensuring new employees complete required training while promoting ongoing professional development through the Learning Management System (LMS).
• Trade Show Management: Partner with Marketing to plan, monitor, and evaluate trade show participation, including budgets, travel expenses, lead generation, and return on investment (ROI).

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.

Requirements

Education

• Bachelor’s degree required
• Juris Doctorate/MBA or equivalent advanced course of study or credentials preferred

Experience

• 7-10 Years managing teams that conduct heavy process work
• 5-7 Years in government contracting
• Experience with defense, logistics, manufacturing or government services sectors.
• Experience managing capture and proposal teams for large, complex opportunities.
• Knowledge of FAR/DFARS and government contracting compliance requirements.
• Military related experience preferred.
• Project management professional (PMP), APMP, NCMA, or similar certification

Skills

• Proven ability to convert business opportunities into revenue generating business
• Highly detail oriented
• Organized in approach and execution of multiple projects at one time
• Adept at data analysis
• Strong time management and ability to hit deadlines
• Effective communicator across multiple teams
• Ability to work independently and with cross functional teams

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