SUMMARYThe Federal Business Development & Sales Manager is responsible for developing, managing, and expanding sales opportunities across the U.S. Federal Government, Department of War (DoW), federal agencies, law enforcement, and public safety markets. This role leads strategic business development efforts by identifying and capturing new business opportunities, managing key customer relationships, supporting government proposal development, and executing sales strategies that drive revenue growth. The position requires a strong understanding of federal procurement, government contracting, and the full business development lifecycle, while collaborating across multiple internal departments to deliver customer-focused solutions.
RESPONSIBILITIES- Developing a detailed understanding of products, sales objectives and strategies, pricing and delivery policies and practices.
- Develop and execute strategic federal business development and sales plans that align with corporate growth objectives.
- Maintain working knowledge of the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), SAM.gov, GSA Schedules, IDIQ contracts, BPAs, GWACs, OTA agreements, and DLA procurement processes.
- Identify, qualify, and pursue new business opportunities within DoW, federal agencies, law enforcement, and public safety organizations.
- Build and maintain a robust sales pipeline while achieving established revenue, profitability, and growth targets.
- Establish and maintain key relationships with senior leaders, contracting officials, logistical personnel, end users, prime contractors, and distribution partners.
- Assume ownership of presentations, proposals, and other documents including RFI, RFP, and RFQ responses.
- Conduct market research and competitive analysis to identify emerging opportunities, customer requirements, and industry trends.
- Managing the execution of the sales process and leveraging appropriate resources to secure sales.
- Conduct presentations and training demonstrations for Cyalume products.
- Prepare accurate sales forecasts, pipeline reviews, customer visit reports, executive dashboards, and monthly business reviews.
- Communicate product improvements and recommendations that originate in and from the end user.
- Utilized automated forecasting tools and CRM to track all opportunities and prospect/customer related information.
- Provide functional and technical guidance by representing the company at military installations, industry conferences, trade shows, demonstrations, and customer meetings.
QUALIFICATIONS- Bachelor's degree in business, Marketing, Military Science, or 15-20 years in federal service experience required.
- Minimum of 5-7 years of proven experience in business development and sales within the federal markets.
- Strong knowledge of US Government and DoW acquisition processes and procurement regulations.
- Experience selling defense, tactical, public safety, or mission-critical products and services.
- Knowledge of government contract vehicles, distributor management, and channel partner development.
- Must have the ability to access government facilities and military installations
- Aggressive, self-motivated hunter and gatherer with a solid sales track record.
- Ability to penetrate and sell to government decision makers.
- Must be an articulate, persuasive, and passionate communicator.
- Ability to travel up to 60% of the time.
