Director, Business Development – Army

About the role

The Director, Business Development – Army is a senior player‑coach sales leader responsible for driving personal sales performance while guiding a team of field sales managers and representatives. This role combines direct customer engagement with strategic oversight of territory planning, pipeline development, and execution across the Army service vertical.

Key responsibilities

• Generate personal revenue while influencing overall field sales performance.
• Partner with the VP, Business Unit Leader to define and execute sales strategy, territory coverage, and performance priorities.
• Coach sales managers and representatives on deal strategy, escalation support, and accountability.
• Develop and maintain territory and account plans aligned with corporate objectives.
• Maintain an active pipeline of opportunities, quotes, and orders, driving progression from identification to order execution.
• Maintain direct relationships with end‑users, contracting offices, and program stakeholders; conduct regular in‑person visits and briefings.
• Monitor DoD budget cycles, appropriations, and funding mechanisms to anticipate customer buying behavior.
• Collaborate with inside sales, contracts, pricing, and operations teams to ensure order fulfillment and customer satisfaction.

Required profile

• Proven senior sales leadership experience, preferably within defense or government markets.
• Demonstrated ability to coach and develop sales teams.
• Strong understanding of DoD budgeting, appropriations, and acquisition processes.
• Excellent relationship‑building skills with end‑users, contracting offices, and program stakeholders.
• Strategic thinker capable of translating customer requirements into product and service solutions.

Required skills