Manager, Business Development-Government/Military - Assa Abloy Sales and Marketing Group Inc

Manager, Business Development - Government

Location: Based anywhere in Region 1 (Northeast United States) and within commuting distance of a major airport

ASSA ABLOY Door Security Solutions provides end-users with unsurpassed security and life-safety solutions and the essential support services to ensure well-functioning doorway systems. This is all accomplished by combining the strengths of industry-leading door and hardware brands.

The Manager, Business Development – Government will be responsible for an assigned territory/region. The Manager, Business Development – Government is responsible for demand generation and strategic account management in the federal, state, and local government vertical market, with specific emphasis on military, the Veterans Administration and Federal and Military Construction projects. Primary activities include developing and implementing education programs, developing strategic agency penetration plans, identification of growth/penetration opportunities, strategic development and support of government contract vehicles (i.e. GSA and state/agency contracts), relationship development with key decision makers within all departments/agencies (i.e. state governments, military installations, Army Corps of Engineers, NAVFAC Veteran Affairs) and revenue growth through coordination and focus of ASSA ABLOY resources. In addition, the Manager, Business Development – Government will be directly responsible for developing strategic government programs which leverage existing channel relationships and developing new programs with government-specific channel partners. 

Key responsibilities in this role include:

• Develop & implement sales education programs to increase the understanding of the public buying processes for the purpose of driving incremental sales growth through our DSS sales teams and their channel partners. Programs shall include classroom, web-based, and field level programs.
• Demonstrate a solid understanding of the Federal Acquisition Regulations and other similar public procurement regulations on a daily basis. Must be capable of applying this knowledge in the development of proactive solicitation/acquisition strategies in support of both construction and aftermarket projects with channel partners.
• Demonstrate a solid understanding of PACS requirements for FedGov EAC solutions.
• Support compliance certification requests for various domestic sourcing regulations.
• Demonstrate experience with the GSA Federal Supply Schedule and the various operational, legal, and administrative requirements in developing and supporting this type of Multiple Award Schedule contract.
• Develop business relationships with key decision makers at government departments at the federal, state, and local levels. Assist local teams in establishing and maintaining relationships with key end users, purchasing influencers, chief engineers, consultants, contractors, and all channel partners within these departments.
• Identify key government contractors who support the various channels of procurement, and develop strategies to partner with these contractors. 
• Participate in government market business reviews and webinars.
• Assist in development of market conditions and competitive activity, and participate in key vertical market organizations.
• Support government market tradeshows and events.
• Support development of government market solution plans to ensure we have the appropriate product and service offerings in place to meet evolving regulations.
• Operate within monthly budget and expense guidelines.
• Special projects as required.

Special considerations:

The position requires extensive regional travel (up to 75%).

What we are looking for:

• Strong project management skills – Ability to manage multiple projects simultaneously.
• Excellent organizational and communication skills.
• Demonstrated ability to build solid internal and external relationships over the long term.
• Problem-solving skills – Manage through use of facts.
• Strong analytical skills – Data-driven decision making.

Education and/or experience:

• College degree - BA/BS; MBA preferred.             
• Prior experience in a senior sales or business development role required.
• Minimum of 5 years of government/military compliance experience, strategic account management a plus.
• Minimum of 5 years of experience with the Federal Acquisition Regulations and similar public procurement regulations a plus.
• Minimum of 3 years’ experience in Door & Security Hardware industry.
• Experience in strategic account planning and implementation.
• Experience working with manufacturing and supply chain a plus.
• Experience and training in consultative sales concepts and techniques.
• Electromechanical/electronic access control product experience.
• Basic proficiency with Microsoft Office (Word, Excel, and PowerPoint).

Organizational Relationships:

The Manager, Business Development – Government reports to the Director, Government Programs, Door Security Solutions and directly supports the sales and business development objectives of the DSS territory and regional leaders, along with overall government program goals. The Manager, Business Development – Government will team with other DSS resources (Specification Consultants, Electromechanical Specialists, End-User Specialists, etc.), vertical market teams, and operating business personnel as required to support the compliance requirements of the Government Program and drive growth in these federal, state, and local government markets.

ASSA ABLOY Door Security Solutions offers an excellent compensation package including bonus, comprehensive benefits including 401(k) plan, education assistance and an environment that reflects our commitment to our employees.

“Let’s open the doors to the future – together!”

Working for ASSA ABLOY means that you will be part of a dyanmic environment, developing innovative solutions to improve our customers' lives. As the global leader in door opening solutions, we are using the latest technologies to open doors to events, hospitals, education, homes, hotels, airports and businesses. Joining ASSA ABLOY means being part of a fast-moving company with many opportunities.​​​​​​​

ASSA ABLOY is an Equal Opportunity Employer/Minorities/Females/Disabled/Veteran

#CB