Account Manager, Navy

We are looking for an Account Manager to join Darley!

The Account Manager services designated customer accounts (NAVSEA and Fleet Forces Command Accounts) to establish and maintain outstanding relationships, identify sales opportunities and close deals. This position is designed to have constant engagements with many Government / DoD offices in set geographical areas and to get to know the personnel that serve in those offices very well. In short, the Account Manager becomes a member of that “business community”.

To succeed the Account Manager must generate revenue in a competitive environment and be completely knowledgeable on their customer base/assigned territory. They must apply the training and coaching from the company, create tremendous relationships, respond and engage with a sense of urgency, be fully compliant with the rules and regulations in Government contractual sales, contribute with passion to the Team and always be proactively communicating in that network. The over-arching goal of this role is to be the “automatic first choice” that a customer thinks of when a requirement arises.

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 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

• Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
• Consistently achieve booked order goals.
• Research buying habits of potential customers by analyzing data bases with historical purchasing information.
• Interface with potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor.
• Once onboard, build strong and deep relationships with military customers at all levels including end users, supply officers, contracting officers, decision makers and influencers.
• Creatively address customer problems, becoming a true resource and solution provider.
• Understand and be able to teach how our contracting vehicles operate. Additionally have a working knowledge of various funding methods and how they may be applied to assist customers in their procurement strategies.
• Generate quotes for customers and transition them to Inside Sales / HQ Teams to enter into the CRM system (Salesforce).
• Partner with Suppliers to provide best products & values to meet customer requirements.
• Brainstorm and develop innovative strategies to win business.
• Enter updates and maintain records in Salesforce so that all active accounts, live opportunities, key activities on those opportunities, stages in the pipeline and other required data are all accurate.
• Professionally represent Darley at trade shows, in-person meetings and Teams meetings by researching, preparing, rehearsing and making these events about the customer, not us.
• Conduct cold calls, either face to face or via telephone, to prospect new business.
• 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
• Follow up on closed sales to ensure delivery and quality were as promised.
• Monitor and report on market and competitor activities.
• Probe the Customer ecosystem to find information on new contracts that may be forming so that Darley can interdict these upstream and have a high probability the ones that fit our business model.

WORK ENVIRONMENT

This job operates in a professional office environment and/or remote environment at both the Itasca and remote offices. This role routinely uses company standard office equipment such as computer and cell phones.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

POSITION TYPE / EXPECTED HOURS OF WORK

This is a full-time position. Days and hours of work are Monday through Friday, 8:00 a.m. to 4:30 p.m. or as otherwise required.

TRAVEL

This position requires up to 40% travel.

Essential Qualifications

Education

• Bachelor’s degree highly preferred, but prior sales & military experience may be substituted

Experience

• Retired military with acquisition, government procurement or supply experience
• 1-3 years of experience selling to military or government highly preferred
• Working experience with MS Office suite of products
• Understanding of government contracts and purchasing vehicles desired

Skills

• Highly organized and able to multi-task
• Excellent written and oral communication
• Committed to providing exceptional customer service
• Understanding of basic business financial concepts
• Able to budget own expenses in a cost-effective manner
• Able to use Customer Relationship Management (CRM) systems

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

Compensation

$100,000 to $130,000

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.