Director Of Business Development- Technical Publications- Commercial & Military

DIRECTOR OF BUSINESS DEVELOPMENT

TECHNICAL PUBLICATIONS - COMMERCIAL & MILITARY

Our Technical Services Division works with exciting new platforms, leading hardware, and innovative technologies to produce maintenance and repair documentation tailored to the Airline, Aviation/Aerospace, Defense, and Commercial marketplace.

Have you managed a team of sales professionals? Are you a closer? Do you hunt for new opportunities? Relentless drive? Passion to help clients with their challenges? Do you wake up excited to take on new Tech Pub adventures - DAILY? Answered yes to these questions - you have the makings of who we want to add to our talented team of sales professionals!

Manager? Yes. Salesperson? Yes. Do both concurrently? Yes. Unicorns exist!

Guide the team to success mentoring across vertical markets. Engage your existing relationships to look at new options. How? Apply your drive and talent to identify creative solutions from concept to closing (and all steps in between). We've got the opportunity for you! This position is targeted for an experienced individual who can sell services to support commercial and defense programs. You'll manage a sales team while working with the DTB Technical Services Operations team to secure New Business goals based on client engagement in a consultative selling environment in today's fast-paced business-to-business marketplace.

Your discerning skillset will have strong capabilities in these areas as a key to your success:

• Team:
• Mentor and manage team of dynamic sales professionals.
• Identify market segments and assign leads to defined individuals on the sales team.
• Work with marketing to provide input for lead generation and collateral materials based on market analysis and market penetration.
• Forecast and monitor performance against individual and team annual New Business goals.
• Define processes and identify potential workflow automations to support sales process improvements.
• Evaluate quote Basis of Estimates and evaluate against market pricing.
• Review, comment, and approve team and individual quotes prior to client release.
• Pinpoint and commit to team attendance and/or exhibit at relevant tradeshows.

• Metrics & Reporting:
• Identify metrics to capture from CRM and quoting for market evaluation and decisions.
• Provide weekly and monthly status reports against New Business commitments to executive management.
• Monitor ROI from marketing lead generation and future tradeshows.
• Identify business trends for short-term and long-term prospecting.

• Engagement:
• Identify creative solutions to solve client challenges while addressing contractual and technical requirements.
• Collaborate internally with technical stakeholders to address client contractual and technical requirements.
• Define competitive advantages within marketplace.
• Work with DTB Contracts for support on NDAs, PO reviews, and contract reviews.
• Expand DTB's current market reach within Tech Pubs into new segments based on organic growth.

• Client-facing:
• Become a champion for client programs by building relationships with client focal.
• Communicate internally and externally to achieve New Business objectives.
• Secure client support from stakeholders on programs requiring out of scope.
• Navigate communication tools adeptly via phone, text, email, and social media.
• Build relationships to establish partnerships for long-term growth.

The ideal candidate will require:

• Bachelor's degree preferred AND min of 7+ years of sales experience.
• Motivated, a self-starter and enthusiastic.
• Connected with key points of contact within DTB's primary client markets, including prime contractors and US Department of Defense
• Successful at having, maintaining, and developing strong relationships within Aviation/Aerospace Original Equipment Manufacturers and Department of Defense decision makers.
• Skilled at contacting clients and making introductions to stakeholders and project teams.
• Proficient client advocate and communicator and anticipates client needs.
• Efficient at providing ongoing communication internally and externally.
  • Capable of summarizing client requirements, even when they aren't defined or provided.
  • Independent and can work from home with a knack to draw out clients virtually or on the road.
• Experienced in selling services, NOT product.
  • Accustomed to meeting monthly, quarterly, and annual sales quotas individually and for the team.
• Experienced with CRM and/or Deltek is a plus.

Here at Dayton T. Brown, Inc. we have a great team of professionals you'll be working with. With over 70 years of success and many long-term employees you'll enjoy security and growth along with:

• Excellent salary.
• A stable, successful organization.
• Innovative work environment.
• Advancement potential.
  • Private medical, vision and dental insurance (choose any physician/health care provider you prefer).
• Profit sharing, 401K with company match.
• Work/Life balance and family values.
• Work from home.
• Company provided equipment/phone/credit card.

Dayton T. Brown, Inc. is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other protected class.