Sales Manager, Business Development

Sales Manager, Business Development

Description

National Industries for the Blind (NIB) is seeking a highly motivated and results-oriented Sales Manager, Business Development to drive strategic business growth and expand awareness of NIB’s capabilities across federal civilian agencies, the Department of Defense (DoD), and commercial markets.

Reporting to the Director, Business Development and Sales, this role is responsible for developing and executing business development strategies that increase revenue, strengthen customer relationships, and expand opportunities for products and services delivered through the AbilityOne® Program. The Sales Manager serves as a trusted advisor to government stakeholders and industry partners, helping identify mission-driven solutions while advancing NIB’s mission to create, sustain, and improve employment opportunities for people who are blind.

This position plays a key role in identifying, pursuing, capturing, and winning new business opportunities while expanding existing accounts through strategic engagement, market intelligence, and relationship development. The ideal candidate will possess significant Department of Defense business development experience, including a strong understanding of U.S. Army acquisition and procurement processes, and a demonstrated ability to identify and advance opportunities within Army organizations and commands.

The Sales Manager will work closely with government customers, nonprofit agency partners, prime contractors, and internal stakeholders to develop innovative solutions, increase market penetration, and drive long-term growth. The ideal candidate brings extensive federal sales experience, strong acquisition knowledge, and a proven track record of successfully advancing opportunities from prospecting through contract award.

Qualifications

Travel

This position includes up to 40% travel and may require travel two to three times per month for:

• Customer meetings at federal civilian and Department of Defense locations
• Industry conferences, trade shows, and networking events
• Nonprofit Agency (NPA) visits and stakeholder engagements
• Business development and account management activities across assigned territories

Experience

• Minimum of eight (8) years of progressive business development, sales, or account management experience within the Federal Government and/or Department of Defense marketplace
• Demonstrated success selling products and services within federal procurement environments
• Extensive knowledge of federal acquisition regulations, including FAR and DFARS requirements
• Proven experience identifying, developing, capturing, and winning complex federal opportunities, including IDIQs, MACs, GWACs, and large agency contract vehicles
• Strong understanding of federal and DoD procurement cycles, acquisition strategies, and buying organizations
• Demonstrated experience working with the Department of Defense, with specific knowledge of U.S. Army organizations, procurement processes, contracting vehicles, acquisition strategies, and key stakeholder environments strongly preferred
• Established relationships within Army acquisition, contracting, logistics, sustainment, Program Executive Offices (PEOs), or program management communities are highly desirable
• Experience developing and implementing strategic sales and account plans that drive measurable growth
• Familiarity with Shipley-based business development and capture methodologies
• Strong knowledge of Federal and DoD supply chain processes, policies, and procedures
• Proven ability to establish and maintain relationships with senior government officials, contracting personnel, industry partners, and decision-makers

Education, Certifications, and Licensure

• Bachelor's degree in Business Administration, Logistics, Supply Chain Management, Marketing, or a related field from an accredited college or university required
• An equivalent combination of education and experience may also be considered

Minimum Technical Skills and Experience

• Proficiency in Microsoft Office Suite, including Outlook, Word, Excel, and PowerPoint
• Experience using Microsoft Teams, Zoom, and other virtual collaboration platforms
• Proficiency with Salesforce.com or similar Customer Relationship Management (CRM) systems
• Experience utilizing SAM.gov and other federal market intelligence and opportunity-tracking tools
• Ability to analyze and manage sales pipelines, forecasts, and business development metrics

Ideal Soft Skills

• Exceptional relationship-building and stakeholder management abilities
• Strong consultative selling and strategic account management skills
• Outstanding written, verbal, and presentation communication capabilities
• Proven negotiation and influencing skills across diverse stakeholder groups
• Strong executive presence and ability to communicate effectively with senior-level decision-makers
• Demonstrated initiative, resilience, and persistence in pursuing complex opportunities
• Critical thinking, sound judgment, and problem-solving capabilities
• Ability to work collaboratively in a fast-paced, mission-driven environment
• Strong organizational, planning, and prioritization skills

Key Responsibilities

• Consult with customer decision-makers and action officers to develop and implement enterprise-wide strategies that maximize the value of NIB products and services
• Serve as a trusted advisor by providing strategic insights and mission-focused solutions to federal customers
• Identify, qualify, develop, pursue, capture, and win new business opportunities across federal civilian and DoD markets
• Develop relationships with procurement officials and acquisition professionals to promote AbilityOne set-aside opportunities within acquisition strategies
• Cultivate and maintain strategic relationships with U.S. Army commands, Program Executive Offices (PEOs), contracting activities, logistics organizations, and other key stakeholders to identify, develop, and advance new business opportunities
• Build and maintain relationships with prime contractors to identify teaming and subcontracting opportunities
• Create and execute Strategic Account Plans and Annual Business Plans that establish focus areas, critical success factors, and growth objectives
• Maintain market intelligence and competitive awareness across assigned agencies and market sectors
• Track, manage, and maintain accurate opportunity data within Salesforce.com
• Participate in recurring pipeline reviews and business development planning activities
• Develop and deliver business forecasts, sales reports, and activity updates as required
• Conduct AbilityOne® Program education and awareness sessions with customers and stakeholders
• Partner with Product and Services Program Managers to align customer opportunities with organizational capabilities
• Engage with nonprofit agency partners to identify capabilities and growth opportunities
• Utilize tools such as SAM.gov, GovWin, USASpending.gov, agency acquisition portals, and other federal market research resources to identify and monitor opportunities

Supervisory Responsibilities

This position does not have direct supervisory responsibilities.

NIB Core Competencies

• Accountability
• Communication Skills
• Ethics / Integrity
• Customer Care
• Job Knowledge / Technical Skills
• Process Improvement

Physical Demands and Work Environmental Factors

The physical demands described here represent those required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. While performing this role, the employee is rarely required to lift or carry items weighing up to 15 pounds. The employee is frequently required to sit, read, hear, and perform computer-based work. Occasional standing and keyboard use are required. Limited walking, reaching, and outdoor work may be necessary.

Equal Employment Opportunity Statement

NIB is an equal opportunity employer and is committed to fostering an inclusive and accessible workplace. We do not discriminate against any employee or applicant based on any protected characteristic or status. We also provide reasonable accommodations for qualified individuals with disabilities throughout the employment process. If you require an accommodation to perform the essential functions of the position, please contact Human Resources at [email protected]. We will engage in an interactive process to determine a reasonable accommodation, barring undue hardship.