Defense Sales Business Development Manager

Defense Business Development Manager

Molecular Products, Inc. is a fast-growing chemical manufacturing and distribution company located in Louisville, Colorado. We are seeking a Defense Business Development Manager to generate new business revenue for chemical air purification technologies used by defense market customers, with a focus on Navy and Submarine applications/environments. Molecular Products has an aggressive growth strategy to double sales and profit over the next 3-year period.

Responsibilities

The Defense Business Development Manager (DBDM) will work with the support of Louisville and international team members to achieve targeted growth in sales and product range to new and existing customers through direct sales, winning DOD contracts, winning contracts for international defense opportunities and through distributed sales channels. The DBDM will be responsible for participating in the development of strategies to develop new opportunities and routes to market while setting a path to sustainable, profitable business with new accounts, major territory customers and prospects.

• Reports to: Sales Manager - Americas
• Territory: Americas but supporting other territories as needed
• Products: Oxygen, Activated Carbon, Soda Lime
• Key Markets: Submarines, CBRN filtration, Individual Protection and COLPRO filters
• Travel: Up to 40% travel is required for conferences, exhibitions, customer meetings, and company training.

Key Deliverables:

• New business/new product sales revenue generation and growth to targets
• Successful management of their new business funnel from prospecting-to leads-to close
• Organic growth of existing accounts
• Margins consistent with company policies
• Respected commercial representative for the company

Key Criteria for Success:

• Understanding of Naval contract bidding process (IQ, R)
• Ability to evaluate markets and accounts at strategic and tactical scales, recognize feasible courses of action and develop and then execute action p (Scenario)
• Ability to develop influential commercial relationships at all levels of decision-making with government program and technical personnel, prospects, and customers. (PDP, IQ, R)
• Ability to identify and understand customer needs and address risk. (Scenario)
• Ability to negotiate and persuade – sell value not price. (IQ, PDP)
• Ability to identify and relate valid market information. (Scenario)
• Sales funnel pace management – urgency and ability to overcome obstacles.
• Personal drive to deliver excellence. (PDP)
• Professional and effective communication across broad internal and external audiences with the ability to listen and empathize with people. (IQ, R, PDP)
• Collaborative and energized by being part of a global team rather than a lone wolf (PDP)

Key Objectives:

• Generate new business for new and existing product lines
• Successfully execute a channel plan for distribution of Solid Oxygen products to the US DOD and outside the US throughout key geographic markets in the Americas.
• Develop distribution and/or agent relationships and establish agreements with channel partners in the key Americas geographic markets such as Canada, Mexico, Brazil, Chile, and Peru.
• Work with the Commercial Director to develop and execute future strategy for other US Government agencies.
• Assume assigned Global and Key Accounts, take initiative and drive growth

Compensation:

Base Salary of $100k-$115k; On-Target variable of 15%; 2% commission on sales above target.

Qualifications

REQUIRED:

• Minimum 5-years of Defense Sales experience and US DOD contract bidding with track record of successful growth
• Bachelor's degree or 10-years or more US DOD active-duty military experience
• Effective written and verbal communication
• Math competency
• Excel competency
• Ability to travel
• Business acumen

DESIRED:

• Some higher math, chemistry and/or physics
• Background including Military Medical Market (specifically Special Operations and Combat Critical Care), or 4 years relevant new business development experience for defense, healthcare, industrial, or safety products.

More About Filtration Group

Filtration Group is on a mission to make the world safer, healthier and more productive. With a passionate workforce, global footprint and world class engineering and manufacturing capabilities, we are driving innovation and developing solutions across a broad spectrum of applications in the fast-growing and rapidly-evolving global filtration industry. We are committed to maintaining an entrepreneurial culture built on a foundation of trust and in which our leaders exhibit a strong bias for action.

The Company began in 2009 and has rapidly grown organically and through a thoughtful acquisition strategy to be a global leader in the highly attractive filtration industry. Filtration Group has the broadest portfolio of solutions in the industry and has had a particular focus on building a leading platform of solutions focused on the Life Sciences and Indoor Air Quality end markets which are rapidly growing in the current market environment. Filtration Group produces mission critical products with high replacement rates. Over 80 percent of the Company's revenue comes from replacement / consumable products, many of which are specified into customer's products or processes. With revenues over $2 billion, Filtration Group is consistently recognized as the fastest growing and one of the largest filtration businesses in the world and has a global footprint of 141 facilities in 28 countries. Filtration Group has over 10,000 employees who are united in their Mission to make the world safer, healthier and more productive.