Business Development Manager- Department Of State & Defense Contractors

ADS Tactical Virginia Beach , VA 23452

Posted 1 week ago

ADS, Inc. is currently seeking a Business Development Manager with experience selling to the Department of State, as well as Defense Contractors working with Department of State. This role will be based out of Virginia Beach, or the hired candidate's home office, and will require frequent travel (50-75%), most of which will be in the DC Metro area. Ideal candidates will have knowledge of Department of State's organizational structure, purchasing processes, and experience sourcing equipment of all kinds tactical, expeditionary, medical, EOD, CBRNE, etc. ADS is seeking candidates with experience working in these organizations either directly for Department of State or a Prime Contractor for DOS. Willingness to work in a team environment and meet company defined goals is a must.


  • Develop relationships with Dept of State and Defense Contractor customers at all levels: End Users, Procurement Specialists, Program Managers, Contracting Officers, etc.

  • Creatively address customer problems, becoming a true resource and solution provider

  • Understand contract/funding methods and assist customers in their use

  • Partner with suppliers to provide best products & values to meet customer requirements

  • Determine innovative strategies to win business

  • Understand and represent ADS products and services and carry out direct sales activities in order to meet company defined quotas

  • Generate quotes for customers and assist them in identifying optimal funding vehicles

  • Provide management with updated sales plan tasks on a bi-weekly basis

  • Document sales activity, customer information, and deal strategy in CRM (Salesforce)

  • Respond to RFQs and Task Orders via equipment sourcing and price strategy

  • Make cold calls, both face to face and via telephone, in an effort to develop new business & untap whitespace

  • Monitor and report on market and competitor activities

  • Execute customers' post sales needs to ensure delivery and customer satisfaction

  • Work in a team environment to achieve shared sales goals


  • Must be friendly and likeable - comfortable talking to "anyone"

  • Must be competitive and have a winning spirit

  • Must be a team player and work well with others

  • Must be utterly committed to providing legendary customer service

  • 5 years of experience selling to Federal or Military customers highly preferred

  • 5 years of experience with MS Office tools, email, etc.

  • Must demonstrate willingness to learn and adopt ADS selling techniques Customer Focused Selling (CFS)

  • 50-75% Travel: Must be able to meet with customers outside under all weather conditions and must be able to travel by car and plane for long distances

  • Must be capable of cultivating and strengthening existing relationships while still identifying new customers

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

Other Qualifications

  • Must be an excellent communicator both in writing and in person

  • Needs to understand basic business financial concepts and to be able to budget own expenses in a cost-effective manner

  • MUST be highly organized and able to juggle duties of both inside and outside sales

  • Absolutely must be a self-starter with a will and desire to be the best at what you do

  • Understanding of government contracts and purchasing vehicles

  • Knowledge of Dept of State contracts in African Regions and Internationally

  • Understanding and experience in selling to Defense Contractors

  • Knowledge and passion for tactical gear &/or operational support equipment a bonus

Please note: all individuals accepting a position in Unit Sales are expected to make a 2 year commitment and will not be allowed to apply for internal transfer without approval from the Vice President of Sales.

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Business Development Manager- Department Of State & Defense Contractors

ADS Tactical