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AFBAmerican Foundation®
for the Blind

Expanding possibilities for people with vision loss

Senior Sales Manager, Business Development

Organization: National Industries for the Blind

Posted: 7/12/2018

Statement of Purpose

This position is responsible for account growth through both the expansion of existing products and services, and the introduction of new products and services. This position is typically focused on the lower New York (Manhattan/Long Island) and Boston corridor markets and is responsible for driving new business within that account.

Business Communications

Ongoing communication with employees of other NIB/NYSPSP divisions, supervisory personnel, NIB associated agencies’ personnel, DOD/Federal agencies and individual state/local government agencies, as well as commercial entities

Employees in Other Divisions Regular/Ongoing
Supervisory Personnel Regular/Ongoing
Associated Agency Personnel Regular/Ongoing
DOD, Federal, State, Local Agency Personnel Regular/Ongoing



Undergraduate degree in business administration, logistics, supply chain management or related field from a regionally accredited university or college. An equivalent combination of education and experience may also be acceptable. Master’s degree preferred.

Training and Specialized Knowledge

Business developer with 10+ years’ experience and a proven track record of direct sales of products and services
Must have comprehensive understanding and extensive experience in DOD and select Federal, New York State and New York City local agencies’ complex procurement processes and purchasing cycles, to include, but not limited to knowledge of the FAR/DFARS
In-depth knowledge of existing NIB/NYSPSP products and services
Ability to prospect, build and manage excellent Flag/SES and Senior-level relationships and consult with decision Maker/Action Officer-level to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by NIB/NYSPSP’s products and services; serves as a trusted advisor, offering added value, insightful and strategic insight into their mission requirements
Demonstrates strong intellect, initiative, critical thinking, executive presence, sales acumen, and pursuit endurance
Outstanding written and oral communication skills, including mastery of formal presentations; highly collaborative; demonstrates sound soft skills and interpersonal communications abilities and negotiating skills
Experience in developing and implementing business sales plans to lead NIB/NYSPSP in achieving its goals & objectives through the current products portfolio
Intimate knowledge of the full life-cycle of the sales process from prospecting to close with emphasis on front-end development/capture; familiar with the Shipley methodology
Strong understanding of DOD Supply Chain policies, processes, and procedures with a proficiency in account planning and management
Understanding of New York State and New York City government purchasing and supply chain policies and procedures
Possesses competitive knowledge of the lower New York/Boston Corridor market space
Pursues business opportunities of significant size and complexity that are high density in labor and, where possible, offer upward mobility
Ability to offer added value and strategic insight of the NY/Boston business environment
Must be a ‘Hunter’ and a ‘Road Warrior’

Core Competencies

Communication Skills
Customer Care
Job Knowledge/Technical Skills


10+ years of direct sales experience – prospecting, identifying, qualifying, pursuing, winning new business; measurable/quantifiable recent/relevant results.
Recent/relevant NY/Boston contacts a must
SalesForce user a plus
MS Office Suite skills required


Extensive local and U.S. travel – Up to 60 percent; candidate must be willing to travel frequently throughout NY/Boston corridor

Specific Duties and Responsibilities

Identifies, develops, pursues, captures and wins new business for NIB/NYSPSP by selling NIB/NYSPSP Product and Service offerings
Engage Decision Maker/Action Officer-level to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by NIB/NYSPSP products and services
Identifies and qualifies opportunities utilizing established criteria and processes
Creates Strategic Account Plan and Annual Business Plan to establish Focus of Effort, Critical Success Factors and Critical Vulnerabilities.
Executes strategy and plan to include the development/implementation of formal call plans to achieve strategic objectives
Maintains competitive knowledge and focus of assigned account market space
Executes call plan to ensure frequent/continuous engagement with client base and development/sustainment of favorable client relationship management
Maintains current, accurate, complete record of opportunities in SalesForce
Utilizes search engines to aid in prospecting/monitoring opportunitie

Contact: Ann Walling

Phone: (703) 310-0638

Fax: (703) 310-0482



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