Manager, Business Development-Government/Military

Manager, Business Development – Government

Location: Western US (Utah/Arizona preferred)

ASSA ABLOY Door Security Solutions provides end-users (healthcare facilities, schools, universities, military, commercial buildings, etc.) with unsurpassed security and life-safety solutions and the essential support services (LEED consultation, code compliance, access control system integration, product research and selection, specification writing services, technical support, etc.) to ensure well-functioning doorway systems in the commercial building industry. This is all accomplished by combining the strengths of industry-leading door and hardware brands. Visit www.assaabloydss.com for more information.

What you will be doing:

The Manager, Business Development – Government will be responsible for an assigned territory/region. This position will be responsible and for demand generation and strategic account management in the Federal vertical markets, with specific emphasis on military, the Veterans Administration and Federal and Military Construction projects. Primary activities include developing and implementing education programs, developing strategic agency penetration plans, identification of growth/penetration opportunities, strategic development and support of Gov contract vehicles (i.e. GSA /agency contracts),  relationship development with key decision makers within all departments/agencies (i.e. military installations, Army Corps of Engineers, NAVFAC Veteran Affairs) and revenue growth through coordination and focus of ASSA ABLOY resources. In addition, the Manager, Business Development -Government will be directly responsible for developing strategic Gov programs which leverage existing channel relationships and developing new programs with Gov-specific channel partners. 

Organizational relationships:

The Manager, Business Development - Government reports to the Director, Government Programs, Door Security Solutions and directly supports the sales and business development objectives of the DSS territory and regional leaders, along with overall Government program goals. The Manager, Business Development - Government will team with other DSS resources (specification consultants, EM specialists. end-user specialists etc.), Vertical Market teams and operating business personnel as required to support the compliance requirements of the Government Program AND drive growth in the Federal market.

Key areas you will contribute to the role include:

• Develop & implement sales education programs to increase the understanding of the Federal buying processes for the purpose of driving incremental sales growth through our DSS sales teams and their channel partners. Programs shall include classroom, web-based and field level programs.
• Demonstrate a solid understanding of the Federal Acquisition Regulations and other similar public procurement regulations. Must be capable of applying this knowledge in the development of proactive solicitation/acquisition strategies in support of both construction and aftermarket projects with channel partners.
• Demonstrate a solid understanding of PACS requirements for FedGov EAC solutions.
• Support compliance certification request for various domestic sourcing regulations.
• Demonstrate experience with the GSA Federal Supply Schedule and the various operational, legal and administrative requirements in developing and supporting this type of Multiple Award Schedule contract.
• Develop business relationships with key decision makers at government departments at the Federal level. Assist local teams in establishing and maintaining relationships with key end users, purchasing influencers, chief engineers, consultants, contractors and all channel partners within these agencies.
• Identify key government contractors who support the various channels of procurement and develop strategies to partner with these contractors. 
• Participate in Government market business reviews and webinars.
• Assist in development of market conditions and competitive activity and participate in key vertical market organizations.
• Support government market tradeshows and events.
• Support development of government market solution plans to ensure we have the appropriate product and service offerings in place to meet evolving regulations.
• Operate within monthly budget and expense guidelines.
• Special projects as required.

What we are looking for:

• Strong project management skills – ability to manage multiple projects simultaneously.
• Excellent organizational and communication skills.
• Demonstrated ability to build solid internal and external relationships over the long term.
• Problem-solving skills – manage through use of facts.
• Strong analytical skills – data driven decision making.

Education and/or experience:

• College degree – BA/BS; MBA preferred.                        
• Prior experience in a senior sales or business development role required.
• Minimum of 5 years of government/military sales experience, strategic account management a plus.
• Minimum of 5 years of experience with the Federal Acquisition Regulations and similar public procurement regulations a plus.
• Minimum of 3 years’ experience in Door & Security Hardware industry.
• Experience in strategic account planning and implementation.
• Experience and training in consultative sales concepts and techniques.
• Electromechanical/electronic access control product experience.
• Basic proficiency with Microsoft Office (Word, Excel, and PowerPoint).
• The position requires extensive regional travel (up to 70%).

ASSA ABLOY offers a competitive compensation and benefits package, including bonus, a 401(k) plan, education assistance, and an environment that reflects our commitment to our employees. The wage range for this role considers a broad scope of factors that are considered when making compensation decisions. Pay within each range is based on a variety of factors including, but not limited to, to primary work job-related knowledge, skills, experience, training, licensure and certifications, business requirements, geographic location and other business and organizational needs. This salary range is a reasonable estimate for this position at the time of posting. ASSA ABLOY conducts regular review of compensation ranges and therefore reserves the right to alter this range at any given time.

Working for ASSA ABLOY means that you will be part of a dynamic environment, developing innovative solutions to improve our customers' lives. As the global leader in door opening solutions, we are using the latest technologies to open doors to events, hospitals, education, homes, hotels, airports and businesses. Joining ASSA ABLOY means being part of a fast-moving company with many opportunities.

“Let’s open the doors to the future – together!”

ASSA ABLOY is an Equal Opportunity Employer/Minorities/Females/Disabled/Veteran