Regional Account Manager – Navy, Southeast region

Description

Summary/Objective

W.S Darley and Co. is currently seeking a Southeast Regional Account Manager for Navy customers with emphasis in the Florida panhandle and Gulf Coast.  The ideal candidate is a retired Naval Officer or Senior Enlisted with working knowledge of Navy customers in each of the following areas: NSWC Panama City Division and other Navy, Coast Guard, and military customers as required. The Regional Account Manager is responsible for traveling in their assigned region, building relationships with customers and manufacturers in the DoD industry. Candidates will collaborate with Darley Sales Managers and Business Development Managers to maintain their current customer base, and drive Navy and Coast Guard business and company growth in the region.  

About W.S. Darley & Co: Founded in 1908, W.S. Darley & Co. (Darley) remains a family owned and operated business, supplying the highest quality equipment solutions to its military and first responder customers. With origins in the equipment distribution and Midwest manufacturing, Darley offers a family of leading innovate emergency equipment brands and innovative solutions. Darley prides itself on delivering the highest quality solutions and services from its corporate headquarters in Itasca, IL and its’ ISO 9001:2015 certified manufacturing operations in Chippewa Falls, WI and Janesville, IA. Darley also maintains offices is six countries worldwide.

Darley Defense, a division of the W.S. Darley company, specializes in using existing contracts to distribute products and services to the Federal Government. Darley Defense specializes in special operational equipment and fire and emergency services.

Requirements

• Maintain and develop relationships while supporting military and government customers at all levels, including end users, program offices, contracting officer’s, etc. Collaborate and partner with all team members while addressing the customer’s requirements. Geographical areas include the following but not limited to:
  • Florida
  • Alabama
  • Mississippi
  • Louisiana 
  • Others as required
• Maintain and develop business opportunities within Navy and Coast Guard bases and customers to include Panama City, FL, Pensacola, FL, Jacksonville, FL, Stennis, MS, Gulfport, MS and others as required.
• Integrate with end users and vendors to establish turn-key solutions and become a value-added partner for their requirements 
• Drive program business through TLS or other contracts.
• Drive short-term and long-term program sales.
• 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 Darley products and services and carry out direct sales activities to meet company defined quotas
• Update sales plan for management team
• Generate quotes for customers and assist them in identifying optimal funding vehicles
• Develop working knowledge of contracting vehicles
• Identify and win new contracts to support customer requirements
• Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion
• Regularly following up on closed sales to ensure delivery and quality
• Make cold calls, face to face and via telephone prospecting to develop new business
• Monitor and report on market and competitor activities 

Competencies

• Management.
• Communication Proficiency.
• Teamwork.
• Technical Capacity.
• Training

Supervisory Responsibility 

This position has no supervisory responsibilities.

Work Environment

This job requires mobility while maintaining constant connectivity. The work environment can range from an office space, to a convention center, to an austere location in a rural area. The employee should have an office space, home office or some type of workspace that allows them to remain organized and perform their administrative duties. This role routinely uses standard office hardware (computers, phones, scanners) and software (Microsoft Office, CRM, JDE). Employees should also be prepared to perform their duties outdoors in inclement weather conditions.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Whi