US Business Development / Program Manager –Defense



Bill VanMullekom


Job Description

D3O – The Company

D3O® is a British-based impact protection solutions company that markets a unique patented technology that is used to produce a shock absorbing material.

D3O works with global brands on a long-term basis to provide a key ingredient and added value proposition, achieved through a combination of material and product development agreements and standard offerings.

As a high performance branded material, D3O has many applications.  Currently it is focused to deliver integrated products to the Sport, Electronics,  Motorcycle, Defense, and Industrial PPE markets.

The company has developed a range of standard and bespoke products that have gained significant traction in key markets. D3O continues to innovate, challenge and lead the world of impact protection and shock absorption, delivering pioneering solutions for its customers.


The Role

We are looking for an outstanding Business Development Manager with specialist technical selling skills and a strong track record in the Defense sector to join an already strong business development and sales team.

Reporting to the company’s Senior Vice President, the candidate will drive new business acquisition for the company against an agreed list of target commercial partners for the company, to support the company’s growth in the North American market.


Key Responsibilities

  • The Business Development Manager will lead the acquisition of new business in order to deliver orders against quarterly sales targets.  Focus will be across both military and law enforcement sectors.
  • Work closely with International Business Development Manager to drive US program opportunities to a successful close.
  • Manage, service and grow a given list of existing commercial accounts
  • Maintain ongoing market & competition knowledge to position D3O as a leading supplier for protection performance products.
  • Work with the company’s Inside Sales / Office Manager to help coordinate all activities in the sales process in order to bring sales to a successful close.
  • Understand future market demands, and work collaboratively with the team to define the strategy, and support the product management and marketing teams with information about potential growth opportunities.


Necessary Qualities/Experience and Deliverables

  • Ambitious, self-motivated, hard working, results-oriented, problem solver with a positive outlook and a clear focus on driving profitable growth
  • 5+ years experience in a commercial environment in a sales role in the US Defense sectors
  • Thorough understanding of MIL PPE and ability to match commercial opportunity to user requirements for a range of personal protective products
  • Strong understanding of Military requirements generation and Defense acquisition process
  • Proven sales experience and demonstrated results, including thorough knowledge of the B2B sales process and strategic techniques to achieve objectives
  • Ability to proactively scout for tender opportunities using FedBizOpps or equivalent, and to identify and develop teaming arrangements to maximize likelihood of Defense contract success.
  • Strong appreciation of technical product selling practices
  • Ability to leverage and accurately forecast both existing and new sales revenue opportunities
  • Excellent commercial acumen and rigor, to include value-in-use pricing, negotiation skills, deal structures, and C-suite engagement best practices
  • Leadership through influence for both internal and external stakeholders.  Ability to sell the vision to achieve buy-in / consensus.
  • Aid in developing Sector growth plan – contribute to strategy to define vision and direction for internal resources
  • Territory Management Best Practices– to include regular SFDC forecasting rigor, prompt documentation / socialization of customer intelligence through call reports and executive briefs, and the use of account plans to socialize account priorities and coordinate contact strategies for the broader organization  
  • Facilitation of platform extension into other commercial verticals serviced by the Business
  • High level of interpersonal, oral and written communication, and presentation skills
  • Competent with MS Office packages (Word, Outlook, Excel & PowerPoint) and (or equivalent) CRM tool
  • Ability to travel ~60% of the time, including internationally (periodically)


Preferred Experience

  • Former Military operator, with well-established / active contact network in the Requirements, Acquisition, Programs, and Engineering support offices.
  • Familiarity with strategic marketing planning tools including market and customer segmentation, technology roadmaps, and multigenerational growth plans
  • Bachelors Degree or higher experience
  • Familiarity with formal professional selling techniques such as CEB Challenger and Miller Heiman


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