Director of Business Development- Technical Publications

DIRECTOR OF BUSINESS DEVELOPMENT

TECHNICAL PUBLICATIONS - COMMERCIAL & MILITARY

Our Technical Services Division works with exciting new platforms, leading hardware, and innovative technologies to produce maintenance and repair documentation, logistics data, and training material, tailored to the Aviation/Aerospace, Defense, and Commercial marketplace.

Can you manage a team of sales professionals? Can you generate your book of business at the same time? Do you wake up excited to take on new challenges - DAILY? If the answer is YES to these questions, you have the makings of who we want to add to our talented sales organization!

This position is targeted for an experienced individual who can manage a team while also selling our services to support commercial and defense programs. You'll be expected to lead your group to meet and exceed our new business goals, working closely with our operations team to craft world-class, winning solutions that meet the needs of our customers.

Your skillset must have strong capabilities in these areas as a key to your success:

• Lead, inspire, and coach the sales team to consistently exceed new business targets and weekly/monthly/yearly performance KPI.
• Own and exceed an individual sales quota while also managing the full sales cycle for you and your team, from prospecting to deal closure.
• Drive strategic planning and execution of sales initiatives that result in robust pipeline and funnel growth.
• Develop and implement sales processes that enhance activity levels, conversion rates, and overall team productivity.
• Foster a high-activity environment through structured coaching, performance tracking, and clear career development paths.
• Work with marketing to provide input for lead generation and collateral materials based on market analysis and market penetration.
• Establish a performance-driven culture focused on accountability, results, and continuous improvement.
• Generate and evaluate Basis of Estimates for accuracy and fair value to increase win percentage and drive growth.
• Represent the company at industry events, conferences, and client meetings to enhance brand visibility and generate leads.
• Provide strategic insights and data-driven forecasting to executive leadership, including pipeline management and new business projections.

Metrics & Reporting:

• Provide weekly and monthly status reports against New Business commitments to executive management.
• Monitor team performance weekly against KPI's, providing guidance and mentoring to ensure targets are met.
• Monitor ROI from marketing lead generation and trade show attendance.

Engagement:

• Identify creative solutions to client challenges while addressing contractual and technical requirements.
• Identify and monitor market trends for short-term and long-term prospecting targets and growth.
• Work with DTB Contracts to support NDAs, PO reviews, teaming agreements, and contract reviews.
• Must be adept at building relationships with the right contacts and understanding client needs to craft well-thought-out solutions that result in new business wins.
• Navigate communication tools adeptly via phone, text, email, and social media.

The ideal candidate will require:

• Bachelor's degree preferred AND a minimum of 7+ years of sales experience.
• Motivated, a self-starter, and enthusiastic.
• Connected with key points of contact within DTB's primary client markets, including prime contractors and the US Department of Defense
• Successful at having, maintaining, and developing strong relationships within Aviation/Aerospace Original Equipment Manufacturers and Department of Defense decision makers.
• Skilled at contacting clients and making introductions to stakeholders and project teams.
• Efficient at providing ongoing communication internally and externally.
  
  
  
  • Capable of summarizing client requirements, even when they aren't defined or provided.
  • Independent and can work from home with a knack for drawing out clients virtually or on the road.
  
  
  
  
• Experienced in selling services, NOT products.
  
  
  
  • Accustomed to meeting monthly, quarterly, and annual sales quotas individually and for the team.
  
  
  
  
• Experienced with CRM and/or Deltek VantagePoint is a plus.

At Dayton T. Brown, Inc., we have a great team of professionals you'll be working with. With over 70 years of success and many long-term employees, you'll enjoy security and growth along with:

• Excellent salary.
• A stable, successful organization.
• Innovative work environment.
• Advancement potential.
  
  
  
  • Private medical, vision, and dental insurance (choose any physician/health care provider you prefer).
  
  
  
  
• 401K with company match.
• Work from home.
• Company-provided equipment/phone/credit card.

Dayton T. Brown, Inc. is an equal opportunity employer - Veterans and Disabled.