Job Title: Sales Support Manager, Business Development

Job Code: 20055

Job Location: Greenville, Texas

Schedule: Regular 9/80

Job Requirements:

The Sales Support Manager will be responsible for the peripheral and administrative portion of the SkyWarden Business Development group’s responsibilities such as, but not limited to: CRM updates, DSP5 license submittals, U.S. Department of State Advocacy requests, Gate Review preparations, Proposal preparations, B&P & DS Budget requests and Management, etc.  The position will also aide the group in sales lead vetting, strategization of resource utilization, creating and updating market analysis and targeting opportunities.

A more detailed list of responsibilities appears below:

Under the guidance of the Sales Managers and BD Director, the Sales Support Manager (SSM) shall act as the internal lead for the efforts related to SkyWarden sales pursuits.  This includes coordinating with the Business Office in leading the Proposal Teams (PTs) consisting of representatives from all relevant departments (Engineering, Operations, Finance, etc).  The above includes but is not limited to the following responsibilities undertaken in close coordination with the Sales Managers and BD Director:

• Ensuring the Business Office schedules and holds sales pursuit kick-off meetings in a timely manner;
• Creating and distributing accordingly the necessary forms to start the pursuit (e.g. Pursuit Checklist; and B&P Charge # Request);
• Ensuring proper ITC coverage (e.g. DSP-5) is in place or in work;
• Ensuring Gates are scheduled and held on a schedule that supports proposal submittal requirements of the customer;
• Ensuring proposal is produced & delivered on a schedule that supports customer needs;
• Monitoring B&P spend and ensuring it stays within budget;
• Providing direction to the PT and ensuring the PT does not make its own assumptions that may affect price, schedule, etc.
• Utilizing the Customer Resource Management (CRM) tool to track pursuits and feed data throughout the Enterprise.  Also running reports/editing content as needed to support Sales Manager and/or BD Director and Teams.
• Managing the PT and shepherding the proposal/pursuit through the internal Sales Process.  (This role is crucial as >50% of the sales challenge is ensuring the internal “sales train stays on the right track.”  It often gets derailed by incorrect/inaccurate assumptions that make their way either into the config, pricing, Support approach, SOW or others.  It is the SSM’s responsibility, in coordination with the Sales Manager and BD Director, to eliminate, or at least minimize, any misdirection of the PT.)
• The SSM, in coordination with Programs, shall also act as the Sales lead for any add-on Sales opportunities that arise from a contracted Program.
• Advocacies - Upon notification by the Sales Managers and/or BD Director, generating and submitting US Government (Department of Commerce) Advocacy Requests working closely with the PT, and the L3H GR (Government Relations) team, to ensure timely and accurate delivery, and then monitoring their status through approval.
• B&P Management - Keeping abreast of latest figures for the budget to prevent overruns.  Working to open/close/amend charge numbers. Auditing accounts and completing fiscal year planning with the guidance of Sales Manager and/or BD Director on open pursuits.  Obtaining and submitting approvals for changes in B&P and DS (Direct Spend) Budgets.
• Models & other promotional items – Coordinating creation and delivery of models and other promotional items to contracted customers.
• Customer Visit – Managing logistical support, from planning to execution, with guidance from the Sales Managers and/or BD Director.
• Gates - Assisting with preparation of gate presentations, including ownership of the "Investment to Win" slide and B&P authorization form for signatures at Gate. Also - logistics of each gate (i.e. - setting up for meeting on time, taking attendance, Taking/Publishing Gate notes/actions).
• Gifts/Promo Items –
  • Purchasing or acquiring gifts/promotional items. 
  • Maintaining a current stock or promotional items (if applicable).
  • Developing a stock of items for our CDR’s (Country Designated Reps) –
  • Filling out all paperwork and readying gifts in advance of any visit/trip, including any internal ethics and business practices office approval.
• Management Briefings - Assisting in the development of company briefings, including formatting and providing input to presentations and any other type of management briefing tool.
• Marketing Materials - Assisting as needed with the production of brochures/marketing materials.
• NDAs - Submitting application for any required NDA, maintaining a current database of all NDAs and notifying Sale Mangers and BD Director when NDAs are expiring.
• CDR’s - Keeping current data for the CDR contracts and submitting application for any required license (country-specific and/or multi-country purpose). Maintaining a current database/link to all CDR’s.
• Trade Shows - Working with IMS Trade Show group to plan for and execute shows and conferences.  Supporting trade show efforts and ensuring budget and planning is on track for a successful endeavor, Being on-site to support at Key tradeshows.
• Weekly Reports - Developing, maintaining and seeking updates for the Weekly Report

Qualifications:

• Bachelor’s Degree and minimum 9 years of prior relevant experience. Graduate Degree and a minimum of 7 years of prior related experience. In lieu of a degree, minimum of 13 years of prior related experience

Preferred Skills:

• No clearance required
• Excellent MS Office skills required
• Proficient and experienced briefing senior company management both in person and via video
• Strong written communication
• Polished communicator at all levels of internal company, customer, and governmental levels