Overview
Force Lead is responsible for managing the assigned vertical team. Force Leads are front line supervisors to their assigned sales managers, and responsible for the overall performance of their vertical.
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.
- Key team interface between Defense Sales Managers (DSM), Sales Support (SS) and Account Managers (AM), and Supply Partner Team Leads.
- Key interface between vertical sales staff and Director of Sales and Business Development.
- Responsible for ensuring compliance to Darley company policies and regulations.
- Responsible for developing individual performance goals and assisting DSMs with developing their own annual performance goals.
- Leads assigned DSM, SS and AM personnel to support sales activities including pricing, quotation, order submission and data entry.
- Provide clear and concise direction to assigned personnel. Develop a cohesive team environment that fosters effective communication and comradery amongst assigned personnel.
- Develop relationships with military and government customers at all levels including Operations, Logistics, Force Modernization, Finance and Command Group. Ensure these relationships extend to DSM, SS and AM personnel.
- Be adaptable in a dynamic and competitive environment. Understand customer requirements. Address customer problems. Create solutions that fill their capability gaps by leveraging on our supply chain, contract vehicles and/or experience. Communicate these strategies with team personnel.
- Be a subject matter expert on contracting and funding methods. Provide customers with assistance, coaching and training on contracting and funding methods. Ensure assigned DSMs can do the same.
- Develop fluid working relationships with suppliers; facilitate DSMs to do the same. Leverage on vendor capabilities to help prospect, qualify and generate sales, with the end goal of providing the best products and/or services to meet customer requirements.
- Understand and represent Darley’s key vendor products and services. Facilitate and conduct direct sales activities in order to meet vertical team goals. Lead from the front.
- Be a subject matter expert of contracting and funding methods echelons above the customer to include the installation level. Share knowledge with DSMs through training and education.
- Ensure DSMs and SS regularly follow-up with customers and vendors on completed sales. Ensure delivery schedule and product quality met or exceed expectations. Verify CRM data accurately reflects completed sales.
- Monitor, analyze and report on market and competitor activities. Develop strategies to increase market share. Adjust plans or resources as needed.
- Adhere to all company policies, rules, and regulations. Enforce policies and regulations with DSMs. Conduct retraining, counseling or disciplinary action if required.
Supervisory Responsibility
This position has supervisory responsibility.
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. While performing the duties of this job, the employee is regularly required to talk and listen to individuals or large groups of people. The employee is required to perform the physical activities required to effectively demonstrate product to customers. The employee may be required to remain outdoors for 12 hours, stand for 8 hours, walk, lift 50lbs and use hands and fingers.
Position Type/Expected Hours of Work
This is a full-time position. At a minimum, the employee’s workdays and hours are Monday through Friday, 8:00 a.m. to 5 p.m. local time. The employee must be prepared to adjust their work schedule to accommodate for customer demands and/or meet company requirements.
Travel
This position requires up to 25 - 50% travel. The employee must be prepared to perform international travel as required.
Work Authorization/Security Clearance
Employee must be able to gain access onto a military installation. Employee cannot be restricted by the federal government or any clause of the FAR to perform on a government contract.
Essential Qualifications
Education
- Bachelor’s degree highly preferred, but prior sales & military experience may be substituted.
- Master’s Degree in applicable field, preferred.
Experience
- A minimum of five years in a sales or sales support role. Can be substituted with experience with federal government procurement or sales to the DoD.
- A minimum of three years in a supervisory or management position, with a proven track record of success.
- A minimum of four years’ experience and demonstrated proficiency with MS Office (Word, Excel, PowerPoint), email.
- Minimum of 20 years of military service. Greater than E-8 for enlisted, O-5 for officers in last attained rank.
- Experience with military contracts, defense procurement and relevant purchasing methods.
- A minimum of two years’ experience with a customer/prospect contact activities tools (CRM system) and update relevant information held in these systems as required.
Skills
- Leadership.
- Management.
- Communication proficiency.
- Teamwork.
- Technical capacity.
- Training
- Demonstrated understanding of basic business financial concepts. Be able to budget expenses in a cost-effective manner.
- Strong strategic and analytical skills required to analyze customer problems and develop creative and effective solutions.
Benefits offered:
- PTO
- Paid Holidays
- Tuition Reimbursement
- Health & Wellness Reimbursement
- Medical
- Dental
- Vision
- Life & Disability
- HSA with Darley contribution
- FSA
- 401K/Roth with match and profit sharing
- Darley paid life insurance.
AAP/EEO Statement
Darley is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, protected veteran status, or any other basis protected by applicable federal, state or local law
