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SRD Business Customer Development Government and Defense Logistics (US-O)
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Job Description
We are seeking a Senior Director Business Development Government and Defense Logistics to drive growth for our government and defense vertical, with responsibility for selling transportation, logistics, and integrated 3PL solutions to U.S. federal agencies, the Department of War, and major U.S. defense contractors. This person will lead business development across a complex, highly regulated market, building strategic customer relationships and capturing opportunities that require secure, mission-critical, and high-performance logistics support.
Responsibilities
• Leads business development and strategic sales for transportation, freight management, warehousing, distribution, and integrated logistics services across U.S. federal agencies, the Department of Defense, and major defense contractors.
• Develops and executes a go-to-market strategy to expand revenue and market share in the government and defense sector.
• Builds, maintains, and deepens executive-level relationships with government stakeholders, prime contractors, subcontractors, and supply chain decision-makers.
• Identifies, qualifies, pursues, and closes new business opportunities through direct contracts, subcontracting arrangements, IDIQ vehicles, and teaming partnerships.
• Drives capture strategy for complex pursuits by aligning customer requirements with company capabilities in domestic and international transportation, inventory management, warehousing, and specialized logistics services.
• Partners closely with operations, pricing, contracts, legal, and compliance teams to craft compelling, compliant, and commercially sound proposals and customer solutions.
• Leads account planning and pipeline management activities, including opportunity qualification, pursuit prioritization, forecasting, and reporting on bookings and revenue performance.
• Negotiates service agreements, pricing structures, and long-term logistics partnerships that support profitable growth and customer retention.
• Represents the company at customer meetings, industry events, defense logistics forums, and procurement engagements to elevate market visibility and strengthen business relationships.
• Monitors market dynamics, contract vehicles, procurement trends, and competitive activity to inform growth strategy and account targeting.
• Expands existing customer relationships by identifying opportunities for additional services, network optimization, surge capacity support, and broader supply chain solutions.
• Serves as the internal voice of the customer, ensuring customer needs, service requirements, and mission priorities are clearly reflected in solution design and delivery.
• Supports senior leadership in shaping strategy, investment priorities, and service development for the government and defense vertical.
• Performs other duties as assigned.
Required Education and Experience
• Bachelor's degree in business, supply chain, logistics, transportation, or a related field, required; advanced degree preferred.
• 10+ years of progressive sales, business development, or account leadership experience in transportation, logistics, supply chain, or related services, required.
• Demonstrated experience selling into U.S. federal agencies, the Department of War, and/or major U.S. defense contractors for large-scale federal contracts >$100m, required.
• Proven success in complex solution selling involving transportation, warehousing, distribution, freight management, or broader 3PL services, required.
• Strong understanding of federal procurement processes, government contracting environments, and long-cycle strategic sales pursuits, required.
• Experience leading or supporting capture efforts, proposal strategy, and cross-functional pursuit teams, required.
• Executive presence and the ability to engage credibly with senior customer stakeholders and internal leadership, required.
• Strong negotiation, communication, and relationship-management skills, required.
• Current U.S. security clearance or the ability to obtain and maintain an appropriate U.S. government security clearance, as required by customer or contract needs, required.
• U.S. citizenship may be required for certain customer engagements, contracts, or clearance sponsorship, required.
• Prior experience in defense logistics, federal supply chain services, government transportation, or mission-critical logistics environments, preferred.
• Level O5 or O6, worked at Army Materiel Command, DLA, or Transcom and graduated from one of the War Colleges, preferred.
• Demonstrated experience leveraging AI tools, advanced analytics, and other innovative technologies in capture and proposal development processes, preferred.
• Familiarity with regulated shipping environments, chain-of-custody requirements, secure transportation, and contingency logistics planning, preferred.
• Experience working with prime contractors, subcontractors, and teaming partners within the defense industrial base, preferred.
• Knowledge of government-related compliance considerations affecting logistics and transportation service delivery, preferred.
• Existing relationships within relevant federal agencies, preferred.
Our Organization has a business casual environment and focuses on teamwork, associate development, training, and continuous improvement. We offer competitive wages, excellent affordable insurance benefits (including health, dental, vision and life), 401K plan, paid vacation and holidays.
Our Organization is an equal opportunity employer.