Director, DoD Business Development

SUMMARY

The Director of DoD Business Development plays a pivotal role in leading and managing the recruitment, retention, and development of Standard Carrier Alpha Codes (SCACs) to strengthen the Van Lines service network, particularly for Department of Defense (DoD) operations. This role drives business growth through targeted strategies, enhances operational quality, and promotes profitability within the DoD business sector. Additionally, the position champions the Move Assurance (MAS) brand, positioning it as a value-driven solution for service providers, while ensuring alignment with the Global Household Goods Contract (GHC) framework.

ESSENTIAL DUTIES & RESPONSIBILITIES include, but are not limited to, the following. Other duties may be assigned.

• Design and execute innovative SCAC recruitment initiatives aligned with the company's strategic objectives and DoD-specific requirements.
• Collaborate with senior leadership to develop recruitment strategies that enhance the service provider network.
• Identify and pursue potential SCAC partners, articulating the value of SCAC management and its benefits to operational efficiency.
• Build and maintain a robust business development pipeline focused on SCAC partnerships and MAS-related opportunities.
• Maintain and utilize CRM tools to track recruitment activities, monitor prospective partnerships, and document sales and operational outcomes.
• Ensure the integrity and accuracy of CRM data to support effective decision-making.
• Partner with the VP/GM to expand and refine the service network, including origin/destination agent (OA/DA) and hauling capabilities tailored to DoD needs.
• Provide oversight into SCAC partnerships and MAS-related third-party services, such as claims and move management, to ensure optimal performance.
• Identify opportunities to streamline operational processes for SCAC partners, aiming to improve quality metrics and drive profitability.
• Deliver actionable insights and recommendations to optimize service delivery and operational excellence.
• Build and maintain strong, collaborative relationships with SCAC partners, MAS clients, and internal teams to ensure alignment on goals and priorities.
• Act as a trusted point of contact for resolving issues and fostering long-term loyalty among stakeholders.
• Represent the company at industry events, conferences, and meetings to expand the service provider network and identify new opportunities within the DoD sector.
• Serve as a thought leader in the industry by sharing insights and advocating for the company's programs and services.
• Conduct regular SWOT analyses of SCAC recruitment and MAS initiatives to identify areas of improvement.
• Provide detailed reports and actionable recommendations for program enhancements, ensuring alignment with GHC requirements and long-term business goals.

SUPERVISORY RESPONSIBILITIES

None

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

SPECIAL SKILLS AND ABILITIES

• Proven track record in business development, sales, or SCAC recruitment within the transportation or logistics industry, with an emphasis on DoD operations.
• Exceptional interpersonal, communication, and presentation skills to effectively engage with stakeholders, customers, and industry partners.
• Proficiency in CRM platforms and data analytics support recruitment and reporting activities.
• Strong analytical skills to evaluate market trends, develop strategies, and drive measurable results.
• In-depth knowledge of SCAC management, GHC programs, and MAS services is highly preferred.
• Willingness to travel frequently for industry events, conferences, and recruitment efforts.
• Experience with Microsoft Dynamic CRM or similar CRM application.
• Experience preparing and presenting sales proposals and RFP responses in a team-selling environment.
• Confident and dynamic personality.
• Strong attention to detail with respect to accuracy, proofreading and accuracy.
• Strong work ethic and willingness to do what is necessary to consistently meet deadlines.
• The ability to collaborate with internal and external contributors and stakeholders of all levels in an organization.
• Highly proficient in Microsoft Suite (Word, Excel, PowerPoint, Outlook).

EDUCATION and/or EXPERIENCE

Bachelor's or associate degree in marketing, business administration, communications or technical field preferred. Minimum four to six years of experience in B2B sales as an individual contributor, preferably in the moving, relocation, or logistics industry. Experience and demonstrated achievement in B2B sales, preferably in a consultative or solutions-based selling environment.

CERTIFICATES, LICENSES, REGISTRATIONS

• None

LANGUAGE and COMMUNICATION SKILLS

Excellent oral and written communication skills. Ability to speak, read, write, and comprehend documents written in English to an above average competency. Ability to support content curation and creation, reports generation and general correspondence. Ability to effectively present information to internal or external clients.

MATHEMATICAL SKILLS

Ability to add, subtract, multiply and divide in all units of measure at an Intermediate to Advanced level. Ability to work with mathematical concepts such as probability and statistical inference.

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. The ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

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. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger and type. The employee needs to be able to hear well enough to communicate both internally and externally. The employee must be able to see well enough to read written items and use a computer. The employee frequently is required to stand, walk, and stoop. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The working conditions are those of a normal office with the absence of disagreeable elements.

EOE, including disability/vets