Business Development Manager – Ground Forces & Federal Law Enforcement (Washington, D.C.)

Job description

Job Description: 3M is seeking a Business Development Manager for the Department of Defense (DoD) and other government agencies. The position will be located in Washington, D.C. At 3M, you can apply your talent in bold ways that matter. Collaborate with Innovative 3Mers Around the WorldChoosing where to start and grow your career has a major impact on your professional and personal life, so it’s equally important you know that the company that you choose to work at, and its leaders, will support and guide you. With a wide variety of people, global locations, technologies and products, 3M is a place where you can collaborate with other curious, creative 3Mers. This position provides an opportunity to transition from other private, public, government or military experience to a 3M career. The Impact You’ll Make in this RoleAs the Ground Forces & Federal Law Enforcement Business Development (BD) Manager, you will lead 3M’s growth and engagement strategy for the tactical-forces user community wherever it sits in the federal government, and for federal law enforcement and homeland security — working cohesively with the business units that own the products and portfolios — to shape demand for 3M’s science and innovation before requirements are written and convert that early influence into funded programs. Here, you will make an impact by: Developing and executing 3M’s engagement strategy across the tactical forces — the U.S. Army, the U.S. Marine Corps, U.S. Special Operations Command, the National Guard Bureau’s federally funded programs, Air Force Security Forces, and Navy expeditionary forces — and across federal law enforcement and homeland security, including the Department of Homeland Security and its components, the Department of Justice agencies, and the protective forces of the National Nuclear Security Administration. Winning funded programs: positioning 3M’s capabilities into programs of record by engaging the requirements and acquisition enterprise of each customer — the Army’s Transformation and Training Command (T2COM), which generates Army requirements, the Combat Capabilities Development Command (DEVCOM) Soldier Center, and the Army’s Portfolio Acquisition Executives, in particular Layered Protection and Chemical, Biological, Radiological and Nuclear Defense and Agile Sustainment and Ammunition; Marine Corps Systems Command; Special Operations Forces Acquisition, Technology and Logistics; and the procurement and standards offices of the federal law-enforcement agencies — where 3M’s capabilities align: hearing protection and tactical communications, respiratory and eye and face protection, individual protective equipment, fall protection, and the adhesives, ceramics, films and abrasives that go into ammunition, weapons and soldier systems. Shaping and seeding requirements: engaging the laboratories, innovation organizations, test and evaluation activities, and consortia that serve these customers — from the Army and Marine Corps science-and-technology enterprise to the Department of Homeland Security Science and Technology Directorate and the standards bodies federal law enforcement buys against — to influence requirements where no funded need yet exists, and deliberately converting that early shaping into funded demand. Leading the Individual Equipment & Protection campaign and the polymer-cased ammunition pursuit as the campaign lead, running each pursuit through the team’s capture process from identification through hand-off to 3M’s sales partners, and carrying the pipeline for both. Translating customer requirements into actionable internal strategy and execution across 3M’s highly matrixed, multi-disciplined organization, including the business units that own the personal safety, protective equipment and advanced-materials portfolios. Building and managing a disciplined opportunity pipeline — qualifying, forecasting, and maintaining Salesforce Customer Relationship Management (CRM) rigor — so leadership has a defensible, current view of funded versus unfunded demand. Building and maintaining strong relationships with key decision-makers and influencers across the user, requirements, acquisition, and science-and-technology communities of the tactical forces, the federal law-enforcement and homeland-security agencies, associated organizations, consortia, and prime contractors and integrators. Delivering compelling executive-level briefings, proposals, and strategic engagement plans to senior 3M and customer stakeholders. Driving the use of 3M products and technologies by providing sound business development strategies to relevant 3M stakeholders, informed by monitoring, analyzing, and anticipating market trends, competitor activity, and customer needs. Providing strategic direction to 3M’s cross-functional teams — spanning divisions, product management, channel, contracts, legal, and finance — to integrate 3M’s materials, technology, and capabilities into the systems and equipment of the tactical forces and federal law enforcement within a highly matrixed, multi-disciplined environment. Your Skills and ExpertiseTo set you up for success in this role from day one, 3M requires (at a minimum) the following qualifications: Bachelor’s degree or higher (completed and verified prior to start) Five (5) or more years of experience working with or engaging U.S. ground forces, special operations forces, or federal law-enforcement and homeland-security organizations in a private, public, government, or military environment Named, current relationships within the user, requirements, acquisition, or science-and-technology community of the U.S. Army, U.S. Marine Corps, or U.S. Special Operations Command, or within federal law-enforcement procurement, exercised within approximately the last three years Ability to obtain and hold a U.S. Department of Defense (DoD) Security Clearance (active Secret clearance preferred) Additional qualifications that could help you succeed even further in this role include: Experience advising on and specifying materials, technology, equipment, and capabilities into Soldier, Special Operations, or Law-enforcement systems Demonstrated ability to shape requirements and achieve design-wins — not only to capture already-funded competitions Demonstrated ability to orchestrate across functions (product management, channel, contracts, legal, finance) in a highly matrixed, multi-disciplined environment Familiarity with the Federal Acquisition Regulation (FAR), particularly Part 12 commercial-item acquisition, and with the consortium and other-transaction routes the Army and special operations community use Prior military service in the U.S. Army, U.S. Marine Corps, or Special Operations Forces, or prior service in federal law enforcement, is highly desired but not required Experience with the individual-equipment and personal-protection market, including the standards and qualification regimes those products are bought against Proven leader with a track record of success in business development, sales, and achieving business results Strategic thinker with strong analytical and problem-solving skills Excellent communication, negotiation, and presentation skills Experience and proficiency with Microsoft Office suite and Salesforce.com Location:  This role follows an on-site working model, requiring the employee to work at least four days a week at the 3M Center in Washington DC. Travel: up to 25-33% travel is anticipated Relocation:  Is not authorized Must be legally authorized to work in country of employment without sponsorship for employment visa status (e.g., H1B status). Responsibilities of this position may include direct and/or indirect physical or logical access to information, systems, technologies subjected to the regulations/compliance with U.S. Export Control Laws. U.S. Export Control laws and U.S. Government Department of Defense contracts and sub-contracts impose certain restrictions on companies a