Vice President, Government Business Development

Job Description:

Who We Are:

We’re Cart.com, one of the fastest growing commerce enablement companies in the world. We provide the digital and physical infrastructure that empowers thousands of leading B2C, B2B and public sector organizations to unify commerce operations from product discovery to product delivery.

We’re a leading provider of supply chain services and software to federal and state governments. In addition to its growing commercial business, which serves hundreds of leading brands and retailers, Cart.com’s government division represents an important lever for future growth. With over 10 million square feet of warehouse space across 18 facilities nationwide and a suite of order, inventory and warehouse management software, Cart.com provides more modern, more digital, and more efficient warehousing and inventory management solutions for mission-critical government agencies. From pharmaceuticals and medical devices to electronics and gear, Cart.com’s capabilities allow it to support a broad range of product types for government agencies demanding inventory visibility, operational flexibility, cost efficiency, and unparalleled speed of execution.

Cart.com Fast Facts:

• 6,000+ customers worldwide
• 1,600+ employees globally
• 18 warehouses nationwide, totaling over 10 million square feet of space
• Headquartered in Houston, TX with international offices in Mexico and Poland

Our values:

Cart.com is building a company that is committed to living out these 6 core values:

• Be brand obsessed: Our lives are shaped by the brands we interact with daily. We obsess over the brands we serve, and about the things they care about.
• Think beyond the box: “We’ve always done it that way” is not a phrase uttered often at our office. We create creative solutions to complex problems.
• Don’t give up: We learn from our challenges and see them for what they are; great building blocks to an amazing brand story.
• Speak up: We communicate clearly and directly because we care deeply. Communication is the bedrock of our community.
• Work together: We’ve built a team that prides itself on diversity of thought and background. Collaboration is better with contrast.
• Remember to be human: We work hard, but we leave room for the people, places and things that we love.

This position is open to applicants or individuals who are located in or willing to move to AZ, CA,CO, CT,DE,FL, GA, HI, IL, IN, KY, MD, MA, MI, MS, NE, NV, NJ, NY, NC,OH, OR, PA, SC, TN, TX, UT, VA, WA.

The Role:  

Our ideal Vice President, Government Business Development is an experienced government business development executive who will spearhead outreach and deal management, from RFP through close, to the U.S. federal government and potential industry partners.  In this role, you will leverage your experience engaging federal agencies, your knowledge of the Executive Branch, and your existing network to drive awareness of Cart.com, position the company as a differentiated provider of inventory management services and software, and shape and pursue federal contracts. This is a highly strategic leadership role focused on building partnerships, closing enterprise deals, and shaping our long-term presence within regulated logistics.

Because Cart.com’s capabilities enable us to support a broad range of inventory, this role will have an inter-departmental focus, with an emphasis on the Department of Health and Human Services, Department of Defense, Department of Veterans Affairs, and Department of Homeland Security. The ideal candidate will have deep experience engaging one or more of these departments, with exposure to or knowledge of the others.

What You’ll Do:

• Grow the new business pipeline through opportunity identification, qualification, shaping, and positioning, engaging federal agency decision makers, program managers, and contracting officers, as well as incumbent government prime contractors. 
• Oversee the business development process end to end, from opportunity origination through scoping through proposal submission to close, working with internal operational stakeholders to appropriately price opportunities and external government contracting consultants to further increase reach and speed.
• Facilitate and conduct customer visits, including facility tours, and perform market research to understand current and future federal customer needs and requirements. 
• Build and maintain customer relationships, meeting regularly with federal decision makers to proactively and preemptively inform and shape specific opportunities.
• Drive evolution of the company’s government-facing value proposition, competitive positioning, narrative and messaging, and engagement strategy.
• Engage with industry peers to identify and develop opportunities for teaming and subcontracting arrangements.
• Identify and attend industry days, conferences, trade shows, and other events to build relationships, acquire market signal, and build Cart.com’s presence and reputation.
• Support creation and execution of the company’s government go-to-market strategy and forecasts and inform its government affairs and lobbying strategy.

Who You Are:

• The ideal candidate will have a proven track record of building robust and sustainable government opportunity pipelines, particularly for supply chain, logistics, inventor, and procurement related contracts.
• Candidates should be senior, highly independent executives capable of creating and executing a business development strategy, managing multiple deals simultaneously
• interfacing with internal stakeholders, and maintaining value creating relationships with government buyers, influencers, and decision makers.
• Highly ambitious and creative, able to simultaneously leverage proven approaches and apply new methods to drive outstanding and rapid results.
• Proven ability to think creatively to identify innovative solutions to problems and act proactively to introduce those solutions to stakeholders.
• Proven ability to think and operate with a high sense of urgency, working at the speed of a startup rather than the speed of government.
• Excellent persuasive speaking, writing, and communication skills.

What You’ve Done:

• 10+ years of selling high value services and/or software into federal government customers with a quantifiable track record of success selling into multiple agencies.
• Experience selling fulfillment, third-party logistics (3PL), or supply chain services into regulated environment.
• Demonstrated success in identifying, cultivating, and winning high-value federal contracts.  
• Demonstrated track record of penetrating new federal agencies and developing net new customer relationships.
• An existing network of relevant government contacts, including agency executives, program managers, and contracting officers, with a demonstrated ability to rapidly accumulate new contacts.
• Deep familiarity with federal procurement and acquisition regulations and contract vehicles, including GSA contracts. Familiarity with emerging federal acquisition trends and agency-specific acquisition regulations and policies a plus.
• Experience selling as both the prime contractor and as a sub-contractor.
• Experience in supply chain, logistics, fulfillment, and inventory management is highly desired.
• Bachelor’s degree or higher in business or a relevant operational discipline.
• Must be a U.S. citizen.

Currently, Cart.com does not intend to hire candidates who will need, now or in the future, Cart.com sponsorship through any non-immigrant visa category such as the H-1B, H-1B1, E-3, O-1, or TN.

All hiring is contingent on eligibility to work in the United States. We are unable to sponsor or transfer visas for applicants.

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Cart.com is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.