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Government Business Development Manager

Medina, MN
Posted on Aug 2, 2022 Full time R13349
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At Polaris Inc., we have fun doing what we love by driving change and innovation. We empower employees to take on challenging assignments and roles with an elevated level of responsibility in our agile working environment. Our people make us who we are, and we create incredible products and experiences that empower us to THINK OUTSIDE.

Business Unit Overview

The Polaris Government and Defense team is the business unit within Polaris tasked with providing vehicle solutions to Business-to-Government customers.  Interacting closely with military, law enforcement, fire and rescue, public works, and parks management groups, the Government and Defense unit offers unique and effective solutions supporting tactical and combat missions, search and rescue campaigns, disaster relief operations, and several other important activities.  By assisting community leaders and servicemen and women perform their daily tasks at an optimal level, the Government and Defense business unit dedicates itself to its valuable customers by promoting safety and innovation through each step of the vehicle creation and distribution process.

Job Summary

Responsible for business development, lead generation, and pursuit capture for federal, state, and local government customers.  Includes leadership and management of the business development budget, the team (including consultants), and our 3rd party partners in creating a world-class and winning portfolio of solutions for government customers.  The Government Business Development Manager will play an integral part in our Corporate and Government & Defense Long Range Planning (LRP), Long Range Product Planning (LRPP), and Budget planning processes.  The manager is responsible for delivering on high-fidelity forecasts, budgeted sales, pursuit strategy and capture plans, contracts and business profitability targets as agreed to in the budget cycle.

Essential Duties and Responsibilities

  • Establish and maintain a deep understanding of federal, state, and local government customer value propositions, operational and sustainment needs, and future plans/ strategies.   
  • Lead an experienced, effective, and efficient sales, business development, and pursuit team that optimally aligns Polaris solutions to customer needs and opportunities
  • Executes, leads and coaches team to proactively identify new opportunities and develop strong business cases for such opportunities
  • Integrate deep customer knowledge, insight, and intimacy into the Polaris business planning and forecasting processes - product roadmap, pricing decisions, and market potential
  • Identification of customer needs/issues and potential champion(s) to include product gaps
  • Lead teams to generate significant new business via vehicle, part, accessory (upfit), and service sales to government customers through conventional and unconventional business development methods including, but not limited to:
    • Development, execution, and ownership of win strategies and short-, mid-, and long-range strategic and tactical execution plans
    • Establishment of Capture Team(s) with internal and external resources, or partners, as required
    • Management of strategic and tactical plans that include competitive assessments, requirement shaping and adherence, and the development of execution plans based upon research, data, customer knowledge, and analysis; including gap and SWOT analyses
    • Assessment of customer/stakeholder leadership, personnel, organizational structure, policies, budgets, law, and contracts
    • Creates and executes customer and partner influence/visit plans
    • Creation of schedules and milestones, schedule risk assessment evaluation, and major milestone and internal resource planning
    • Leads execution of comprehensive Capture Plan, pursuit / no pursuit and bid /no bid business gate reviews.

Skills and Experiences

Required Skills and Experiences

  • B.A/B.S. degree in a related field, or equivalent in previous experience
  • 10+ years of military, federal, state, or local government experience in areas familiar with government vehicle requirements
  • 5+ years experience related to government contracts utilized by local, state, and federal governments to purchase equipment, including off-road vehicles
  • Proven technical aptitude to understand Polaris products and communicate technical issues related to the products
  • Excellent negotiation and interpersonal skills
  • Excellent communication skills
  • Customer focused
  • PC skills
  • Self-starter and problem solver

Preferred Skills and Experiences

  • Previous military experience
  • Previous government contractor experience
  • Previous federal, state, or local government employee experience in a role that utilized ATVs or UTVs
  • Masters in business

Work Environment

  • Strong mission focus with a passionate and demanding customer base
  • Fast-paced office environment
  • Travel approximately 40-50%
  • Operate with minimal supervision
  • Remote work considered


About Polaris

As the global leader in powersports, Polaris Inc. (NYSE: PII) pioneers’ product breakthroughs and enriching experiences and services that have invited people to discover the joy of being outdoors since our founding in 1954. With annual 2018 sales of $6.1 billion, Polaris' high-quality product line-up includes the Polaris RANGER, RZR and GENERAL side-by-side off-road vehicles; Sportsman all-terrain off-road vehicles; Indian Motorcycle mid-size and heavyweight motorcycles; Slingshot moto-roadsters; snowmobiles; and deck, cruiser and pontoon boats, including industry-leading Bennington pontoons. Polaris enhances the riding experience with parts, garments and accessories, along with a growing aftermarket portfolio, including Transamerican Auto Parts. Polaris' presence in adjacent markets includes military and commercial off-road vehicles, quadricycles, and electric vehicles. Proudly headquartered in Minnesota, Polaris serves more than 100 countries across the globe. www.polaris.com

EEO Statement

Polaris is an Equal Opportunity Employer and will make all employment-related decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, marital status, familial status, status with regard to public assistance, membership or activity in a local commission, protected veteran status, or any other status protected by applicable law.

We are an ambitious, resourceful, and driven workforce, which empowers us to THINK OUTSIDE.  Apply today!

About Polaris


As the global leader in Powersports, Polaris Inc. (NYSE: PII) pioneers product breakthroughs and enriching experiences and services that have invited people to discover the joy of being outdoors since our founding in 1954. With annual 2021 sales of $8.2 billion, Polaris’ high-quality product line-up includes the Polaris RANGER®, RZR® and Polaris GENERAL™ side-by-side off-road vehicles; Sportsman® all-terrain off-road vehicles; Indian Motorcycle® midsize and heavyweight motorcycles; Slingshot® moto-roadsters; snowmobiles; and deck, cruiser and pontoon boats, including industry-leading Bennington pontoons. Polaris enhances the riding experience with parts, garments, and accessories, along with a growing aftermarket portfolio. Polaris’ presence in adjacent markets includes military and commercial off-road vehicles, quadricycles, and electric vehicles. Proudly headquartered in Minnesota, Polaris serves more than 100 countries across the globe. www.polaris.com

EEO Statement


Polaris is an Equal Opportunity Employer and will make all employment-related decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, marital status, familial status, status with regard to public assistance, membership or activity in a local commission, protected veteran status, or any other status protected by applicable law.