Regional Sales Manager- Appalachian Region
REGIONAL SALES MANAGER Location: Appalachian Region- TN,KY,OH,WV (must reside in one of these states and be willing to travel among them) We are currently searching for an experienced Sales Professional with a proven track record of defining and executing effective sales strategies in the State and Local Government marketplace. In addition, the ability to take a leadership role in articulating and formulating the sales strategy will be a key ingredient for success. Develop and implement sales initiatives that are consistent with the company’s overall strategy. Develop strong customer relationships and knowledge across multiple levels and functions by understanding the company account business model, including vision, strategy, short and long-term goals, financial, business and competitor models. Orchestrate and lead the extended team to understand the account's strategy, business imperatives and top opportunities, and obtain full collaboration of internal product groups and external partners as necessary to meet the needs of key accounts. Position reports directly to the Area Sales Director/Area Manager. Duties and Responsibilities: · Responsible for sales efforts that identify major programs within the Regional State and Local Governments and manage company efforts to secure a capture position within those opportunities- meet and exceed quarterly/yearly quota. · Support preparation and pricing of proposals for State and Local Government bids. · Assist with quarterly sales reports. Establish and execute multi-year strategic partner plans with critical market capture goals, program-based objectives, design-in targets and preferred relationship status. · Manage complex contract negotiation and work with legal counsel as required. · Work with Marketing to identify potential deals/programs and develop the tactics and teams needed to bring them to fruition. · Support trade show events as may be required. · Manage company Technologies relationships- cultivate, influence and maintain strong relationships with decision makers and centers of influence with assigned agencies. · Deliver and prepare product presentations and participate in demonstrations as needed. · Complete all administrative tasks in a timely manner, including forecasting reports and other reports as requested by management. · Maintains up-to-date customer contacts. · Maintains technical proficiency. · Provides to Product Marketing team current customer and competitor intelligence. · All duties assigned by the Supervisor. Requirements Knowledge & Skills: · Strong Excel, Access, MS Word, Power Point, skills required · Exceptional verbal and written English communication skills · Good analytical skills · Very detail-oriented, accurate and organized · Ability to work under pressure and meet deadlines · Able to work independently and as part of a team · Confidentiality and Time Management · Minimum of five years’ experience with selling and/or designing LMR communications systems. · Demonstrated history of surpassing State and Local Government sales growth goals. · Excellent communication, sales, and writing skills are required as well as highly developed negotiation skills. · Ability to close State and Local Government sales must be demonstrated. · An understanding of the proposal process with proposal assembly experience. · A technical background selling complex end-to-end solutions is desired. · Self-motivated with the ability to solve problems. · Creativity to envision new products, services, and applications. Education and Qualifications: · Education Required: Bachelor's degree and a minimum of five years of technical sales (hardware) experience. Master's degree preferred (MBA, MHA, MPH or equivalent). · Experience Required: 5 years of technical sales, sales engineering, or sales management experience. The Regional Sales Manager has sales and account management responsibility to develop and grow the State and Local Government market at the executive levels within multiple State and Local organizations and agencies. This includes understanding the needs of the Public Safety Government Market by segment i.e. State Police, Department of Transportation, Emergency Management Office and other major related elements of the State and/or Local Government. The individual in this role will be a Land Mobile Radio industry expert to provide information, direction and input to company business unit teams to promote a comprehensive approach for the Government client. You can’t sell LMR over the phone. Extensive travel throughout the region is required. Preferred Qualifications: · Requires the ability to lead multi-disciplinary and multi-organizational teams preparing government proposals in response to specific government requirements. A strong track record of working with sales and marketing teams to identify, qualify and CLOSE opportunities. · Requires proven government sales leadership, organization and planning ability. Ability to recognize market problems and develop creative solutions. · Must be able to nurture and develop long term business relationships. · Ability to facilitate productivity and growth by sponsoring and championing new products, programs, and ideas through the encouragement of innovation. · Must be able to demonstrate experience, understanding and success in writing and submitting and WINNING large government contracts. · Prefer experience working with senior level executive departmental management. · A general understanding of Government contracting vehicles. Knowledge of Government budget cycles, Grant management, acquisition/procurement policies and regulations. Formulate, communicate, coordinate, and implement the integrated capture and proposal strategies and plans with all opportunity stakeholders which will provide the customer with clear justification for award. · Must have good work/life balance skills. · Ability to effectively strategize with the company executive management team and report on sales status with expertise concerning pricing, technical and strategic business considerations. · A history of managing and meeting financial targets (sales, revenue, margin, pipeline, etc.). · A current understanding of LMR technology trends. · Exceptional communication skills and the appropriate energy to pursue and close new business on behalf of a fast-growing company. Must be a motivated self-starter. · Knowledge and experience with the procedures, policies and personnel issuing Grant Monies and Funds to assist customer’s ability to purchase. · Valid driver license Performance Objectives: The following describes the most important objectives the person filling this position will need to meet within the first year in order to be successful in the position: Within the first 30 days: 1) Understand company State and Local Government market position and strategy. 2) Understand financial targets and areas of responsibility. 3) Understand company organizational structure and compliance and proposal processes. 4) Complete orientation to company products and services. Within 60 days: 1) Understand State and Local Government organizational structures, key contacts, and issues. 2) Complete introductions to key clients and business partners. Within 90 days: 1) Meet with State and Local Government clients to discuss issues and identify opportunities. 2) Develop plan and approach to meet financial target. Selling by this time has already commenced and a funnel of business is beginning to build. Working Conditions & Physical Demands: · Work typically takes place in a normal office environment requiring: sitting, walking, lifting, kneeling, crouching, reaching, handling, talking, hearing, and seeing · Operate a PC and other office equipment · Travel between floors and office buildings may be required · Environmental conditions: noise, vibration, oils, solvents, chemicals · Able to lift equipment up to 5- lbs. · Able to travel · Able to drive a car · Clean driving record Kavaliro provides Equal Employment Opportunities to all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Kavaliro is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Kavaliro will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please respond to this posting to connect with a company representative.
