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Summary
Responsible for securing design wins, profiling target defense programs, and selling the organization’s products in a specified region or major geographical area. Provides ongoing support to product distribution and/or manufacturer’s rep channel. In-directly manages activities of internal sales staff and contract sales representatives.
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.
Essential Duties and Responsibilities
Capable of “counselor selling” by technical collaborating with customers to architect embedded systems by matching GMS products and services with customer system-level problems
Responsible for securing design wins for GMS products within the designated territory
Responsible for forecasting and achieving sales goals by selling GMS products within the designated territory
Manages the customer-side interaction to disposition GMS backlog, and all other customer-facing activities including complaints
Interfaces with customers directly in parallel with GMS manufacturer’s representatives (“Reps”)
Actively involved in Sales Reps’ sales orientation and development/implementation of sales training programs
Assists GMS Reps with organizational skills, account strategies, territory planning and administrative responsibilities to ensure a high level of customer satisfaction is maintained.
Develop and increase sales revenue to meet assigned targets
Responsible for creating, updating via defined tools and achieving forecast for both bookings and design wins
Maintains and documents sales activity in SalesForce.com (CRM), and creates other reporting documentation as required by management
Responsible for quoting and proposal creation, working with management setting win-capture strategy for successful proposal and/or quotation outcomes
Directs management of in-house sales staff and outside independent Sales Reps
Assist Reps with contract negotiations, closing the sale and developing marketing plans for contract accounts in conjunction with GMS management and Marketing department(s)
Attends (and may solely exhibit) at trade shows and customer-specific events
Participates in education and training conferences on selling and marketing programs
Coordinates and assists in leading Sates Rep sales meetings, including site selection and agenda preparation(s)
Maintains a high level of knowledge regarding GMS products and overall product line strategies along with industry knowledge of the target customer base
Stays up to date on new products, services and other general information of interest to customers, including first-hand knowledge of accounts, territory, market trends and relevant competition.
Monitors competitive activity and develops new methods of attaining Sales Reps and assisting Sales Reps in attaining new accounts.
Implements sales policies and practices consistent with GMS work instructions
Troubleshoot problems regarding products provided, and works collaboratively with GMS internal stakeholders and appropriate departments
Other duties as assigned
Education and Experience
Bachelor’s degree or equivalent experience.
Five-plus years of sales experience in a technology, hardware, or electronics-related organization with a minimum of 3 years field sales experience.
Strong leadership and management experience with a track record as a hands-on sales manager
Fundamental knowledge of technology, electronics, and relevant-to-GMS embedded systems—or has related experience that can transfer to GMS situations in context.
Sales development and deployment, including using relevant tools such as SalesForce.com, BGOV, GSA, or other CRM tools.
Experience in creating and implementing successful employee sales training and development plans/programs.
Experience managing large territories and diverse product offerings.
Coaching/mentoring experience with less senior sales staff, in multiple departments
Direct experience in DoD, federal, government, commercial market server, or other related embedded industry experience is required
Qualification Requirements
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.
A proven track record of verifiable sales success in USG, federal or DoD markets
Ability to work collaboratively with employees within the sales function and across functions including Marketing, Manufacturing and Engineering.
Demonstrated problem solving and negotiation skills
Excellent formal presentation skills before both small and large groups.
A demonstrable capacity to keep abreast of new technology trends, relevant trade association(s) needs and possible application to real world projects.
Ability to motivate and lead high performance sales teams to achieve results
Capacity to keep abreast of new technology trends, relevant trade association(s) needs and possible application to real world projects.
Must be detail oriented and balance multiple projects simultaneously in a fast-paced environment
Must demonstrate strong customer orientation
Must possess the ability to successfully plan, prioritize and organize work activities and adhere to strict deadlines follow instructions, procedures, and policies; identify and solve problems
Must be conscientious about assignments and complete work in a timely, accurate and thorough manner
Must demonstrate initiative and ownership of assignments/projects
Must exhibit a professional appearance and behavior and maintain satisfactory performance consistent with expectations of the position and GMS policies
Requires excellent communication skills, both verbally and in writing with executives, colleagues and individuals, internal or external
Must possess strong interpersonal skills, able to effectively interact with all levels of employees and management
Must remain poised, professional and diplomatic under pressure
Strong computer skills with a working knowledge of programs such as Microsoft Word, Excel, Outlook and Power Point, CRM software.
Must possess the ability and desire to encourage and facilitate a positive and productive work environment for all employees
Ability to travel is required
