DoD Sales Manager--Eastern US

Reference Number: 2623D
Location: East Coast residency

Respond with resume to dab@photonicsgrp.com

 

Role/Summary

Develop DoD and Prime customer acquisitions, annually increase customer base and revenue growth targets while keeping the company competitive and innovative. You will be responsible for expanding customer base, efficiently managing customer business, maximizing company's sales potential, crafting sales plans and justifying those to plans to the upper management.

 

Essential Functions (to include but not limited to)

  • Ability to nurture and develop DoD Program Office relationships expanding exposure to key personnel and information
  • Strong understanding of Federal Business Opportunity website (and others) with ability to use the tools at an advanced interactive level
  • Ensure contracts and proposals are properly entered into organizational databases and securely maintained
  • Maintain deadlines on deliverables and communicate on an ongoing basis with business partners and internal clients about sales opportunities and issues
  • Possess ability to systematically analyze complex problems, draw relevant conclusions and implement appropriate solutions
  • Strong verbal and written skills, and ability to convey complex information in a way that others can readily follow.
  • Develop plans to acquire new customers or clients using past contacts, business directories, staying abreast of market news, following leads from existing clients, through direct sales techniques, attending conferences and trade shows, web searches and business-to-business marketing visits
  • Designing and implementing a strategic sales plan that expands company’s customer base and ensure its strong market presence
  • Identify emerging markets and market shifts while being fully aware of new products and competition status
  • Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
  • Present sales, revenue and expenses reports and realistic forecasts to the management team
  • Analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.
  • Work closely with the Contract Specialists to share customer issues, timing requirements
  • Negotiate prices and terms of sale and service agreements
  • Prepare sales contracts and submit orders for processing
  • Demonstrated intermediate to advanced knowledge of Microsoft Office products including Word, Excel, PowerPoint, and Outlook.  Must be able to proficiently input, monitor and manipulate data within these tools

 

Other Job Functions

  • Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations
  • Answer customers' questions on pricing, availability, and product uses
  • Project sales and determine the profitability of products and services
  • Achieving growth and hitting sales targets by successfully managing customer/client base
  • Attention to enforcement of organizational principles of integrity and compliance
  • Support the development of standards for contracts
    • Perform appropriate research to support proposal and contract development
    • Sales managers will work closely with managers from other departments to focus on customers’ requirements and develop programs to grow business.
    • Fully engaged in organizational contract development and management activities
    • Assure accuracy and appropriateness of in all correspondence internally and with customers
    • Develop and execute negotiation strategies that minimize potential losses and benefit
  • Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns
  • Monitor customer preferences to determine the focus of sales efforts
  • Resolve customer complaints regarding sales and service
  • Help customers select products based on the customers' needs, product specifications, and regulations

 

 

Important Qualities

  • Analytical skills. Sales managers must collect and interpret complex data to target the most promising customers, markets areas and/or demographic groups, and determine the most effective sales strategies.
  • Communication skills. Sales managers need to work with people in other departments and with customers, so they must be able to communicate clearly.
    • Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale. When helping to make a sale, sales managers must listen and respond to the customer’s needs.
    • Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.
    • Self-confidence. Sales representatives must be confident and persuasive when engaging with executive levels and in making sales presentations.

 

Basic Qualifications

  • Must pass background check and appropriate drug testing
  • English proficiency
  • Must be 18 years of age
  • BS degree in business administration or a related field
  • Prior work experience in a contract administration role (contracting)
  • Proven proficiency in utilizing and interpreting financial models and analyses
  • 2 or more years of experience in business or financial analysis, demonstrating the ability to develop, analyze and interpret reports and/or metrics
  • Proven knowledge of contract and service delivery systems, terminology and processes
  • Previous experience of various customer contract systems servicing the US Government and/or the US military departments

 

Preferred Qualifications

  • Experience with CRM systems
  • MS degree in business administration or a related field
  • Successful previous experience as a sales representative or sales manager, consistently meeting or exceeding targets
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
  • Proven ability to drive a sales process from plan to close
  • Demonstrated strong business sense and industry expertise

 The Photonics Group
Call us at 919 479 1941