Regional Federal Sales Manager
Houston, TX 77067
POSITION PROFILE
Provides leadership, strategic direction and ensures that the Federal Sales organization achieves business-plan objectives. Assist in coaching, motivating, training and advising the Federal Government sales representatives to attain both short and long-range goals and objectives for sales and profit growth. Operate within broad, generally accepted guidelines. Ensure compliance and participation with all Vendor, Federal, GSA, and related guidelines via the Senior Manager, Federal Operations and the Federal Contract Specialist(s).
JOB DUTIES AND RESPONSIBILITIES
Drives sales activities through the Federal Sales Professionals.
Rolls up and inspects Federal sales forecast from assigned Sales representatives
Provides leadership and strategic direction to the Federal Sales representatives.
Provides strategic direction which impacts IKON critical success factors including but not limited to Federal sales headcount, equipment contribution, Federal sales rep productivity, performance management, lease percentage rate, equipment gross margin, Federal sales turnover, equipment placement market share, percent of connected product sales, focus product placements, percent of contracts sold with aftermarket and Federal sales team budgets.
Models a positive attitude and sets an example of an aggressive pace in goal achievement.
Communicates Federal sales-related policies, procedures, processes related to sales activity, account strategy, pipeline development and Federal sales management.
Ensures that at all times, business conducted within the sales organization is of the highest ethical and professional standards.
Responsible for communicating, implementing and complying with the national sales compensation plan. Inspects the administration of the plan at the team level. Provides feedback to Corporate on sales compensation plan effectiveness and design relative to Federal Sales.
Integrates sales activity across business lines wherever possible in strategizing with Federal Sales
Responsible for the development of high potential Federal sales professionals including effective search, hiring, performance management, coaching, career opportunity development and succession planning.
Conducts RaPs with Federal sales representative, and executed the SMART process.
Fosters a learning organization for the sales team; directs and performs sales training activities in the region: reinforces the sales training continuum; drives participation and execution.
Participates in sales calls and Integrated Account Reviews, responsible for building strategic relationships with key accounts.
Communicates “upward” the market trends, customer attitudes, competitive intelligence and needs of the Federal sales organization.
Develops Federal pipeline accuracy and completeness.
Holds Federal Sales organization accountable for achieving profitable revenue and other key performance metrics.
Interacts with Area management and the sales organization to plan, advise and review progress in achievement of Federal sales objectives
Conducts regular Area visits to evaluate the performance of the Federal Government Sales Professionals against goals, performance measurements and metrics; provides guidance and advisement to the senior management team on improvement opportunities within the Federal vertical.
Participate in Federal Government bid responses in coordination with Area's sharing best practices from previous bids and wins.
Subject matter expert for the field.
Provides education to the sales team on how to work with the Federal government.
Create and maintain a national bid desk for government transactions.
Work with Vendors to secure programs and pricing specific to government opportunities.
Responsible for the development and reporting of monthly/quarterly metrics on the Federal government portfolio.
Responsible for defining, developing and providing information to the field on process and procedure for selling into government accounts.
Performs other duties as assigned.
Financial Responsibility:
Has direct responsibility for approximately $5 million to $20 million in revenue and associated gross profit and contribution.
Responsible directly for 5-10 employees
Attainment of the Corporate Federal revenue goals relies upon execution made by the incumbent. Decisions made involving diverse issues such as market penetration strategies and dealing with competitive pressures can affect the profitability of the entire Federal Sales organization.
QUALIFICATIONS (Education, Experience and Certifications)
Four-year College degree or equivalent experience required.
Requires a minimum of 7 years working experience in Federal sales
Minimum of 5 years experience selling into government accounts.
Project management experiences a plus.
Proficient in Microsoft Office (Word, Excel, Access and PowerPoint).
Apply On-line
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