Job Reference No. 101115

Sales Manager - Marketing, Business Development and Sales
Washington DC and Eastern US

About the company
The company, with headquarters in San Diego, California, is the leading innovator in “Shaping the Future of Sound”. Our concepts in directional acoustic technology, and next generation intelligibility for government and commercial long range hailing and communication markets, set new benchmarks in performance, cost-effectiveness, reliability, and customer satisfaction.  Our award-winning advanced sound system technologies create unique solutions for our customers through our branded, OEM and licensed products.

 

Job Description
This position is focused on regional marketing, business development, and sales performance in the government and commercial sectors for Washington DC and the Eastern US.  The Sales Manager will be responsible for executing an integrated marketing and business development strategy that leads to fulfillment of all sales quotas. They will work within a performance-based team managing select representatives and specialized sales networks, continuously building and refining front-end business operations to maximize the company’s revenue and profitability within the assigned Washington DC and Eastern US region.

 

The Sales Manager assures full-spectrum support to all assigned customers - assisting their familiarity with, and their understanding and development of concepts of operation in the use of the company’s products and services. The Sales Manager will assist customers with RFIs and RFP shaping and development to assure complete sales and service provision, and all manner of follow-on sales support with ref to any and all company products and services as may be desired.

 

The Sales Manager is a proven leader in marketing, business development and sales. The Sales Manager is a recognized professional focused on building long-term quality customer experiences with the company. The individual selected will generate new and follow-on business opportunities directly through established and developing customer relationships with the company, and indirectly and directly through the company’s representatives and sales networks in the region. The Sales Manager is a positive team player, and a team supporter, who has the proven ability to close - and assist others on the greater company team in their closings.

 

The ideal candidate will have proven ability in managing complex marketing, business development and sales activities in a diverse sales territory, with a very diverse customer set, across small to large accounts. The Sales Manager will foster close and successful coordination and cooperation between customers and the company’s regional representatives and sales networks on a regional and local basis, as well as on a case-by-case sales basis. The individual we hire will be an expert in sales forecasting, quota assignment and attainment over short, mid and long-term timelines. The individual will understand and proactively manage total through-funnel sales and capture operations to achieve assigned threshold, objective, and stretch booking targets.  
 
Responsibilities:

Identify and develop opportunities for business expansion with the US government (including prime contractors and associated industry partners) and commercial customers 

Generate new business through the company’s representative and sales networks, targeted surveys, focused prospecting, cold calling, direct relationships, and networking

Negotiate business deals to completion - be a closer.

Identify customer needs and utilize strategic, conceptual and solution-based selling in execution of the company’s technology, product, and service market penetration and growth strategies

Develop and maintain vertical customer and end-user business relationships within the US Government and Commercial markets

Vigorously manage and pursue a full range of business opportunity development and capture efforts to closure on a routine basis

Bring proven experience in a technical sales environment working with multiple decision makers and influences during various sales cycle as may be required based on region, customer, or specific opportunity requirements

Own sole accountability for customer satisfaction and business growth within target market - “responsible for all things that happen, and don’t happen” in the assigned region

The company ATC is a publicly held company, therefore this position may have additional Sarbanes-Oxley (SOX) responsibilities

 

Who we are looking for

Language: Fluent in English and one other language

Five years (ten desired) in direct selling and mid-to-senior level management experience in government sales (including defense primes) and commercial technology markets in the Washington DC and Eastern US region.

Proven ability to properly and routinely interface with C level executives and equivalent USG

Experience in leveraging sales to key decision-makers within both the government and commercial sectors with emphasis on long-term relationships and follow-on sales

Extensive experience in developing and executing comprehensive marketing and sales plans for new products in existing, adjacent, and new markets

Professional traits: Properly/professionally assertive, proactive, positive, results-oriented with excellent closing skills and techniques

Sales skills: Detailed market analysis leading to focused prospecting, identification, categorization, qualification, and development of near-to-far term opportunities

Interpersonal Skills: Excellent verbal, and non-verbal presentation with highly professional closing

Computer skills: Full capability with Microsoft Office applications and VPN environments

Extensive experience in account management, channel management, renewal sales, consultative selling, managing sales cycles, and maintaining client relationships

Ability to negotiate large complex contracts in accordance with corporate guidance and policies

Demonstrated history of closing business opportunities and building long term relationships (consistently meeting and/or exceeding quota)

Attention to detail, excellent organizational skills, superior time management skills, and ability to work with minimal supervision are essential

The ability to work well in a dynamic, fast-changing environment

Military background required

Previous experience selling into government agencies as a prime vendor desired

College degree is required - business and/or technical degrees preferred.

Must be able to lift 50 pounds unassisted on a routine basis

Must be able to work indoors/outdoors without medical or physical restriction

 

What’s on offer
We provide a rich environment for learning, competitive compensation, and excellent benefits. We are committed to workforce diversity, and we are proud to be an equal opportunity employer.

 

For further info, email apply[at]smexec.com with the Job Reference No. on the subject line or call 866-542-7634.