Area Sales Director - Washington D.C.

Position Summary 

The Area Sales Director (AD) position reports directly to the National Sales Director and oversees and manages a team of Reginal Sales Managers and Account Managers in a defined area of the United States. In addition, the AD may have ownership of two or three Strategic Accounts within their area of focus. The AS\D role reduces number of direct reports to the V.P. of Sales, providing better support and coverage to the team, as well as assisting in management, development, and growth objectives

The AD leads his/her team in the development and implementation of sales initiatives that are consistent with the company’s overall strategy, leads and coaches the assigned team in the development of strong customer relationships and knowledge across multiple levels, and functions by understanding the BK account business model, including vision, strategy, short and long-term goals, financial, business and competitor models. The AD will orchestrate and lead the East Area (Washington D.C.) 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.

The Regional Sales Managers reporting to the AD, maintain their State & Local sales role for specific region/states and work cooperatively with the Dealer channel.

Duties and Responsibilities:

• Responsible for sales efforts that identify major programs within the Regional State and Local Governments and manage 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 required.
• Manage BK 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 in client CRM. 
• Maintains technical proficiency.
• Provides to Product Marketing team current customer and competitor intelligence.
• All duties assigned by the Supervisor.

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. 
• Applicant must be 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 capture experience preferred. 

• Experience Required:
• 5+ years of technical sales (hardware) or sales management experience. 
• 5+ years of experience selling LMR communications systems.
• 5+ years of experience developing sales initiatives 
• 5+ years of experience developing customer relationships
• 5+ years of experience preparing pricing proposals
• 3+ years of supervisory experience

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.
• Able to demonstrate experience, understanding and success in writing and submitting government contracts.
• 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.
• Ability to effectively strategize with the BK 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. 
• Knowledge and experience with the procedures, policies and personnel issuing Grant Monies and Funds to assist customer’s ability to purchase.