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VP Government Sales at ExecuNet

VP Government Sales

ExecuNet Richmond, VA Full-Time
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Identifies, manages, and closes contracts government procurement opportunities for Company.  Leads Company’s government procurement efforts primarily at the federal level, focusing on the U.S. Departments of Health and Human Services, Defense, and Veterans Affairs.  Expands sales with procurement agencies and departments with state and selective local governments.  Devises and executes successful strategies that sell the company’s products and solutions to the government customer base, driving contract growth, and collaborating with applicable business units’ sales organizations to drive value and revenue growth with federal and selective state and local government customers.  Supports related international business opportunities that may develop as a result of federal agency relationships.  Enhances Company’s presence and brand recognition with government entities by establishing influential relationships with key stakeholders. Supports products and services from Company business units, including managing a portfolio of integrated solutions addressing critical issues for these government entities.

Core Responsibilities

  • Responsible and accountable for short and long-term revenue growth, profitability, and retention for the company’s federal, state, and local government customers.
  • Develops Company’s go-to-market strategy for government procurement, and provides leadership to achieve a differentiated value advantage related to federal, state, and select local governments marketplaces.
  • Implements Company’s sales and customer relationship management best practices in the government marketplace.
  • Maintains a thorough understanding of federals government procurement needs and provides corresponding input to Company’s new product and services development.
  • Develops and maintains relationships with key decision makers and other stakeholders in the government marketplace.
  • Works collaboratively with the VP, Government Relations and other senior leaders and functional areas to create cohesion of effort in interactions with government entities to advance procurements.
  • Government Supply Chain Management, simplified acquisition procedures, and/or contract management experience preferred.
  • Up to 70% travel required, primarily in the DC Metro area.
  • Performs additional duties as directed.

Qualifying Experience

  • Bachelor’s Degree or equivalent required;  concentration in Sales & Marketing, Business, Supply Chain Management, Healthcare, or other related discipline preferred
  • 15 or more years of government sales or related experience, with track record of success securing government contracts particularly with DHS, DOD, VA, and/or related agencies
  • 10 or more years of sales management and business development experience
  • Or any combination of relevant education and experience to meet the above requirements

Knowledge, Skills & Abilities

  • Track record of success selling to the federal government, particularly at the Departments of Health and Human Services, Defense and Veterans Affairs, and/or related agencies
  • Experience with state government / related agencies sales
  • Strong understanding of industry and demonstrated knowledge/capabilities in the areas of financial analysis, matrix management, legal and ethical practices, marketing and sales.
  • Familiarity with government bid and contracting regulations, including the Federal Acquisition Regulations (FAR) and similar regulations
  • Effective critical thinking and problem-solving capabilities.
  • Consultative and results-oriented approach.
  • Excellent planning, organizing and leadership skills.
  • Proven ability to develop and lead high-performance teams.
  • Excellent verbal, written and executive presentation skills.
  • Excellent customer orientation.
  • Excellent contract negotiation skills.

Recommended skills

Business Development
Revenue Growth
Government Contracting
Customer Relationship Management
Sales Management
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