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VP of Government Sales

ExecuNet Melville Full-Time
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SUMMARY:   

The Vice President of Government Sales is responsible for all aspects of Federal and State Government business to ensure maximum sales and margin growth, productivity, compliance and customer retention. This position will oversee the Sr Manager Federal Government Accounts and the State Government team managers. They will represent Government Accounts in cross-functional initiatives to ensure company strategic alignment and program execution. They will develop multiyear strategies for Government program to align critical capability and investment requirements.   

DUTIES and RESPONSIBILITIES:  

  • Manages Sr Manager Federal Government Accounts, State Government team managers and Government Contracts manager in all phases of Government account program development and execution to ensure maximum sales and margin growth, productivity, compliance and customer retention.
  • Builds comprehensive short and long term strategies and plans targeting Federal Government & State Accounts and Strategic Programs to ensure proper market penetration and that the programs are in line with Company Strategy.
  • Builds and Fosters high level relationships within key Federal & State Gov’t organizations & cooperatives to develop long term retention, penetration & growth opportunities
  • Prepares and delivers high level sales presentations to key influencers and decision makers that address the existing or new customer’s needs and leads to sales/margin growth and customer retention.
  • Manages the Government contract management function to develop appropriate cross functional processes working closely with sales operations and other critical cross functional areas resulting in shorter sales cycles and increased contract adherence leading to higher levels of profit. 
  • Oversees & approves execution and development of proposals necessary for targeted business opportunities. 
  • Coaches leaders in all aspects of sales process inclusive of effective insight selling, activities, meeting & pipeline management within Sales force resulting in shorter sales cycle, improved time to money and increased win rates for strategic Government program sellers
  • Works closely with Financial Planning on program/contract profitability and manages team to meet contribution margin targets
  • Represents Government program in cross-functional initiatives with peers to ensure goal alignment and optimal levels of program execution
  • Establishes and maintains a working relationship with key Company Marketing, IS, E-Commerce, Credit, HR, Product, and Accounting department leaders and associates to keep abreast of current and new products/services.
  • Develops annual sales and profit budgets, established key operational and program metrics, presents Government program results to executives monthly and quarterly, and drives appropriate adjustments to achieve targets.
  • Effectively aligns the relationship between Federal and State sales leaders and the field sales organization.
  • Performs all duties inherent in the role of Company Manager as defined by the Company Code of Conduct including hiring, termination, review, and development of associates. 
  • Leads company level cross functional or specific teams as required.
  • Fosters the Company Culture in the department and throughout the company to ensure fulfillment of Company’s vision and unity of purpose.
  • Participation in special projects and performs additional duties as required

EDUCATION and EXPERIENCE:  

  • A Bachelor’s Degree in Business or the equivalent required. Master’s degree preferred.
  • Minimum of 10 years of total sales management experience is required Minimum of five years of Federal Government specific sales management experience is required.
  • In-depth knowledge of Federal Government Contracts & Procurement regulations is required. Knowledge of Public Sector Cooperatives is preferred
  • Knowledge of Company-like product lines and solutions experience is preferred.

SKILLS:  

  • Ability to identify large Government program opportunities and drive a complex strategic account sales process is required. 
  • Excellent contract negotiation skills and understanding of critical legal implications is required Excellent organizational level management, and high- level selling skills are required. 
  • Excellent organizational, time management, leadership, coaching, and team building skills are required. Excellent financial, P&L management skills are required Comprehensive Strategic plan building skills are required Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required. Some knowledge of e-business as it relates to e-procurement is required. Excellent verbal and written communications skills are also required. 

OTHER REQUIREMENTS:  

  • A valid driver’s license and the ability to travel extensively (approximately 35%) is required.
 

Skills required

Manage Sale Team
Business Development
Implement Sale Strategy
Address Prospective Client
Create Sale Plan
Sales Process Training
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Job ID: 580258

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