Commercial Lead, Sales/Account Manager

L3HHCM20•Phoenix, AZ

1d•Remote

About The Position

Reporting to the Director of Sales, the Sales Account Manager – Commercial Market is responsible for the full cycle of business development and sales of Integrated Vision Solutions’ (IVS) products and services. Essential Functions: Within the assigned territory of the US Domestic Commercial Market that focuses on the State/Local Law Enforcement, First Responders, Fish & Game, and State Parks market, the Sales Account Manager is responsible for prospecting and closing on sales opportunities, developing and maintaining customer relationships, developing customer needs and requirements, and aligning customer opportunities with IVS products and services. Develop Business-to-Business sales channels to ensure US domestic-wide market penetration, establishing distributor and reseller relationships that will achieve comprehensive commercial market engagement. Orchestrate the overall customer experience occurring within the assigned territory, ensuring channel partners maintain high levels of end customer satisfaction during and after the sale through the execution of all program and product delivery. Lead market engagements with a sense of urgency and initative to develop and drive sales opportunities through the sales stages to closure. Identify, validate, and monitor market budgets, and work closely with channel partners and end users to drive procurement opportunities through all phases of the buying process to contract award. Develop and execute detailed account plans to achieve sales objectives; developing and forecasting monthly, quarterly and annual sales, projecting expected sales volume and profit for existing and new products and services. Implement sales action plans that achieve market growth and expansion of assigned territory. Determine annual unit sale plans by implementing marketing strategies and analyzing trends and results Recommend product pricing monitoring competition and market conditions. Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies Participates in trade shows and other events.

Requirements

Bachelor’s Degree and minimum 9 years of prior relevant sales experience. Graduate Degree and a minimum of 7 years of prior related sales experience. In lieu of a degree, minimum of 13 years of prior related sales experience.
5+ years of experience working within State/Local market with comprehensive understanding of departments’ process for developing needs, securing funding resources and executing procurements.
5+ years leading sales activities through channel partners, distributors and resellers.

Nice To Haves

MBA is prefered
Knowledge of State and Local Public Safety requirement development, budgeting, buying and procurement processes.
10+ years of direct, full-cycle sales experience
Proven track record in the uncovering, pursuit and closure of new sales opportunities; expansion of sales with existing customers and markets; meeting/exceeding quotas.
Full-cycle direct sales experience with a concentration in technical and Government sales (this does not include program management or account management)
Excellent analytical and critical thinking skills
Display exceptional negotiation and persuasion skills
Ability to develop and present high quality presentations to all levels of a customer organization
Possess first-rate public speaking ability
Show excellent verbal and written communication skills
Owns strong interpersonal skills and active listening skills
Demonstrate excellent organizational and time management skills; able to multi-task
Exhibit superior complex problem solving and decision making
Strong computer skills and proficiency in sales software programs
Have exceptional customer service skills
Display a desire to assist in developing a sales organization
Practice sound judgment
Demonstrate the ability to effectively manage financial resources

Responsibilities

Prospecting and closing on sales opportunities
Developing and maintaining customer relationships
Developing customer needs and requirements
Aligning customer opportunities with IVS products and services
Develop Business-to-Business sales channels to ensure US domestic-wide market penetration, establishing distributor and reseller relationships that will achieve comprehensive commercial market engagement.
Orchestrate the overall customer experience occurring within the assigned territory, ensuring channel partners maintain high levels of end customer satisfaction during and after the sale through the execution of all program and product delivery.
Lead market engagements with a sense of urgency and initative to develop and drive sales opportunities through the sales stages to closure.
Identify, validate, and monitor market budgets, and work closely with channel partners and end users to drive procurement opportunities through all phases of the buying process to contract award.
Develop and execute detailed account plans to achieve sales objectives; developing and forecasting monthly, quarterly and annual sales, projecting expected sales volume and profit for existing and new products and services.
Implement sales action plans that achieve market growth and expansion of assigned territory.
Determine annual unit sale plans by implementing marketing strategies and analyzing trends and results
Recommend product pricing monitoring competition and market conditions.
Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
Participates in trade shows and other events.