Program Sales Manager, Channel Management - Strategic Initiatives

NATIONAL INDUSTRIES FOR THE BLIND•Alexandria, VA

63d•$74,542 - $93,177•Remote

About The Position

To work with the assigned strategic accounts to grow NIB commodity sales within assigned accounts. Includes specific account management, account growth and business development activities of assigned accounts, and specific project assignments with a purpose of meeting NIB’s annual product and growth goal targets.

Requirements

Bachelor’s degree (B.S/B.A) or related discipline. A combination of education and experience may also be acceptable.
5 years’ selling experience to the Federal Government, GSA Schedule Holders, and/or State Account and local government experience. Knowledge of commodity wholesalers and commodity dealer network is required.
Experience working with key distributors and assigned federal accounts (AbilityOne experience is a plus) and demonstrated knowledge of implementing sales-growth plans, conducting effective business reviews, developing relationships with key leadership, program managers and field-sales representatives to better drive and increase business.
Experience calling on Senior Sales Leadership, Program Managers and Decision Makers of assigned organizations that develop sales strategies that will increase visibility and market penetration for NIB products and services and strengthen NIB’s strategic relationships.
Superior written and verbal communications, analytical skills, and the ability to develop & convey concepts to maximize increased commodity representation/contract addition and business & product development opportunities in alignment with NIB corporate strategy.
Ability to gain internal support, operate independently with limited supervision, and establish a solid working relationship with staff, peers, partners, and customers, while displaying a high degree of tact and diplomacy is required.
Experience with Federal Contract Holders and commodity product distribution knowledge to expand military and government purchases via Authorized Distributor selling vehicles.
Ability to work with corporate decision makers within strategic accounts to drive business and partnerships.
Ability to collaborate with NIB internal personnel and departments to develop strategies to increase employment and accelerate Blind Work Years (BWY).

Nice To Haves

Experience and knowledge of the AbilityOne Program regulations, policies, procedures, and commercial distribution practices is desired.
Access to federal supply systems and military background is a plus.

Responsibilities

Communicate the AbilityOne product offering, developing, and supporting business strategy, marketing activities, cultivating new customer relationships to assigned accounts including AbilityOne Authorized Distributors, federal accounts, and special accounts assigned related to projects in their portfolio, to increase sales of products.
Create plans for identified accounts to include goals, forecasts, key decision maker matrix and key areas of partnership. To include strategic plans and account management plans.
Increase sales of NIB Commodities and NIB products (over 3,000 office products, MRO and Jan/San products) within these strategic accounts by working in conjunction with the identified goals and strategy parameters of these accounts with effective go-to-market strategies.
Develop a thorough knowledge of the customer organizational and operational structure and identify and develop relationships with the key personnel who can influence buying decisions.
Strategic channel initiatives development to support growth, account penetration and forecasting.
Experience with teaming strategies for GSA Schedule Holders to support the offering of our products and services.
Plan and conduct all necessary pre-work to execute meaningful Quarterly Business Reviews (QBR’s) with assigned portfolio of accounts. This pre-work includes gathering all pertinent data points from both NIB’s ETS & Channel Operations Team. The main purpose of QBR’s is to analyze current selling trends, gather general sales intelligence (Federal Markets Spending Trends, Overall Business Trends) that effects NIB Program Mission. Key Personnel, both from assigned accounts and internal NIB stakeholders, are to be included in these meetings, including VP Level & Program Managers that drive business along with NIB Executive Leadership, Channel, Product Management, Business Development teams.
Develop close relationships with assigned Federal Agencies and contracting officers to influence any/all contract publications where AbilityOne language and products are represented. Also, maintain and monitor AbilityOne product additions to any applicable federal selling contract vehicles.
Track assigned portfolio performance and key metrics – account sales, YoY performance, challenges, opportunities, weaknesses & strengths (SWOT). Identify opportunities and provide feedback to all stakeholders.
Serve as a trusted advisor, confidant, and sales strategy leader to assign portfolio of accounts.
Build, grow & foster relationships and partnerships between NIB & assigned Distributor Portfolio as well as assigned federal agencies.
Participate in assigned account portfolio sponsored events, forums, tradeshows and Federal Agency seminars and meetings.
Analyze quarterly sales report data (movers/non-movers) to strategically position NIB commodity products in selling vehicles requiring improvement.
Review & monitor assigned account portfolio GSA modifications for pricing adherence and product coverage additions.
Work closely with the Services and Products department of NIB to ensure any opportunities are promoted within assigned portfolio of accounts.
Knowledge of CRM tools – preferably Salesforce.com to maintain all contact and account profiles, work history and project opportunities.
Knowledge of sales tools to support assigned portfolio of accounts, to include Salesforce, GSA eLibrary, Beta.Sam.Gov, Govwin, Govspend, Bloomberg Government/other.