Regional Sales Manager – Southern California

Pivit Group•West Melbourne, FL

About The Position

The Regional Sales Manager has sales and account management responsibility to develop and grow the State and Local Government market at the executive levels within multiple State and Local organizations and agencies. This includes understanding the needs of the Public Safety Government Market by segment i.e. State Police, Department of Transportation, Emergency Management Office and other major related elements of the State and/or Local Government. The individual in this role will be a Land Mobile Radio industry expert to provide information, direction and input to business unit teams to promote a comprehensive approach for the Government client. The candidate will: Develop and implement sales initiatives that are consistent with the company’s overall strategy. Develop strong customer relationships and knowledge across multiple levels and functions by understanding the account business model, including vision, strategy, short and long-term goals, financial, business and competitor models. Orchestrate and lead the extended 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.

Requirements

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
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.
Self-motivated with the ability to solve problems.
Creativity to envision new products, services, and applications.
Bachelor's degree from an accredited institution.
5+ years of technical sales (hardware), sales engineering, or sales management experience.
5+ years of experience selling and/or designing LMR communications systems.
5+ years of experience developing sales initiatives
5+ years of experience developing customer relationships
5+ years of experience preparing pricing proposals
The candidate must reside in the state of California.

Nice To Haves

Master's degree preferred (MBA, MHA, MPH or equivalent).
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.
Must be able to demonstrate experience, understanding and success in writing and submitting and WINNING large government contracts.
Prefer 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.
Must have good work/life balance skills.
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.
Must be a motivated self-starter.
Knowledge and experience with the procedures, policies and personnel issuing Grant Monies and Funds to assist customer’s ability to purchase.

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.
Maintains technical proficiency.
Provides to Product Marketing team current customer and competitor intelligence.
All duties assigned by the Supervisor.