Navy/USMC Senior Sales Manager

Navy/USMC Senior Sales Manager

The Navy/USMC Senior Sales Manager drives revenue production and account penetration for a portfolio of named Navy/USMC accounts and manages other Navy/USMC account managers. Additionally, the Navy/USMC Senior Sales Manager works closely and provides guidance to program managers to support the company’s strategic goals to win named Navy/USMC programs.

Location: Portland, OR preferred; Remote acceptable (Not NY, CA, MN)

We Take Care of Our People:

Paid Time Off I 401K with Employer Match and Profit Sharing I Health and Wellness Benefits I Learning and Development Opportunities I Referral Program I Competitive Pay I Recognition I Employee Stock Purchase Plan I Inclusive & Supportive Culture

Your Challenge:

• Drive profitable sales growth for a portfolio of PacStar products into Navy/USMC, and other accounts as assigned

• Own sales process from prospecting to closure

• Maintain key accounts, establishing relationships with Program Managers, Senior Officers, and other key decision makers

• Gain trust of Subject Matter Experts (SMEs), who make influential technical decisions

• Establish a trusted partner relationship with customer at all influence and decision-making levels

• Drive the sales of PacStar manufactured products/services, integrated solutions, and selected manufacturers’ products/services, through advanced solutions selling techniques

• Develop account strategies and implement the tactical plans

• Effectively communicate strategies and plans with leadership, subordinate Account Managers, Inside Sales group, and supporting organizations (engineering, customer service)

• Manage accounts and transactions across multiple customer locations and operating organizations within the territory

• Work closely with the Federal Program team to ensure effective nationwide account management, where appropriate

• Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses and other performance metrics

• Provide account leadership on development of responses to RFP's, RFI's, OTA’s,and unsolicited proposals

• Stay abreast of developing and leading-edge solutions, products, and services

• Provide responsive, timely, and thorough resolution of customer escalations

• Demonstrate understanding of key business drivers for customers (understand their business)

• Implement strategic and consultative selling methodologies to drive revenues

• Conduct regularly scheduled territory /account reviews with Sales Management

• Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required

• Travel regularly within your region establishing a schedule of sales calls to existing and new customers.

• Involvement in Trade Shows and other functions deemed to be in the best interest of development business within the region

• Other duties as assigned

What you bring:

• 10+ years’ successful sales and account management experience selling into Navy/USMC

• Strong understanding of Navy/USMC Programs

• Understanding of CRM tools and the value of data integrity

• Proven track record of quota achievement required

• Have managed and grown a sales team

• Working knowledge of DoD/Federal contracting processes

• Working knowledge of voice, network, data, security products and solutions

• Cisco experience preferred but not required

• Excellent verbal, written, presentation and interpersonal skills

• Strong organizational and negotiation skills

• Ability to work well with the team

• Sound decision making and problem-solving capabilities

• Ability to present professional image of self and Company

• Ability to handle customer inquiries and escalations professionally

• Thorough knowledge of computer and