Government Sales Specialist - Military

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.

SUMMARY:
Responsible for all Government Military Sales, actions and results for the US Military. Consistently increase Military Sales, by ensuring we are engaged with every procurement avenue available.

 

COMPANY OVERVIEW:  Dover’s Vehicle Service Group is the global leader in designing and manufacturing vehicle service, collision and automotive OEM equipment. It is one of the founding companies of Dover Corporation, an eight billion dollar diversified global manufacturer. VSG consists of fifteen leading vehicle lifting brands (Rotary, Forward, Blitz, Ravaglioli etc.), collision repair (Chief), wheel services, diagnostics (Butler, Rotary, Chief and Ravaglioli) and tier-one automotive brands (Warn Automotive) with operations worldwide, including regional business operation centers and large manufacturing facilities in the U.S., Europe and Asia.

 

ESSENTIAL JOB FUNCTIONS INCLUDE:

• Frequent overnight travel (by vehicle or by air) away from home.
• Have phone, written and personnel sales contact with all forms of Military contacts.
• Make end-Users calls to support sales efforts of all Military branches.
• Establish relationships with active Military procurement officers.
• Establish relationships with all current forms of sub-contractors for equipment sales to the Military.
• Understand business climates in the Military by analyzing business trends and by thorough communication with all types of customers.
• Understand competitors in a given region or territory and utilize that information to have business plans to combat competition or seek them as customers.
• Help establish sales goals and projections for Military sales
• Prepare and utilize a business contact agenda on all contacts.
• Have a thorough knowledge and understanding of all performance reports and reporting metrics.  Be able to present those metrics to customers and or management.
• Highly efficient utilization of salesforce automation tools of PDA, Computer, field presentation projector, field cameras, etc. 
• Understand all pricing practices, discount procedures and how they impact profitability by product.
• Whenever deficient, work with the Regional Managers to establish and develop new distributors to provide high quality installation and service for the Military. 
• Be efficient with the computer.  Seek to have a skill level of 7 or above (out of 10) in PowerPoint, Excel, Word, Outlook and other existing software utilized by company.
• Maintain appropriate budget and understand the allocation as it relates to the percent of sales.  Access monthly budget expenses via the internet and make adjustments as necessary.
• Utilize and navigate within internet to communicate, review and gather competitive information, conduct business travel reservations.
• Forecast Military sales budgets utilizing corporate software.
• Manage Miliary Sales
• Provide communication on sales performance and activities to management via a brief summary(s) as requested and in monthly summary(s).
• Provide timely communication with supervisor on all events in the marketplace that could affect the company.
• When internal action is required to resolve a challenge, communicate needs to appropriate parties to facility resolution.
• Provide product/technical knowledge for Rotary and competitive products to the Military.
• Report early product quality and/or service issues to Rotary via email or monthly reports.
• Coordinate trade show that fall within the region and implement equipment and set-up work for the show and tear down the equipment.
• Conduct sales training in the field, or at national meetings and at the schedule training classes held at corporate facilities.   
• Required to have product knowledge of the entire VSG portfolio of products.

 

JOB SPECIFICATIONS:

• Education: High School Diploma or GED
• Abilities: Must have strong speaking and written communication skills, strong leadership skills and be decisive. Must be computer literate.
• Experience: Minimum five years sales and/or sales management and direct supervisory experience, with the Military. Background managing Military sales, or Government sales.
• Supervision: Works under own initiative with a minimal amount of guidance.
• Responsibility: Responsible for the actions and results of Military or Government sales within the region,