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Description
Position Summary:
Bk Technologies is a well-known and frequently honored small business with a 70-year history of delivering technology solutions in the Land Mobile Radio industry (two-way radio). This company competes with great success against the large systems integrators and manufacturers who represent their most frequent competition. We are currently searching for an experienced Sales Professional with a proven track record of defining and executing effective sales strategies in the State and Local Government marketplace. In addition, the ability to take a leadership role in articulating and formulating the sales strategy will be a key ingredient for success. Position reports directly to the Area Sales Director/Area Manager.
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 BK business unit teams to promote a comprehensive approach for the Government client. You can’t sell LMR over the phone. 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 BK account business model, including vision, strategy, short and long-term goals, financial, business and competitor models.
- Orchestrate and lead the extended BK Technologies 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.
Duties and Responsibilities:
- Responsible for sales efforts that identify major programs within the Regional State and Local Governments and manage BK 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.
Requirements
Knowledge & Skills:
· 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.
Education and Qualifications:
· High School Diploma. Bachelor's degree from an accredited institution is preferred.
Experience Requirement:
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
Residency Requirement:
The candidate must reside in the state of Virginia, Delaware, Maryland or Washington, DC
Preferred Qualifications:
· 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.
BK Technologies® is a provider of advanced public safety communications solutions and remains deeply rooted in the critical communications industry for military, first responders, and public safety heroes. Our four guiding principles; growth, tenacious commitment to quality, continuous improvement, and a keen focus on being customer-centric, continuously drive our efforts to be the best partner for our customers, investment for our shareholders, neighbor in our community, and to provide an empowering work environment for our employees.
Benefits:
· Competitive Salary · Health, Life and Long-term Disability Insurance · Annual and Sick Leave · Holidays · 401K Matching Contribution · Employee Stock Purchase Program · Education Reimbursement Assistance
BK Technologies Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. The Equal Opportunity Clause of 41 CFR 60-1.4 and the affirmative action clauses of 41 CFR 60-741.4 are hereby incorporated by reference as though fully set out herein. This contractor and subcontractor shall abide by the requirements of 41 CFR §§ 60-300.5(a)