Director, Federal Sales

EFJohnson Technologies is a subsidiary of JVCKENWOOD Corporation, a leading provider of P25 communications solutions for first responders in public safety and public service, the federal government, and industrial organizations. Our products are marketed under the EFJohnson and KENWOOD brands.

EFJohnson provides wireless communications products and systems for public safety, and commercial, and government customers. We design, manufacture, and market conventional and trunked radio systems, land mobile radio repeaters, and mobile and portable radios, including Project 25 digital radio products.

DIRECTOR, FEDERAL SALES

Develops sales strategies and execution tactics to ensure business in the Federal market sustains optimal growth. Through the Federal Sales team, Manufacturing representatives, and as an Individual contributor, develop the federal account to ensure meeting or exceeding quota continuously. Establish optimum Federal agency contacts to ensure infiltration into the Federal government procurement process. Manage and deliver sales to the U.S. government Departments throughout the country. Develop and implement a business plan for the federal market opportunities. Establish a presence in Washington, D.C. to grow relationships with agencies, major contractors, and political contacts.

ESSENTIAL FUNCTIONS:

• Develop and implement sales strategies for products and systems opportunities to various U.S. federal agencies.
• Grows federal business for the company to achieve continuous growth in the market while maintaining profit margin and remaining within the operating expense budget.
• Plans, develops, and coordinates marketing and sales strategies for federal government operations and to match budgetary forecast.
• Develops, recommends, and implements Sales department programs, procedures, and goals to align with company adjectives, communicates objectives to Federal Sales team.
• Contributes to the formulation and validation of corporate objectives and business plans.
• Serves as a leader within the industry. Maintains knowledge of industry trends and translates to effect within the organization. Recommends changes in strategy as required.
• Manages the Federal Sales team and Federal Manufacturing Representatives; establishes sales quotas for individuals and the entire department. Communicates to VP, Regional Sales relative to achievement of these goals.
• Develops, communicates, and delegates position responsibilities and objectives to department. Appraises performance of Federal Sales staff against position requirements, established goals, expectations, and standards. Provides effective and continuous feedback. Assures the development and direction of a dynamic Sales department which will meet or exceed company goals.

ESSENTIAL FUNCTIONS CONTINUED:

• Oversee the establishment and maintenance of government contracts, including negotiation, administration, compliance matters, and the Federal Sales office.
• Efficiently manage the bid process, collaborating with other departments as necessary.
• Provides Federal Sales department information for decision making and planning to Vice president- Sales.
• Recommends new products and product modifications to assure customer satisfaction and market growth.
• Capable of personally handling “house accounts” as necessary.
• An entrepreneur within position or industry, requiring commanding presence and dynamic qualities.
• Developing sales forecasts, budgets, quota’s business plans.
• Travel as required, both air and ground.
• Exhibits desirable and appropriate professional behavior including leadership, sense of urgency, independent judgment, teamwork, ability to get along with others, creative thinking, and personal integrity to provide for a cohesive, productive unit dedicated to the achievement of corporate goals.
• Agrees to abide by and enforce the established Approval Matrix.

REQUIRED EDUCATION AND EXPERIENCE:

• College degree in related field.
• Master’s Degree preferred. (MBA)
• Extensive knowledge of Public Safety and Public Service industry and business operations.
• Radio Products industry knowledge.
• 5-10 years related progressive industry experience in leadership roles.
• Experience in establishing and developing effective sales teams.
• Serving in leadership capacity within industry.
• An entrepreneur within a position or industry, requiring commanding presence and dynamic qualities.
• Developing sales forecasts, budgets, quotas, business plans.
• Developing and delivering presentations, both internal and external.
• Designing and developing sales organizations that are models for success within the industry.
• 3-5 years Federal LMR Business experience.

COMPETENCIES:

• Ability to develop constructive and effective working relationships within and outside the organization.
• Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts. Ability to create and deliver powerful and effective presentations.

COMPETENCIES CONTINUED:

• Ability to work in a complete customer satisfaction environment.
• Ability to plan, lead, motivate and develop staff. Highly developed skills in leadership, including setting sound objectives, developing and administering measurement tools and providing feedback effectively.
• Proven ability to operate as entrepreneur within organization and instill this in others.
• Function effectively as part of Sr. Management, and execute strategically.
• Demonstrated ability to develop programs, procedures and staff which are customer focused and the ability to instill this quality in others.
• Highly effective time management and organizational skills, with the ability to instill these qualities in others.
• Proven ability to exercise sound judgement both in sales, leadership and as part of a management team.
• Ability to develop a strategic sales plan in conjunction with the overall corporate strategic plan. Proven ability to generate strategic thinking from sales staff and instill ability to carry out tactics associated with the plan.
• Demonstrated ability to design, communicate and execute effective forecasts and budget.

TRAVEL:

• 50-75%

EF Johnson Technologies is an Equal Opportunity/AFFIRMATIVE ACTION Employer who values diversity and inclusion in the workplace. It is the policy of this company to provide equal opportunity with regard to all terms and conditions of employment. The company complies with federal and state laws prohibiting discrimination on the basis of sex, race, color, religion, creed, national origin, disability, veteran status, age, sexual orientation, gender identity, genetic information, pregnancy, or any other protected characteristic.