Sales Manager - Government

[SALARY RANGE $82,000-$90,000]

SUMMARY

Oversees the establishment of strategic sales plans, promotional campaigns, distribution channels and expense budgets in order to attain adequate profit margins, achieve sales growth goals, and enhance the company’s position for assigned DOD bases along with Federal Agencies with a focus in growing the Special Operations Command vertical customers worldwide. Plays a primary role in the development and management of distributors and end users. Utilizes manufacturer’s sales representatives at the distributor and end-user level in attaining growth within the assigned markets. Plans, organizes, and implements sales programs for the region. Responsible to train, develop, and mentor inside and/or outside sales representatives or distributors for the region. The RSM will report directly to the Director of Government Sales (DOS) and coordinate with the Senior Vice President of US Sales (SVP).

PRIMARY DUTIES AND RESPONSIBILITES:

· Develops and manages an annual sales business growth plan consistent with the goals of the Region.

· Manages the regional product sales expense budget and allocations.

· Leads the effort in identifying key channel relationships. Manages and maintains these relationships / channels from concept through implementation and product delivery.

· Develops and implements sales and marketing promotions and programs within channels to drive volume growth.

· Establishes target end user account lists per each account within the assigned region.

· Maintains regular direct communication with accounts via timely visits to their locations; establishes objectives for accounts and reviews actual achievements per objectives.

· Defends against competitive initiatives. Implements “meeting competition” policy and procedures as directed by DOS.

· Compiles data on market pricing for competitive products and submits such data with recommendations for further action.

· Ensures the development and training of sales team in collaboration with the DOS.

· Identifies and directs priorities that assist in the development of programs, tools, and supports requirements necessary to advance the selling effectiveness of the Sales organization.

· Drives product launches and releases for the region through sales channels and accountable for achievement of sales volume and margin goals assigned to the product.

· Evaluates existing market coverage and opportunity and develops plans for each channel to maximize product sales.

· Maintains an up-to-date accounting of team’s sales pipeline (Sales Force).

· Follows company policies and practices as outlined in the Employee Handbook and/or applicable employment agreement. Follows safety guidelines and procedures in accordance with the job.

· Performs additional duties as assigned.

JOB REQUIREMENTS:

· Bachelor’s Degree in relevant field, and/or 5+ years related experience in a fast-paced organization.

· 5-10 years of direct experience selling engineered products to military/government customers and/or defense related prime contractors preferred.

· Military experience required 5+ years. Special Operations a plus.

· Knowledge of Military Units and Command structure.

· Demonstrated expertise in a variety of sales concepts, practices and procedures and a high level of competency in the execution of a wide range of projects and deployment of best practices in a world class company.

· Demonstrated competency in strategic thinking and ethical leadership with strong abilities in relationship management with customers, vendors and employees at all levels.

· Must have excellent analytical, math and organizational skills.

· Excellent written, negotiation, presentation and verbal communication skills.

· Proficient with Word, Excel, Power Point, Outlook, and other appropriate software.

PREFERRED QUALIFICATIONS:

· Basic understanding of packaging engineering an advantage.

ADDITIONAL INFORMATION:

· Actively supports and complies with Pelican’s objectives, guidelines and commitment to Quality and Safety, with an emphasis on continual improvement.

· Must be able to interact effectively and cooperatively with employees at all levels.

· Must have the ability to complete assignments within the timeframe specified by the Manager.

· Must be flexible regarding working hours. Must be able to work evenings and weekends, with or without advanced notice.

· Must be able to operate in a fast-paced environment and handle multiple projects simultaneously.

· Must be able to travel, nationally and internationally, as necessary.

PHYSICAL REQUIREMENTS AND WORKING CONDITIONS:

· While performing the duties of this job, the employee will be frequently required to execute standard physical activities within the facility areas (i.e. stand, walk, sit, use hands/fingers).

· While performing the duties of this job, the employee will be occasionally required to execute non-standard physical activities within the facility areas (i.e. climb or balance, stoop, kneel, crouch).

· Ability to lift and/or move up to 40 pounds and occasionally lift and/or move up to 40 pounds.

· This position requires repetitive hand/wrist activities.

Pelican Products, Inc. is an Equal Employment Opportunity/Affirmative Action employer. 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.