Government/Education/Military Sales Manager
Experienced Government Sales Manager with a proven track record of selling into the General Services Administration (GSA), System for Award Management (SAM), and other State Agency procurement systems such as Sell2Illinois. Experience with wholesale goods, promotional products and apparel is a plus. The Government Sales Manager will provide leadership and direction to GSA/SAM sales, creating, enhancing and expanding GSA/SAM presence by pursuing additional revenue opportunities with existing customers and products while prospecting for new accounts. We need someone who will roll their sleeves up and create, maintain and perfect a GSA Schedule and assure that we are in GSA ADVANTAGE and other /Gov procurement systems. The Government Sales Manager will have customer account management responsibility and will monitor accounts to ensure customer satisfaction. The Government Sales Manager will be tasked with growing the department and potentially training and managing other sales reps. This is an exciting opportunity for someone who wants to build a department from the ground up and put their stamp on a sales organization.
Partner with Marketing and New Market development to build a successful government sales program to sell iPromo products to government agencies through the GSA/Sam and State procurement portals.
Maintain appropriate certifications
Develop, execute, and maintain processes and systems to ensure accurate and timely tracking of all contract accounts and opportunities, including updating target areas and rates in the GSA schedule
Design and recommend sales programs and set short- and long-term sales strategies with the VP of Sales
Work with various government procurement systems and iPromo marketing to ensure we are marketing within the proper systems and with the proper parameters.
Build a clear understanding of the iPromo value proposition and be able to communicate and represent this to potential clients
Identifying and Selling
Identify sales opportunities through bid research and relationships. Target potential customers, qualify and initiate contact, and develop relationships to acquire new accounts
Quote, procure and process sales orders for various federal, state and local government entities
Complete RFP’s and create and maintain an RFP FAQ document that others can draw from when completing RFP’s.
Evaluate and implement appropriate sales techniques to increase sales volume
Sell solutions rather than products. Maintain detailed knowledge of Government ordering systems, pricing mechanisms, and related documents
Find new business/account opportunities and grow existing accounts
Attend appropriate tradeshows/training
Find and vet appropriate bid opportunity platforms (then maintain and manage that platform to its fullest potential)
Lead interactions with federal and state government procurement officers
Maintain customer relationships, providing expert advice and identifying opportunities where we can solve customer challenges
Identify growth opportunities with existing customers
Serve as the first line of communication between one or more customer stakeholders and our teams to ensure our customers are satisfied. Keep in touch with customer needs, expectations, and concerns
Keep aware of competition, top accounts, rates and sales strategies on an ongoing basis. Stay abreast of trends in the marketplace. Monitor and understand market conditions, trends and economic factors which may impact business
Recommend product or service enhancements to improve customer satisfaction and sales potential
Keep management team and informed regarding potential projects and opportunities
Knowledge, Skills, and Abilities
At least five (5) years of experience in government sales, focusing on GSA/SAM and other state sales platforms
Extensive knowledge of government sales and the processes involved with the GSA, including experience with GSA Schedules and government contracts
Strong Excel skills a must.
A bachelor’s degree is preferable
Superior customer service skills
The ability to work both independently and as a member of a team
Ability to be strategic and create and maintain sop documentation
Excellent computer skills; proficient with sales software, MS Office and Internet applications. Knowledge of Salesforce software is a plus