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Director of Sales - Business Development

Company Background:

Fechheimer was founded in 1842 and is a proud member of the Berkshire Hathaway family of companies. Fechheimer Brothers Company is the premier uniform manufacturer servicing the military, federal, state, and local public safety service markets. Our uniforms represent the honor, respect, and pride reflective in public safety today and at Fechheimer we take pride in serving those who serve us.

Our goal is to bring to market premier products and programs through our two brands; Flying Cross® and Vertx® to continue our tradition of providing superior products & service through innovation and technology that continually meets and exceeds our customers’ expectations.

At Fechheimer, not only do we pride ourselves on our products and programs but on our company culture. We offer a comprehensive benefits package, a fun and relaxed work environment, and the opportunity for continued growth and learning.

Benefits Offered:

• Competitive Pay
• Vacation, Sick, and Personal Paid Time Off
• 10 Paid Holidays
• Health, Vision, and Dental Insurance
• FSA and HSA Accounts
• Long and Short-Term Disability

• Employer Paid Life Insurance and Voluntary Life Insurance
• Accidental and Critical Illness Insurance
• Employee Assistance Program
• Paid Parental Leave
• Tuition Assistance
• 401(k) Plan with Employer Match

Pay Rate: Starting at $160,000 per year plus commission (base salary to be based on experience)

Region: Nationwide

Work Location: Fully remote. Candidate must live in one of the territories listed above.

Position Summary:

The Director of Sales – Business Development is responsible for establishing and executing the strategic direction for business development across state agencies, major municipalities, counties, and other public-sector organizations throughout the United States. This role develops national and regional opportunities within public safety, fire, emergency medical services, transit, and government markets, with accountability for new account acquisition, organic revenue growth, customer retention, sales pipeline development, and profitable growth.

The Director builds senior-level relationships with end users, government agencies, dealers, and distribution partners while collaborating with regional sales leaders and account representatives to develop and close complex opportunities. The role also strengthens sales effectiveness by providing field coaching, product education, presentation support, and guidance regarding product offerings, custom uniform programs, manufacturing capabilities, and customer solutions.

Success in this role requires strategic thinking, strong business acumen, disciplined account and pipeline management, executive-level presentation skills, and the ability to influence customers and internal partners across a geographically dispersed organization.

Territories for This Role: Nationwide

Responsibilities:

In this role, you will be required to...

Business Development & Growth

• Establish and execute a national business development strategy for targeted public safety, fire, EMS, transit, and government markets, with responsibility for new business, organic growth, customer retention, and profitable sales results.
• Develop and maintain an annual target-account plan with regional sales leadership, including account priorities, pursuit strategies, milestones, and documented outcomes for opportunities won, lost, deferred, or still in process.

Strategic & National Account Development

• Build senior-level relationships with decision-makers and influencers within state agencies, major cities, large counties, public-safety organizations, and other strategic accounts, including a focus on agencies with more than 500 sworn personnel.
• Lead consultative discovery, executive presentations, product demonstrations, and program proposals that align customer needs with Fechheimer’s product portfolio, custom uniform capabilities, service model, quality, and manufacturing strengths.

Dealer & Distribution Channel Development

• Develop strong relationships with key dealers and distributors, aligning their market coverage, capabilities, and customer relationships with national and regional business-development opportunities.
• Coordinate with dealer partners and regional sales teams to establish clear pursuit strategies, ownership, communication, and follow-through for shared opportunities.

Sales Coaching & Capability Development

• Coach regional sales representatives through field visits, ride-a-longs, account planning, presentations, opportunity development, negotiation, and closing activities.
• Lead product training for new and existing sales representatives and develop materials for representatives, dealers, and end users covering product features, customization options, quality, applications, and manufacturing processes.

Pipeline, Forecasting & Performance

• Build and maintain a qualified pipeline, using CRM to document target accounts, contacts, opportunity value, stages, next steps, expected close dates, and competitive activity.
• Analyze sales performance and market data, provide accurate forecasts and leadership updates, identify regional product needs, and take appropriate action to improve pipeline progression, conversion, revenue, and margin.

Public-Sector Opportunities & Profitable Growth

• Guide complex public-sector opportunities through applicable procurement, bid, proposal, product evaluation, pricing, and contract processes in collaboration with appropriate internal and external partners.
• Negotiate customer and dealer programs within company pricing, margin, contractual, and approval guidelines, balancing customer requirements with sustainable and mutually beneficial business outcomes.

Cross-Functional Collaboration & Market Intelligence

• Collaborate with Operations, Marketing, Customer Service, Product Development, and other business partners to evaluate opportunities, fulfill customer commitments, support successful program launches, and achieve business-plan objectives.
• Monitor customer needs, competitor activity, procurement developments, and market trends, translating insights into recommendations for product, service, channel, and go-to-market strategies.

Industry Representation

• Represent Fechheimer at national and regional trade shows, conferences, dealer meetings, customer events, and industry programs, using pre-event planning and timely follow-up to generate measurable business opportunities.
• Perform other duties as assigned in support of Sales and business-development objectives.

General Responsibilities

• Protect confidential customer, pricing, contract, product, and company information.
• Follow company policies, ethical business practices, and applicable customer or government requirements.
• Perform other duties as assigned in support of Sales and business-development objectives.

Required Knowledge, Skills and Abilities:

• Demonstrated ability to develop and execute national or multi-region business-development strategies that produce revenue growth, margin improvement, customer retention, and new-account acquisition.
• Strong knowledge of strategic account development, consultative selling, complex sales cycles, opportunity qualification, presentations, negotiation, and closing.
• Ability to build credibility and maintain senior-level relationships with public-sector agencies, public-safety organizations, dealers, distributors, and internal business partners.
• Strong business and financial acumen, including the ability to evaluate sales performance, pricing, margins, product mix, program requirements, and the long-term value of an opportunity.
• Ability to coach sales professionals and improve account planning, product knowledge, presentation effectiveness, opportunity management, and sales execution.
• Working knowledge of dealer/distributor channel management and government or public-sector procurement practices.
• Strong executive-level communication, presentation, organization, and interpersonal skills, with the ability to manage multiple strategic opportunities across geographic markets.
• Proficiency with CRM platforms, sales reporting, Microsoft 365, smartphones, tablets, and other technology required for remote and field-based work.
• Knowledge of uniforms, apparel, public-safety products, custom product programs, or textile manufacturing is strongly preferred.

Job Requirements:

• Bachelor’s degree in Business, Marketing, Sales, or a related discipline preferred; equivalent relevant experience will be considered.
• Eight or more years of progressive sales, business development, strategic account management, channel sales, or related commercial experience preferred.
• Four or more years of national or strategic account management experience required. The proposed JD identifies four or more years of national account management as a requirement.
• Four or more years of sales leadership, sales management, or significant field-coaching experience preferred. The proposed JD currently requests four or more years of sales management experience.
• Demonstrated success developing and closing complex, high-value, or long-cycle business opportunities.
• Public safety, uniforms/apparel, government, dealer-distribution, or related industry experience strongly preferred.
• Experience using CRM systems for pipeline management, activity tracking, opportunity management, and forecasting required.
• Ability to travel nationally up to 75% of the time, including overnight travel and occasional evening or weekend customer and industry events.
• Valid driver’s license and ability to meet applicable company driving requirements.
• Ability to work remotely and maintain a productive home-office environment.

Measures of Success:
Performance may be evaluated using a combination of:

• New-business revenue and gross-margin contribution.
• Strategic account wins and organic growth within existing accounts.
• Qualified pipeline value, coverage, progression, and conversion.
• Forecast accuracy and CRM completeness.
• Customer and dealer retention.
• Achievement of annual target-account plans.
• Effectiveness of field coaching and sales capability development.
• Cross-functional execution and successful transition of new programs.
• Quality and timeliness of market intelligence, product forecasts, and leadership reporting.

Physical Requirements:

• Positional: Frequent sitting while working remotely, driving, flying, preparing reports, and conducting virtual meetings; occasional to frequent standing and walking during customer visits, trade shows, presentations, and field coaching; driving and air travel as required.
• Gross Mobility: Rare climbing or crawling; occasional stooping, kneeling, or crouching; frequent reaching and handling while using computers, mobile devices, presentation materials, product samples, and travel equipment.
• Sensory: Frequent talking and listening during presentations, negotiations, coaching sessions, and customer meetings; frequent near and midrange visual acuity for CRM activity, reports, contracts, presentations, product review, and electronic communications; occasional depth perception and field-of-vision demands while driving, traveling, or navigating customer and event locations.
• Ability to transport, lift, or handle product samples, presentation materials, and travel items up to approximately 25 pounds as needed.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran.