Safeware

Director of Federal Sales 

The Director of Federal Sales is responsible for driving growth and leading Safeware’s profitability initiatives and values in the Federal Sector.  The Director of Federal Sales leads a team of sales professionals and is directly responsible for their performance, development, and overall success. Success in the sector will be measured in sales growth, customer growth, and the appropriate measurements to ensure the company’s growth is profitable.  The Director of Federal Sales provides overall leadership for Safeware's Federal Sales organization by establishing strategy, driving revenue growth, developing talent, and ensuring operational excellence across all federal market segments. 

Safeware Inc. is a safety products distributor and service provider.  Founded in 1979, Safeware has been providing public safety products to our nation’s heroes for over 40 years.  Our company is built upon a foundation of dedicated professionals whose expertise and passion focuses on protecting our nation and serving those who serve others.  Safeware is headquartered in Lanham, MD, just outside of Washington, DC, with branches in Philadelphia, PA, Richmond, VA, and Denver, CO, Phoenix, AZ, Gainesville, GA, Columbia, MD, Miami, FL, and Nashville, TN. This is a remote position. 

Responsibilities: 

• Manages a team of sales representatives in the federal market and military segments with ultimate responsibility for the success and profitability of the division. Including goals of growth, profitability and positive impact on Safeware balance sheet. 

• Collaborates with other Safeware Departments (Strategic Partner Management, Marketing, IT, Purchasing, and Operations) to ensure that customer and company goals and objectives are met. 

• Ensures CRM adoption, data integrity, pipeline accuracy, forecasting, and consistent utilization across the federal sales organization.  

• Develops and maintains relationships with key federal agencies, military organizations, and strategic customers to ensure customer satisfaction and long-term business growth. 

• Partners with Customer Success and Operations to ensure customers receive timely quotations, order processing, and outstanding service throughout the sales cycle. 

• Develops, updates, and refines the company's Federal Sales Plan and executes strategies to achieve revenue, profitability, and market growth objectives. 

• Develops accurate sales forecasts, monitors pipeline health, and provides regular reporting on revenue performance, opportunities, and business risks. 

• Coaches, develops, and leads members of the federal sales team while fostering a culture of accountability, collaboration, and continuous improvement. 

• Supervises the development of annual plans for assigned territory sales representatives and follows up on their plans to ensure success. 

• Maintains in-depth knowledge of Safeware's product portfolio and collaborates with vendor partners to identify and deliver solutions that meet customer requirements. 

• Develops and executes the federal contract strategy by ensuring sales opportunities align with appropriate contract vehicles and helping customers understand available purchasing options. 

• Supports the sales team in developing new business opportunities while maintaining and expanding relationships with existing customers. 

• Provides leadership and support on strategic opportunities to help the team successfully close sales and achieve revenue objectives. 

• Monitors industry trends, federal funding priorities, and competitive activity to identify emerging opportunities and recommend strategic actions.

Requirements: 

• Bachelor’s degree in marketing, business or related field or equivalent experience 

• Proficiency in Microsoft Office programs 

• Minimum of five years of government sales experience, proven work experience in sales management or relevant senior sales role 

• Demonstrated knowledge of federal procurement processes and government contract vehicles. 

• Ability to work well with teams 

Evaluation Criteria for this Position: 

This position is responsible for the overall performance of the Federal Sales organization. Success is measured by achievement of revenue growth, profitability, customer growth, pipeline health, team development, and effective cross-functional collaboration. Additionally, the Director of Federal Sales must: 

• Follow company policies and procedures. 

• Observe guidelines for ethics and customer satisfaction. 

• Contributes to a safe and positive work environment in his/her interactions with others. 

• Leads Safeware employees with values and beliefs that enable our employees to develop their potential, bring their full self to the workplace, and engage in a world of inclusion.  Leading by example, the Director of Federal Sales can help create an environment where we excel by drawing from our different backgrounds and beliefs, as we come together as a team.  This includes our daily interactions, creating growth and advancement opportunities, and considering new employees for our workplace. 

Physical Requirements: 

• This position requires travel within the US.  This includes air and automobile travel in both short and long distances.  A Sales Director must: 

• Be a licensed driver and safe to drive. 

• Have a good driving record. 

• Be able to travel with overnight stays; and 

• Be able to travel by air. 

• The Director of Federal Sales must be able to move samples and demo and trade show exhibits in and out of his/her vehicle. 

• The Director of Federal Sales must be able to clearly communicate in person and in writing to customers and direct reports. 

• The Director of Federal Sales must be organized and able to retain, document and follow up on customer information. 

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