Job Title: Director, Sales/Account Management
Job Code: 19797
Job Location: Carlsbad, CA, Washington DC, or Field
Job Schedule: 9/80
If you are excited by the prospect of the challenges in a high-performance driven environment, we want to hear from you.
Job Description:
In this pivotal and highly visible leadership role, the individual will be responsible for shaping and executing the growth strategy, leading capture of key pursuits, managing a team in achieving annual order plans, and working with the leadership team to define product and pursuit strategies.
Part of a larger global business the individual will be a member of the Senior Leadership Team and will have an important stakeholder engagement and influencing position responsible for building credibility both within the company and externally. This role also offers a unique opportunity, for the chosen individual to be a key part of the future evolution of the Communication Systems Segment by participating in annual strategic growth plan working groups.
The Director of Sales develops short and long-range objectives, strategic plans, and product sales consistent with the growth and profitability goals of the Tactical Datalink (TDL) products within the Broadband Communications Systems (BCS) Network and Data Link Solutions (NDLS) Business Area, with expansion to all BCS products.
Working closely with Sector leadership, this role is responsible for providing strategic sales leadership, establishing and directing the sector’s business winning practices and the recruitment and training of the unit’s sales resources. This role has oversight of pipeline planning, forecasting, quota setting, sales management, new product idea generation (voice of the customer), customer relationships, internal and external communications.
This is a highly visible senior leadership role and provides an outstanding opportunity to join a well-respected company that continues to grow and expand its business base. Growth throughout the company is available. Active Security Clearance is required.
Essential Functions:
From an operational and delivery perspective, the Director of Sales will:
- Lead a Sales team and matrixed Business Development team to achieve or exceed Annual Operating Plan Orders commitments to the Corporation
- Build and manage a geographically dispersed organization of Sales professionals to achieve annual sales quota targets and strategic performance goals.
- Identifies internal/external opportunities and develops plans to capitalize on targeted opportunities
- Provide leadership, experience and mentoring in sale leadership, product lifecycle and business capture
- This individual will be responsible for leading a sales team in pipeline management, orders bookings, strategy for DoD customers and achieving AOP.
- Lead prospects meetings, preparations, and reviews with the Business Area. Works with the P&L team to ensure accuracy and completeness of CRM data. Coordinates with Segment BD Operations and BD leads to leverage best practices.
- Attract, retain and develop Sales professionals to support best-in-class processes
- Develop and maintain strong relationships with external customers
- Conducts reviews of major bids & proposals to ensure success through opportunity, risk and financial analysis
- Creates a culture consistent with Company business practices and ethics
- Perform market analysis to determine key opportunities, challenges, and gaps.
- Support development of three-year strategic plan and annual operating plans.
- Develop strong relationships with DoD customers and partners.
- Align with sector specific objectives through program management, product management, and other functions.
- Shape segment product and capabilities portfolio to align with market trends and customer needs.
- Manage and foster collaboration with global industry partners and distributors to facilitate market penetration and global capacity building
- Advocate for team’s career and professional development.
- Ability to travel regularly required (up to and over 50%)
- Performs other duties, as assigned.
Qualifications:
- Bachelor’s Degree with a minimum of 15 years of prior related experience. Graduate Degree with a minimum of 13 years of prior related experience. In lieu of a degree, minimum of 19 years of prior related experience.
Preferred Additional Skills:
- Graduate Degree
- TS / SCI security clearance.
- Must have a proven ability to functionally lead, as well as develop and implement strategic sales and business development initiatives across multiple sites within in a decentralized environment.
- Proven track record of complex contract bid development, win and commercial management that meets strategic targets including cost, profitability, efficiencies of scale and market share.
- Demonstrable leadership experience of professionals to achieve year-over-year results.
- Demonstrated personal track record of meeting business capture and sales targets
- Proven ability to develop and execute key market strategies, including financial impact analysis
- Strong relationships with relevant customers combined with a rich understanding of customer acquisition processes
- Skills in assessing outside vendor competitive analysis and price-to-win target setting, by gathering data from multiple, often disparate, qualitative, and quantitative sources and synthesizing it into meaningful reports and presentations.
- The candidate must also possess strong communications skills (written, verbal and interpersonal)
- Led organizations with demonstrated strong focus on metrics, data, and financial results.
- Ability to lead through influence, manage through ambiguity, and demonstrate courage, if required
- Must be eligible for DOD, DOE, and other governmental agencies security clearances and accesses
- High energy, proactive, dynamic, and committed leader who instils passion in both internal and external audiences.
- Strategic agility in shifting easily between the strategic and tactical, the conceptual and concrete.
- High level of global business and financial acumen in communications and/or relevant technology markets with broad knowledge of changing global markets.
- Experience leading large teams in matrixed organizations.
- Experience in a multi-cultural global business.
- Ability to generate innovative insights from analysis, communicates results effectively, and work with business partners in developing and implementing new methodologies and analysis to drive actionable results.
- Strong executive presence as well as the ability to effectively influence and make recommendations at all levels of the organization.
- 20+ years demonstrated capture experience, DoD or similar. Experience leading multi-divisional or company teams a significant plus.
- Experience with industry-specific research tools, to include the Federal Procurement Data System (FPDS), FedBizOps, GovWinIQ, Avascent Analytics, DACIS, IHS Janes, Bloomberg Government, etc.
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