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Job Detail
| Job Title: Director Sales -TSA |
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| Location: Edgewood, MD or Washington, DC |
Posted:
04-03-2012 |
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| Category: Sales |
Experience: 10+ years |
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| Status: Full-Time |
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| Position Description |
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This position is responsible for the sales target set for the Transportation Security Administration's Checkpoint, CBIS and Cargo technology acquisitions. Additionally, this position is responsible for the management and tracking of the agency's budget and for leading a sales team engaged in identifying customer opportunities; generating revenue; and maintaining customer satisfaction/intimacy. This position will be situated in the Washington DC metro area.
Specifically, the Director, Sales - TSA:
•Develops and documents a strategy to win business based on market knowledge of DHS agencies with particular focus on the Transportation Security Administration.
•Builds and maintains relationships with industry stakeholders in support of Smiths Detection business.
•Works well in a team setting often interfacing with government affairs, product sales/field sales teams; program management; product management; R&D and senior leadership.
•Is involved and often leads the process to develop, maintain and grow business, manage accounts, and prioritize opportunities
•Develops new business and market opportunities in line with Smiths Detection strategic vision.
•Interfaces with internal resources; communicates timely and clearly; and drives results.
•Identifies and interprets government regulations and applies this knowledge to penetrate new customers and market segments
•Works independently or may lead a team to identify, pursue or manage accounts/ opportunities with extremely large size/strategic importance/risk of loss
•Is capable of selling the full range of security detection products in assigned segment as well as products from other segments
•Advises and assists customer in the identification, design, configuration, and support of customized applications and solutions
•Manages sales forecast; updates CRM and provides board-level activity reports to senior management on a timely basis.
•Provides customer feedback for new product development
•Is available on a 24/7 basis to meet customer needs including weekends and holidays.
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| Requirements |
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Qualifications include:
•Education - minimum requirement: BSBA
•Ten years experience in Sales Management, preferably in the aviation industry.
•Understanding of the internal workings of U.S. government regulatory requirements for the aviation industry.
•Has an understanding of business, financials, products/services, the market and the needs/ challenges of assigned accounts; develops colleagues and customers' understanding and is recognized as an expert in many areas
•Has an understanding of business, the competitive landscape, the economic/market and legal/ regulatory environment and the needs/challenges of customers
•Has the capability to gain an understanding of the products/services of Smiths Detection and it's competitors provide and that customers buy
•Familiarity or expertise in one or more of the following areas is desirable: Screening technology for CBRNE threats and/or associated CONOPS for CBRNE detection technologyNe.
•gotiation and presentation skills; product technical knowledge; organizational skills; understanding of finance and accounting; understanding of sales and marketing; and leadership skills. Self-motivated and proactive approach to managing a Sales team
•Ability to establish and maintain a professional relationship with team members, customers and prospects.
•Excellent oral and written communication skills
•Ability to present information in front of a large group
•Ability to thing analytically and develop data-based plans and proposals
•Ability to coach/mentor team members
•Must have ‘Secret' clearance or able to obtain one within three months of hire date.
Must be a US Citizen and eligible for a US DoD Security Clearance. Smiths Detection is an equal opportunity employer and does not discriminate on the basis of race, color, sex, national origin, religion, age, physical or mental disability, veteran status or any other basis protected by applicable federal, state or local law in the terms or conditions of employment, programs or activities.
www.smithsdetection.com
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