Director of Federal Government Sales

The Director of Federal Government Sales is responsible for sales growth of OFS federal government segment through direct client engagement, as well as coaching the team.  Support sales initiatives and goals relative to the corporate goals and objectives. The ideal candidate will work with regional management, direct sales teams, and independent rep groups, contracts team, end users, and A + D.

Responsibilities: 

• Sales
  • Further develop program and marketing strategies that support the Federal Government sales focus for OFS
  • Increase Federal Government sales through active selling, coaching, relationships, and enhanced awareness with:
    • All sales territories and sales representatives
      • Make joint sales calls with local representatives as appropriate
    • Dealer engagement 
    • A+D Community
      • Identify design firms  in each territory with design contracts and/or heavy Federal Government involvement
    • IOT+A (Initial Outfitting, Transaction, and Activation) Companies, Small and Diverse Business Enterprises, such as Alaska Native 8(a) companies 
    • GSA GSS, CGP, QPC, and other agency organizations and agency Key personnel 
    • End Users
  • Identify key Federal Government agencies whose requirements align with OFS and Carolina
    • Annual Go-to-Market strategy tailored for the federal sector, identifying target agencies, and developing account plans
    • Managing accountability of Top Strategic Accounts with NAD 
  • Analyzing market trends and competition 
    • Annual Federal Budget Analysis, and deployment of top Agency and Market Focus
• Monitor sales performance nationally and within each region, and maintain regular communication with each region
• Manage VA sales initiatives, including:
  • Developing and maintaining strong relationships with VA designers and the program team
  • Maintain sales presentation for VA locations and VA designers
  • Coordinate VA designer visits at all relevant trade shows
  • Host VA designers in OFS and independent rep showrooms
  • Manage Program Level partnerships with IDIQ contract holders and program office members, including the VA Leasing and Design Team, as well as  IOT+A’s and Design Firms for large projects. 
  • Monitoring and implementing program changes based on VA process changes, trends in real time, and communicating changes to field sales. 
• Team Management
  • Assist with establishing a business plan for each team member and the team annually
  • Continuous training of OFS/Carolina sales force and sharing of best practices
  • Develop and build sales personnel  as needed to expand the Federal Government Sales Team
  • Responsibility for GSA and related contracts- Mods, etc. 
  • Mentoring and coaching the team to achieve and exceed revenue targets
  • Collaboration with internal teams to ensure alignment of sales efforts with company objectives 

Requirements: 

• Proven Federal Government Sales leadership experience
• A subject matter expert regarding how the federal government (branches, departments, agencies) purchases, various buying habits, and contract methods  
• Thorough understanding of the government market and landscape
  • Government agencies
  • Spending bills and budgets
  • Processes
  • Related associations
  • Products
  • Competition
  • Trends
• Experience with CRM and Sales Tools
• Ability to travel up to 70%
• Strong communication skills, both written and verbal
  • Verbal – Presentation and negotiations, as well as industry networking
  • Written – Lead, respond to or assist with RFP’s
• Proficiency with Adobe/Foxit, Google Suite, and Microsoft Office Suite