Director of Federal Sales and Government Relations Job Details Job Location Hornbeck Enterprise Center - Cincinnati, OH Position Type Full Time Salary Range $95,000.00 - $115,000.00 Base+Commission/year Job Shift Day Description Job Summary: The Director, Federal Sales & Government Relations, is an integral member of the Business Development team, overseeing sales and new product development related to the federal government and in particular the AbilityOne program. The Director captures new business through creation of new and expansion of expansion of existing relationships/customers and the introduction of new products and product lines to both existing and new customers. The Director maximizes sales revenue, while creating, sustaining, and growing employment opportunities for people with significant vision loss. This role is important in creating/building/ sustaining an environment and culture that focuses on fulfilling CABVI’s mission, vision, and values, along with making diversity, equity, inclusion, and accessibility part of everything we do. Duties/Responsibilities: Identifies, develops, captures, and wins new opportunities consistent with CABVI’s capabilities and capacity. + Educates existing and potential account customers on the AbilityOne® Program and existing opportunities under the full suite of CABVI products and service solutions. + Determines target strategic accounts in the Federal Civilian/DOD markets. + Develop strong relationships across all Federal accounts, as well as with NIB and with product partners. Directs outside and inside business development initiatives for multiple product lines and services. Generates and maintains mutually beneficial relationships and provides customized solutions to client needs. Achieves established growth target and customer satisfaction metrics. + Actively identifies and leverages opportunities to connect with potential customers. + Follows up with leads in a timely manner. + Maintains responsiveness to customer concerns, ideas, and needs. + Collaborates with internal personnel and keeps abreast of any issues that may arise affecting timeliness of shipments, ensuring that customers are notified in a timely manner. Performs analyses of customer and market data to determine trends and identify sales opportunities. + Creates, maintains, and updates monthly and yearly sales reports and analytics. + Follows up with customers via phone and in person to review account. + Produces, analyzes, and utilizes lost/gain report to re-engage customer base and improve retention statistics. Maintains documentation to provide accurate, timely reporting of sales efforts. + Provides weekly, monthly, and yearly documentation of sales activity as directed. + Provides input to establish sustainable email campaign for prospective, existing, and former customers. + Coordinates efforts with Business Operations and Business Development teams concerning federal customer needs, both current and future. Works with product marketing team to maximize sales and facilitate new product launch. Provides verbal and written feedback to marketing manager for use in developing appropriate sales and marketing materials including product sheets and flyers to effectively promote agency products and services. Contributes to annual sales calendar relaying planning of conferences, trade shows, and business-to-business efforts. Acts as a team member in the planning and business review processes that ensures CABVI is focusing on improving current sales and generating new opportunities. Helps identify and evaluate new products, services, and business to expand and diversify employment and options for independence for people who are blind or visually impaired. Works cooperatively with Business Development and Business Operations teams to ensure excellence in customer service, swift and effective resolution of customer queries and feedback, and retention of customers. Assists with development of operating budgets and financial reviews, Collaborates with Contracting and Pricing team to complete annual pricing analysis of assigned business lines and areas; Responsible for metrics reporting and noted achievements to be communicated on a set operating rhythm. Conducts research and utilizes a variety of informational resources to identify future trends, issues, and challenges. Partners with Marketing & Communications to improve outreach, awareness, and engagement of services and products. Provides accurate, timely projections of necessary resources, personnel, and capital investments for assigned business lines. Qualifications Education and Experience: + Bachelor’s degree in a related field and 5+ years of experience in a managerial role. + Minimum 5 years of sales experience as a sales executive, sales manager or sales and marketing director. + Experience should include a minimum of 3+ years in Federal sales preferably within the Ability One space. + Demonstrated ability to maximize revenues and margins through strategic sales programs, introduction of new products, and customer relations. Past experience in growth-oriented operation. Required Skills/Abilities: + Ability to communicate, present and influence all levels of the organization, including executive and C-level. + Proven ability to drive the sales process from plan to close. + Proven ability to articulate the distinct aspects of products and services. Demonstrable experience positioning products against competitors. + Proficiency with Microsoft Office software (Word, Excel, and Outlook) + Strong written and oral communication skills. + Strong attention to detail and organizational skills. + Ability to work independently and with a team. + Excellent interpersonal skills that include active listening and prompt response. + Ability to problem solve. + Ability to implement and manage business changes. + Approximately 25% local and overnight travel required.