Senior Director, Sales - US Federal Government and TSA
Company in the Aviation sector. Manage and grow the SDS business with US Federal Government and TSA, interfacing at the most senior leadership levels to achieve sales targets (orders/revenue) on a quarterly and annual basis for all products, services and integrated solutions. Develop and maintain an opportunity pipeline differentiating SDS from its competition and creating a unique proposition for our customers. Work collaboratively with internal partners to produce proposals that meet the customer's expectations and the specifications and terms of each customer request against tight deadlines and competing priorities. Operate with pace, purpose, poise and confidence while interacting and engaging with a highly educated, sophisticated, international workforce serving global customer base. Understand the nuances of the business and its place within the broader industry such that you can develop business strategies and solutions underpinned by a supportive and enabling infrastructure designed to grow the business. Be a positive contributor to the culture needed for a high performing sales team to be successful with ongoing business and goal achievement. Exhibit a self-starting, hands-on, "roll-up-the-sleeves" executive attitude with strong analytical, continuous improvement and problem solving skills. Highly effective communicator and principle based decision maker who speaks with confidence and through action, gains the respect, trust and confidence of an established management team, peers and subordinates. Bachelor's degree related business or technical discipline. MBA preferred. 8+ years sales leadership experience in the defense, homeland security or aviation industry. P/L experience preferred. 8+ years of Federal market sales / business experience required. Commercial experience in transforming a product and programs based business into a solutions sale and technology company that utilizes value-stream management and Voice of Customer (VOC) to create a measurable sales effort in a North American market place. Thorough knowledge of both commercial and the government agency acquisition processes, as well as, an advanced knowledge of financial concepts (financial systems, budget processes, principles of capital investment and return), and creating price to win proposal strategies. Extensive application knowledge of product technology, plus full scope knowledge of security solutions concepts and applications in a security / defense and homeland security industry. Ability to obtain and maintain "secret" security clearance is required. US Citizenship required. Must be flexible and willing to travel for the majority of the time.