North America Regional Sales Director Account Manager - SD&A

Reston, VA
Nov 23, 2021
Dec 04, 2021
Executive, Director, Sales
Full Time
DescriptionJob Description:The Security Detection and Automation (SD&A) operation's mission is to transform global security to create a frictionless, fully-integrated security technology ecosystem that enables the safe, healthy, and efficient movement of people and commerce. Our primary markets are domestic and international regulated aviation, ports & borders and other critical infrastructure.As a Regional Sales Director/Account Manager for SD&A, you are expected to thrive in an environment where you are responsible for the execution of the full business development life cycle process across multiple simultaneous pursuits and proposals. This position will be accountable for the North America region product sales to customers. The successful candidate will be a proven sales leader and key member of the SD&A operation with primary responsibilities for identification, qualification and capture of business development opportunities as well as the generation of qualified pipeline growth necessary to meet or exceed the forecast and plan. In addition, this individual will execute sales and marketing strategies to achieve maximum customer and market penetration.Primary Responsibilities:Achieves team booking revenue plan and sets appropriate objectives and forecasting accuracy for sales distributors and representatives to meet desired revenue goals. Forecasting of agents and representatives is reviewed on a monthly basis, at a minimum.Establishes a rolling twelve (12) month bookings pipeline that is reviewed and updated on a weekly basis.Plans a thirty six (36) month sales funnel for the region reviewed twice a yearQualifies and directs sales activities for sales representatives and sales agents in the assigned region, compliant with corporate/division guidelines.Identify and access the Customers' organization and key influencers/decisions makersMaintain call plan with different stakeholders at both within Leidos and the Customers' organizationEstablish a Customer Dashboard, identifying and regularly updating KPIsUnderstand and establish a customer procurement plan tied to SD&A's product development and strategyGrow Leidos' accounts either through new contracts or on-contract growthReach transversally within SD&A to ensure customer satisfactionSupport the team in account management and regional sales wherever and whenever necessary, incl. business development, lead generation, customer qualification, proposal delivery, and contract negotiation.Understands and assimilates the latest technologies and market data to create account propositions and competitive solutions for high value opportunities.Establishes a communication path between the company and the customer to ensure customer satisfaction. Develops and supports timely resolution to customer issues.Responsible for maintaining bookings opportunities and customer contacts in the Company's customer relationship management (CRM) database.Identifies, qualifies, and negotiates channel alliances with domestic and international organizations (ie integrators, manufacturers, service providers) to leverage market coverage.Assists sales, support, and marketing staff members in activities such as sales promotion, training, or market research in planning and executing projects.Assembles and leads multi-disciplinary teams to recommend new application and product features and strategy for the strategic account or territory.Basic Qualifications:Bachelor's degree and at least 12 years of related business development experienceMinimum of 5 years of international sales experience and domain expertiseOrganize and execute significant BD activities, including building pipelines, assessing win probability, and executing customer call plansDemonstrated collaboration skills and ability to interact and build relationships with key customer organizations and industry partnersProven track record of winning new business and pipeline management across multiple customer organizations and program offices at a variety of acquisition sizesExperience successfully managing multi-million dollar new business sales quotas.Travel as required, up to 50% per monthAbility to use automated tools such as Microsoft Office to present ideas, information, and reports and a customer relationship management to track opportunities and manage pipeline.Preferred Qualifications:Ability to obtain a secret clearanceEstablished relationships and experience winning new business with key domestic (eg TSA) and international customersAdvanced degree preferredExperience in aviation security or border securityPay Range: