Leads public sector sales growth across federal, state, local government, and education markets in the Mid-Atlantic. Develops regional business plans, manages strategic accounts, builds relationships with procurement officials and decision-makers, supports forecasting, coordinates dealer and internal sales teams, delivers sales training, and drives revenue and market share. Requires extensive government or higher education sales experience in contract office furniture, strong leadership, communication, negotiation, and organizational skills. Travel is expected 70–75%.
The ideal candidate will be located in or near DC.
Reports To: Director, Public Sector
Position Summary Regional Manager is responsible for developing, leading, and implementing business plans aimed at growing sales volume and market share within the assigned Public Sector (Federal Government, State & Local Government and Education) markets and geography.
Essential Job Duties and Responsibilities
- Accountable for sales revenue of the Public Sector within assigned geography, including assigned strategic accounts, opportunities and annuity business.
- Develop and direct a regional public sector and education business plan incorporating annual goals and objectives.
- Assist regional sales teams in keeping accurate and up to date forecasts.
- Develop & implement strategic sales strategies aimed at growing the Public Sector and Education market segments in collaboration with dealer partners and local sales teams
- Functions as the 'technical expert' on how to prospect, win & conduct business with government and education entities at all levels.
- Acts as the key contact with assigned Public Sector accounts to cultivate ongoing productive and collaborative customer relationships and influence decisions through consultative selling.
- Develop and maintain productive business relationships with agency leaders, procurement officials, key specifiers, A+D, and customer decision-makers.
- Make regular sales calls on key government procurement offices, design commands, civil engineering offices, state and local government agency offices and educational institutions as necessary to build productive business relationships with key decision-makers, specifiers and influencers.
- Obtain buy-in of Teknion Public Sector initiatives at the highest level within the dealership.
- Lead and coordinate internal/external networks and resources necessary to ensure maximum client coverage and achievement of annual performance goals
- Conduct sales training with dealer salespeople and regional sales teams to ensure literacy, skills/knowledge for conducting business with government and education entities is current.
- Actively participate, when appropriate, in team-based selling activities.
- Maintain a complete and thorough knowledge of all Teknion products as well as the competitors’ offering.
- Operate the region within established budgetary guidelines.
- Work in a manner consistent with the overall goals of the corporation.
- Demonstrate strong leadership skills.
- Utilize all tools encompassed in Salesforce (SF).
- Responsible for maintaining assigned accounts in SF.
- Prompt, reliable, and regular attendance.
- Other duties as assigned.
Experience, Skill and Educational Requirements
- Bachelor's degree preferred or the equivalent level of professional experience may be considered in lieu of the required degree.
- 5+ years of government or higher education sales in the contract office furniture industry with proven results.
- Strong leadership skills and results orientation.
- Strong organizational and problem-solving skills as well as the ability to collaborate and negotiate with government personnel.
- Proficient in Microsoft or Google Suite.
- Ability to work independently and collaboratively to achieve results.
- Excellent verbal, written, and interpersonal communication skills with strong emphasis on listening.
Travel Requirements
70-75% expected travel.
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