Drives strategic sales across state, local, and education accounts in the Western U.S. Identifies new opportunities, expands customer relationships, manages complex multi-year programs, exceeds sales quotas, maintains CRM pipelines, and coordinates with OEM partners, sales engineers, vendors, and inside support. Ensures procurement compliance, develops account strategies, conducts outbound and face-to-face sales activities, and pursues technical certifications and ongoing training.
Job Summary
Responsible for driving strategic sales initiatives within target accounts across the SLED (State, Local, and Education) in the Western US market. This includes identifying and developing new business opportunities, expanding existing relationships, and managing key customer accounts. Focused on delivering measurable results through a consultative sales approach, strong business acumen, and exceptional attention to detail. Builds and maintains strategic relationships with OEM partners and customers to provide innovative, effective solutions that address business needs and support long-term success.
Primary Responsibilities
- Proactively promote products and services within your assigned accounts
- Identify new vendors relevant to your assigned accounts and assist in bringing them into the FRC portfolio
- Focus on developing and closing large, complex, multi-year programs and projects
- Conduct your sales activities in full compliance with all procurement rules and regulations
- Exceeding assigned sales quota
- Exceeding published company sales activity matrix
- Development of a strategy plan for each assigned account
- Conduct a minimum standard of outbound phone calls per week
- Conduct a minimum standard of Face-to-Face sales calls with customers per week
- Conduct a minimum standard of Joint customer/SE sales calls per month
- Conduct a minimum standard of Joint customer/ OEM sales calls per month
- Maintaining a customer profile in FRC CRM and record appropriate activities
- Maintaining an updated pipeline in CRM for all sales opportunities
- To stay up-to date on new and emerging technologies
- Obtain technical sales certifications as required and directed by management
- Attending all company sponsored training sessions
- Helping to direct the sales activities of an assigned inside support person
Required Knowledge, Skills, and Abilities
- 10+ Years Outside Sales Experience
- Excellent oral and written communication skills.
- The ability to be flexible
Education and Experience
- BS/BA Degree in business or other related field and 5 years of experience
- Associate degree in related field and 6+ years of experience and/or training, OR
- 10+ years of experience and/or training, OR Previous government contracting/IT sales experience preferred
Physical Requirements
- Prolonged periods of sitting at a desk and working on a computer
- Must be able to lift 15 pounds at times
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