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Federal Government Account Manager
1 month ago
Redstone Arsenal Sales
A) Government Marketing Representative responsible for sales into all Federal Government agencies in North Alabama. TLG has established itself as the clear leader in government sales. This is an opportunity to learn from the best and establish a unique career in government sales. There is room for growth in both sales and management at TLG. Work with a team that is innovative and knowledgeable of the government market.
B) The primary purpose of this position is to cover a geographic area for The Lioce Group and professionally represent Lioce. This representative will work under a tenured government marketing manager and another knowledgeable government salesperson. If done well, the representative will create a plan and itinerary to prospect sales to new and existing customers within the territory, mostly Redstone Arsenal. The representative should build a pipeline of pending business equal to or greater than 4-5 times the expected sales per month. Once done, the rep is responsible for the successful sales and support of a defined sales volume per month. Working with your teammate to build knowledge and rapport with all agencies represented at Redstone Arsenal will ensure our future growth and success for the sales representative.
C) The products and services available to the representative for sales include, but is not limited to, the following products sold and supported by The Lioce Group. Certain products are reserved for specialists, and they are also listed below.
Authorized for sale: Canon, Konica Minolta, HP and Lexmark full line
Dahle Shredders and Standard Folders
D) The essential duties for the success of this position are:
1. Prospecting new and current customers for sales opportunities 55%
This would only involve direct contact via phone or on foot with a prospective customer. This would also involve the demonstration of the product, data acquisition from customers and the closing/installation of the product.
2. Preparation and planning for item 1. This would involve the building of knowledge and prospect lists to organize the time prospecting. This would also involve the preparation of proposals and customer information. 30%
3. The support and input of the internal TLG team required documents, reports and procedures. This involves sales reports, database input, administrative reports and HR documents. 5%
4. The consistent training of product knowledge and feature application. 5%
5. The maintenance and support of Lioce Group customers. This involves handling customer requests and complaints. 5%
E) Initially this position does not supervise anyone. As success and tenure grows, more accounts and responsibilities will be transferred from the government manager.
F) The Account Manager would consistently interact with the initial contact and data acquisition people representing the government entity. The Account manager would strive to contact the key decision makers within the customers i.e. purchasing manager, IT managers, office managers and any “C” level contacts. Interaction with the direct users of the technology is also essential during the sales process and ongoing support of the customer.
Internally the representative will work mostly with the Government Marketing Manager and other management dealing with the sales team. The rep does consistently deal with their admin and service representatives to address customer issues.
G) The Account Manager must represent a confident social persona. Knowledge and respect of the Military protocols is essential to building mutual trust and respect with the Redstone customers. This social attitude allows the representative to interact with new prospective customers and internal employees consistently. The rep should be proficient in current computer and networking technologies. The rep should be internally driven and outwardly motivated. The Lioce Group is looking for a representative that can build relationships with our customers through sincere and professional social skills. The representative should also maintain the knowledge and expertise to provide value to our customers in each meeting.
H) The Lioce Group requires the following pre-requisites:
Education – High school. College education recommended
Government and/or Military Service is beneficial
Computer literate – intermediate to advanced experience with MS Office, MS Outlook and basic networking theory.
Experience – preferred military service
I) The toughest part of the job will be to maintain over 40% of your time prospecting customers and dealing with long sales cycles related to government funding.
J) The Lioce Groups compensation methods allow for the representative to ramp up during training to their set salary plus commission structure. The structure allows for the representative to make from 8% - 14% of the sales volume. Past representatives range from $100,000+ per year total compensation.
The Lioce Group relies on our professionalism, caring attitude, and commitment to the customer. We emphasize this in our culture and expect it from every employee. Fitting into our team is essential to your success.
