Director of Sales

Build your own department and staff!

Up to $180,000+ including a guaranteed bonus and commissions

Move your Sales career to the next level

This stable 50-year-old, growing, 500 employee professional services firm with 80% federal and 20% commercial lines of business seeks a Director of Sales to lead the firm’s sales division.  The firm has grown annually by 15% each year, and every one of their 500 employees believes their success is based on service excellence achieved by teamwork.

This is a growth position offering the ability to build your job, processes, and unlimited professional and financial growth.

The firm seeks an experienced Director of Sales to join the team based on their headquarters in Alexandria, VA.  The firm is flexible for some remote and on-site working arrangements, but on-site is preferred.  They are a facilities maintenance and management firm looking for federal sales experience understanding the federal process.

The Director of Sales has overall responsibility for growth by directing all sales, business development, and marketing efforts.  This position is primarily focused on federal government contracts with the DOD, GSA, and other agencies.  This includes developing and leading strategies for identifying and capturing new business, leading the sales and marketing efforts, and closing new and recompete sales opportunities.

You will be responsible for all Sales and Marketing activities to achieve revenue and gross profit targets for all new janitorial contracts, recompetes of existing contracts, existing contract add-on services, and transaction-based specialty proposals. Meeting and maintaining close relationships with new and existing government, federal and commercial clients, and industry partners. Responsible for identifying and qualifying new business development opportunities and overseeing the BD and capture management processes using social media, marketing events, networking, referrals from customers, POC listings from RFP postings, and professional organization meetings, conferences, and workshops. Responsible for gathering all cost components, building excel cost models, and obtaining management approval of the final price.

You will manage an inside Specialty Sales Assistant, and as the department grows adding to your team.

You will ensure new client pricing is communicated and structured, approve proposals as required or obtain management approvals on pricing. Ensure the CRM is up to date at all times.  Design and drive the preparation for client meetings and ensure their success by planning for and pre-determining objectives and success criteria. Lead all efforts to build a solid sales pipeline and manage the sales process to close opportunities.

Manage the opportunity pipeline process with the probability of win calculations, revenue projections, and direct input to the company budget and forecasting process. Perform initial analysis of proposed or existing capabilities to determine technical, schedule, content reasonableness, and profitability. Participate in the development of annual and long-range strategic sales and marketing business plans. Responsible for sales proposal preparation and initial contract negotiations, including strong proposals in response to RFI, RFP, RFQ, and market research requests. Attend client and internal events and meetings and represent the firm at site visits and walkthroughs for janitorial contracts and specialty jobs.

A full job description will be provided before an interview

Required Skills necessary to be considered and successful:

10+ years of experience as a Senior Manager, Vice President, or Director in business development, sales, and marketing in complex high-volume selling cycles with preferred knowledge in the federal government and commercial space, focusing on facility and property management organizations.

Experience delivering the entire life cycle of business development activities, including market analysis, account planning, account management, capture management, partner / teaming strategies, opportunity identification and qualification, overall pipeline management, and the development and execution of winning strategies.

Past performance in capturing and winning complex business opportunities.

Experience developing and maintaining strategic business plans, account plans, marketing plans and budgets, and developing and measuring performance objectives.

Knowledge of SCA, FAR, and CBA and ability to research, interpret, negotiate, and perform according to regulations is Preferred, but not required.

A strong understanding of government and complex company regulations, policies, and contract vehicles is preferred.

You must have a bachelor’s degree. However, a Master’s Degree is highly desired. OR a combination of skills and experience in lieu of a degree

The firm offers an incredible compensation plan of $90,000-$120,000 base salary, a guaranteed $50,0000 bonus the first year, and up to a 2% commission on all gross sales.  The average contract is $1,000,000 – $2,000,000.  The firm culture is happy, collaborative, fast paced and a work hard, play hard attitude.

Please email your resume as a Word document to bjsteffan@steffanco.com or call 703.944.5697