JOB SUMMARY

As an experienced National Account Executive, you will create long-term, trusting relationships with customers in federal government or customers supplying goods and services to Federal agencies. Responsible for driving sales and revenue growth by selling PODS products & services. Develop and maintain relationships with key decision-makers within these agencies, understand their needs, and propose solutions that align with their objectives. Primary goal will be to exceed sales targets and expand our footprint within the federal government sector.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Responsible for full sales cycle from planning to execution.
• Conduct thorough market research to identify potential opportunities within the federal government sector.
• Analyze competitors' offerings, pricing strategies, and market trends to develop effective sales strategies.
• Identify and prioritize key federal government agencies as potential customers.
• Utilize various methods such as cold calling, email campaigns, networking, and attending industry events to generate leads.
• Establish and nurture relationships with key stakeholders, including procurement officers, program managers, and decision-makers within federal agencies.
• Conduct meetings, presentations, and demonstrations to showcase our products/services and understand client requirements.
• Understand the unique needs and challenges of federal government agencies and tailor solutions to address their specific requirements.
• Collaborate with internal teams (such as marketing, customer service and operations) to customize offerings as needed.
• Prepare and present compelling proposals, including pricing, contract terms, and implementation plans.
• Negotiate contracts and agreements with clients to ensure mutually beneficial terms.
• Maintain accurate and up-to-date records of sales activities, customer interactions, and opportunities in Sales Force.
• Continuously monitor and manage the sales pipeline to ensure timely follow-up and closure of deals.
• Act as a trusted advisor to federal government clients, providing ongoing support and addressing any concerns or issues promptly.
• Strive to exceed customer expectations and cultivate long-term relationships to drive repeat business and referrals.

• Position is fully remote. Travel may be required to visit customers, attend trade shows and other necessary travel.

May perform other duties and responsibilities as assigned.

MANAGEMENT & SUPERVISORY RESPONSIBILTIES

Typically reports to Management. Direct supervisor job title(s) typically include Director, Commercial Sales

Job is not responsible for direct report (e.g., hiring/termination and/or pay decisions, performance management)

JOB QUALIFICATIONS: Essential Skills, Abilities and Example Behavior(s)

BE STRAIGHT-FORWARD: Able to communicate directly (to-the-point) and rely on fact-based positions; Able to avoid the use of ambiguous language or statements that contain hidden or double meanings; Able to avoid being deceptive.

TAKE INITIATIVE: Able to exhibit tendencies to be self-starting and not wait for signals; Able to be proactive and demonstrate readiness and ability to initiate action; Able to take action beyond what is required and volunteers to take on new assignments; Able to complete assignments independently without constant supervision.

DELIVER QUALITY RESULTS: Able to deliver top quality service to all customers (internal and external); Able to ensure all details are covered and adhere to company policies; Able to strive to do things right the first time; Able to meet agreed-upon commitments or advises customer when deadlines are jeopardized; Able to define high standards for quality and evaluate products, services, and own performance against those standards

BE ANALYTICAL: Able to effectively gather all relevant information; Able to identify key issues; Able to qualitatively and / or quantitatively process data; Able to identify relationships, draw logical conclusions and interpret results for use in decision-making.

BE A QUICK STUDY: Able to quickly learn and apply new information, skills and processes; Able to build on current knowledge and skills; Able to gather information from the appropriate resources to develop and execute plans when entering new situations.

JOB QUALIFICATIONS: Education & Experience Requirements

Completed University or College Degree (Business focus preferred)

10+ years demonstrated experience selling to federal agencies and account management.

Prior military or government service preferred.

A deep working knowledge of federal government buying processes including RFPs and purchasing influencers and decision makers, including military, FEMA & VA hospitals.

Ability to effectively communicate with government leaders of all levels.

Preference for transportation, supply chain, logistics or SaaS industry experience.

Ability to drive and possess a current/valid driver license issued by the state you work in

Possess math skills sufficient to perform required duties.

Possess Microsoft office skills sufficient to perform required duties.

Must be experienced and proficient in Salesforce.

Preference for D.C. based candidates.

PHYSICAL REQUIREMENTS

Ability to sit at a desk and use a computer for up to 8 hours a day; Ability to use hands and fingers to type on a keyboard and use a mouse to navigate; Vision sufficient to view small details on a computer monitor

Ability to stand and walk up to 8 hours a day; ability to stoop, bend and lift boxes weighing up to 50 lbs.

Ability to hear and verbally communicate using a telephone handset and/or connected headset device

WORKING CONDITIONS

Regular business hours. Some additional hours may be required.

Travel requirements: Negligible

Climate-controlled office environment during normal business hours.

Regular attendance and punctuality required

May be subject to pre-employment criminal background check and/or drug screening as well as random drug screenings in accordance with company policy

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