Federal Sales Executive

Summary:

The primary responsibility of the Federal Sales Executive is to grow the Company’s share of United States government and major OEM contracts, while providing consistent management of all proposals and contracts. This includes identifying and responding to opportunities, pre-acquisition planning, document preparation, and contract administration. It requires knowledge of the innerworkings of the US Government and regular interaction with various government representatives.

This role is very comprehensive in that it represents business development, sales, and program management. The role will have a significant impact on the Company’s growth. The FSE will represent the Company and its values and will ensure that the expectations of the Company’s customers are exceeded.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Core duties and responsibilities include the following. Other duties may be assigned.

• Grow the Company’s United States government direct business and indirect business via direct contact with the government and major defense contractors. This will be accomplished by tracking opportunities within government agencies and web sites and by capitalizing on the relationships established with major OEMs such as Lockheed Martin, Boeing, and other defense contractors.
• Lead the Company’s efforts in submitting pre-qualifications and quotes for various opportunities by developing and overseeing the document submission process
• Maintain the Company’s business development and sales information via the use of its CRM; currently HubSpot.
• Ensure that contracts and proposals are properly administered and securely maintained.
• Manage contract performance, including budget adherence, payment terms, general language, and provisions.
• Perform appropriate administrative and operational research to support proposal and contract development.
• Conduct contract strategy meetings to identify issues and client requirements, facilitate pricing discussions, and obtain senior management input on timelines and deliverables.
• Draft contractual provisions based on strategy discussions, senior management input, and organizational needs and expectations.
• Assure accuracy and appropriateness of contract text and attachments.
• Serve as primary organizational contact during contract negotiations.
• Engage relevant stakeholders in negotiation decisions involving legal or regulatory requirements, contract standards, and cost targets.
• Develop and execute negotiation strategies that minimize potential losses and benefit the Company’s financial performance.
• Maintain deadlines on deliverables and communicate on an ongoing basis with business partners and internal clients about contractual issues.
• Review contractual performance of both parties to ensure compliance with terms and to identify conflicts or changes requiring resolution at contract renewal.