Senior Sales Manager, Federal Government

Rapiscan Systems is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud. We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology-or multiple X-ray technologies-to address each customer's unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence.

We are looking for a high energy, dynamic sales professional to represent our entire Rapiscan Detection portfolio of security products in the U.S. Federal Government Market (Territory Defined Below). This Sr. Sales Manager position is expected to grow and retain company market share and customer base in key market segments within the Federal Government Market Segment. This Sr. Sales Manager will also be required to lend subject matter expertise and support Business Development efforts and cross functional teams in the pursuit of Federal Government and North America Sales strategies.

• Drive sales revenue to meet and exceed assigned sales targets.
• Develop and maintain an opportunity pipeline of at least three times (3x) the assigned sales target.
• Build on and grow Rapiscan's existing Federal Government Strategies.
• Develop and implement new account/customer initiatives.
• Investigate new opportunities applicable to our products.
• Identify sales opportunities due to market changes.
• Cold call as appropriate to ensure a robust pipeline of opportunities.
• Be a key player in developing and executing the Federal Government strategic and tactical initiatives within the United States and for Global growth.
• Grow the market network by meeting with potential customers, distributors, and partners.
• Present at conferences and meetings to support the overall businesses objectives.
• Participate in industry events, council meetings, tradeshows, etc.
• Effectively explore alternatives to reach agreed upon sales targets that gain customer support and acceptance.
• Develop a comprehensive view of the competitive marketplace.
• Focus on improving on our relationships within the Federal Government Market and ensure they are comfortable and confident in our Detection equipment and our capabilities.
• Duties may be modified or assigned at any time to meet the needs of the business.

Other Work Requirements

• Presents new products and services that enhance existing and new relationships.
• Works with technical staff and other internal colleagues to meet customers'/distributors'/partners 'needs.
• Works with management to improve business related processes.
• Submits weekly and/or reoccurring progress reports and ensures data is accurate.
• Ensures that data is accurately entered and managed within the Company's CRM or other system as designated by Company.
• Forecasts and tracks sales growth targets for the market and territory/region of responsibility.
• Works with Marketing to ensure that market specific materials are accurate.
• Presents market specific debriefs/training to colleagues and counterparts across the regional/global organization.
• Responsible for achieving annual sales revenue targets (quota).
• Follows corporate policies and technical procedures.
• It is the responsibility of every employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.
• Upholds Company's core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrates behavior consistent with Company's Code of Ethics and Conduct.
• Duties may be modified or assigned at any time to meet the needs of the business.

• BS/BA degree required. Experience may be considered in lieu of a degree.
• 5 years of experience in Federal Government Sales.
• Knowledge of Security Industry a plus.
• Proven track record of winning new business.
• Demonstrable prospecting skills.
• Ability to work independently with little direction.
• Account Management skills (Accomplished Relationship building background)
• Strong written, verbal and presentation skills.
• Strong computer literacy including; Excel, Power Point, Word, MS Suite, etc.
• Forecasting accuracy and pipeline management.
• Ability to travel up to 75% of the time within assigned territory or at the direction of management
• Clear thinking problem solver
• Ability to work and flourish in a fluid, high pressure, security sensitive environment
• Willingness to embrace and quickly adapt to change
• Possess good time management and organization skills
• Open to and receptive to constructive criticism and direction
• Ability to manage complicated bid/ procurement requests with winning results
• Ability to pass security background checks to access secure facilities
• Must be able to attend trade shows
• Accurate opportunity assessment
• Focused on becoming an industry leader, client resource and advocate
• Will need to reside within the territory

Please review our benefits here: Life at OSI
The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location and date of hire. Please note that the salary information shown above is a general guideline only. Salaries are based upon candidate experience and qualifications, as well as market and business considerations.

NOTICE TO THIRD PARTY AGENCIES

OSI Systems, Inc. and its subsidiaries (collectively "OSI") does not accept unsolicited resumes from recruiters or employment agencies. If any person or entity, including a recruiter or agency, submits any information, including any resume or information regarding any potential candidate, without a signed agreement in place with OSI, OSI explicitly reserves the right to use such information, and pursue and/or hire such candidates, without any financial obligation to the person, recruiter or agency. Any unsolicited information or resumes, including those submitted directly to hiring managers, are considered and deemed to be the property of OSI.

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OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for original equipment manufacturers with applications in the defense, aerospace, medical and industrial markets, among others.