Sargent and Greenleaf (S&G) delivers proven locking solutions that protect people and assets to the government, financial institutions and communities around the world. A trusted Global brand, Sargent & Greenleaf leads the industry in providing businesses solutions to customers who require quality and reliable high-security locking systems.
Our unique portfolio of locks and locking systems serves a wide range of our customers’ security needs across industries and applications. Together, we are on a mission to make the world more secure today and in the future.
Job Summary: The objective of this position is to contribute to S&G growth in market share through the development of strong partnership in the government / military sector with a strong focus on existing and new construction in military and government facilities. This position is responsible for engaging with and developing relationships with key strategic alliances including Prime Contractors, Sub-contractors, 8A organizations, engineers, architects, and specification writers. The individual plans and coordinates the execution of sales activities of the organization’s products and/or services and works closely with the S&G team to drive revenue. The individual must operate as a formidable team player, leveraging relationships, and demonstrate strong influence along with management skills, collaboration, and business expertise.
Territory: US Government Sector & USG Contractors
Duties and Responsibilities:
¨ Develop and maintain highly effective relationships with the Government executives, Program & Project Managers, contract management offices and industry partners that drive company growth.
¨ Represents the company to major military / government contractors, sub-contractors, and strategic partners in business and social situations to foster and develop productive relationships.
¨ Provide pricing and services to the customer base that leads to the purchase and instillation of S&G High Security products
¨ Develops knowledge of competitor activities by researching, reviewing, and analyzing information about competitors’ products and services to improve company competitive position and differentiate S&G offerings in the government / military sector.
¨ Exercise a functioning knowledge of key aspects related to Security hardware within the government / military sector, market analysis acquisition or buildout, customer-driven product development, product valuation, and promotional programs toward supporting the short to medium growth plans of S&G.
¨ Developing markets and expanding the customer base by identifying, qualifying and quantifying new market opportunities and sales channels working closely with architects, engineers and spec writers to secure the S&G product on applicable projects.
¨ Secure initial and ongoing meetings and conduct strategic and effective sales presentations with key decision makers to cultivate existing accounts and to generate new business.
¨ Coordinates cross functional S&G resources to ensure alignment of partner activities with the strategies developed and deployed for all markets.
¨ Analyzes and controls sales expenditures consistent with the annual business plan.
¨ Meets or exceeds defined sales objectives.
¨ Extensive knowledge of federal procurement process, agency specific acquisition regulations, and contract / sub-contract administration within the U.S. government contracting arena. Construction experience a plus.
¨ Professional, with extremely strong interpersonal, written, and verbal communication skills including the ability to effectively present concepts and ideas to groups of people.
¨ Experience working within the Security Industry.
¨ Ability to identify and understand market segmentation, customer-driven value, and operational capabilities toward developing concise business development strategies, and delivering proposals to leadership, contractors, sub-contractors.
¨ Ability to define problems, collect data, establish facts, and draw valid conclusions.
¨ Ability to work collaboratively under pressure, with proven experience working on complex, large-scale and time-critical projects.
¨ Strategic mindset and the ability to execute effective strategic plans within business opportunities.
¨ Understanding of mechanical and digital hardware systems and iOT applications in secure installations.
¨ Ability and willingness to work independently.
¨ Fluent in written and verbal English.
¨ Bachelor’s Degree (B.S.) from four-year college or university.
¨ Proven customer relationship management skills, to include strong interpersonal and negotiation abilities.
¨ Experience with Microsoft Office Suite including Word, Excel, PowerPoint, Outlook
¨ 5-7+ years business development / sales experience (across the Government sector preferred) and demonstrated initiative and consistent goal attainment are required. Solid experience in opportunity qualification, pre-call/meeting planning, account development, and time management.
¨ Military experience preferred
¨ Strong project management skills preferred
¨ Knowledge of the construction industry a plus
¨ 8A program knowledge and technical training experience is a plus.
¨ Must be able and willing to travel both domestically and internationally between 50% - 70% (including some weekends).
¨ Demonstrated presentation, interpersonal, influencing, and analytical skills.
¨ The employee must occasionally lift and/or move up to 40 pounds.
¨ Noise level in the work environment is usually moderate.
S&G Vision & Values:
S&G is a passionate team with a continuous improvement culture dedicated to delivering trusted and transformative locking solutions while consistently exceeding customer expectations.
Must be a champion of the S&G corporate values of accountability, integrity, respect, teamwork, community, innovation, and leadership.
S&G is an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.