We are seeking a mission-driven Territory Sales Professional who is passionate about making a tangible impact on critical issues like homelessness and disaster recovery. In this role, you will help expand the reach of transitional shelter communities, providing innovative solutions to urgent problems that affect our cities and towns every day.

We are looking for a candidate with extensive experience in business-to-government sales who can navigate complex sales environments with enthusiasm and perseverance. If you're motivated to be part of a solution that not only addresses daily challenges but also supports community resilience after natural disasters, we want to hear from you.

Join us in making a difference!

Job Description

Position Title: Territory Sales Manager                                                                     Department: Community Development

Reports To: VP, Sales                                                                                                    Date Updated: September 10, 2024

Location: This position may be remote, with quarterly travel to our headquarters in Everett, WA.

You have the option to choose to be office based in Everett.

Grade: 30 plus commission

POSITION OVERVIEW:

We are seeking an experienced Territory Sales Manager to lead sales efforts and establish strong relationships with government agencies and related entities. In this role, you will focus on selling innovative solutions that address critical issues, such as homelessness and disaster response, through the sale of transitional shelter communities. The ideal candidate will be mission-aligned, with a passion for solving real-world challenges, while navigating the complexities of government sales cycles. This position requires extensive experience in business development, government procurement processes, and a deep understanding of local and federal government purchasing regulations.

KEY RESPONSIBILITIES:

• Develop and implement a strategic sales plan to increase market share within the assigned government territory.
• Build and maintain relationships with key decision-makers at local, state, and federal government levels.
• Engage in the full sales cycle, including lead generation, proposal development, negotiation, and contract closure.
• Identify potential government contracts and programs aligned with the company’s products and mission.
• Collaborate with internal teams (marketing, product development, etc.) to tailor solutions that meet government needs.
• Keep up to date with government regulations and procurement guidelines to ensure compliance.
• Achieve sales targets and report on progress.

30, 60, and 90-Day Goals:

First 30 Days:

Understand the Market: Complete onboarding and training, gaining a deep understanding of the company’s mission, products, and target government agencies. Familiarize yourself with the existing client base, competitors, and territory.

Identify Key Opportunities: Begin reviewing potential contracts, RFPs, and government programs. Identify key opportunities in the pipeline and prioritize outreach.

Build Relationships Internally: Establish working relationships with internal teams, including marketing, operations, and product development, to align sales strategies with business goals.

First 60 Days:

Engage in Outreach: Initiate contact with key government agencies and decision-makers within your assigned territory. Begin scheduling meetings and presentations to introduce the company’s solutions.

Develop a Sales Plan: Create a detailed sales plan for your territory, including target agencies, key contacts, timelines, and revenue goals. Share this plan with leadership for feedback and alignment.

Track and Report Progress: Start tracking key performance indicators (KPIs), including outreach efforts, meetings scheduled, and progress toward sales targets.

First 90 Days:

Close Initial Deals: Work toward closing your first deals or securing contracts with government clients. This may involve responding to RFPs, submitting proposals, and entering negotiations.

Refine Sales Approach: Based on early feedback and experiences, adjust your sales strategy to better meet the needs of the territory and government clients.

Expand Pipeline: Continue building a robust sales pipeline, identifying new opportunities for growth, and positioning yourself as a trusted partner to government clients.

QUALIFICATIONS:

• Proven experience in business-to-government (B2G) sales, with a track record of achieving sales goals.
• In-depth knowledge of government procurement processes and contracts.
• Strong communication, negotiation, and presentation skills.
• Ability to work independently and manage a large sales territory.
• Demonstrated ability to sell solutions in complex, multi-stakeholder environments.
• Bachelor’s degree in business, Sales, or a related field is preferred.

BONUS POINTS:

• Experience working in or supporting Disaster Relief business to government sales.
• Exposure to the challenges of homelessness or victims of disaster or relevant experience working with marginalized populations.

SUPERVISORY RESPONSIBILITIES:

• None

PHYSICAL REQUIREMENTS:

• Ability to sit for extended periods.
• Routine use of keyboard and phone.
• Occasional requirement to wear safety attire or protective gear when on sites or in the warehouse.

TRAVEL:

• This position requires moderate to extensive travel, both domestic and possibly international, based on business needs.
• Travel estimated at 25%, with potential peaks up to 50%.
• Ability to travel on short notice (less than 48 hours).

BENEFITS:

Eligible employees (and their families) can enroll in medical, dental, vision (employer covers 90% of individual cost). Other benefits include basic life, short- and long-term disability insurance. Employees can enroll in supplemental life and our 401k plan. 

EQUAL OPPORTUNITY EMPLOYER:

Pallet is an Equal Opportunity Employer – By Choice. We believe we are best equipped to help our employees, customers and the communities we serve live better when we really know them. That means understanding, respecting and valuing diversity – unique styles, experiences, identities, ideas and opinions – while being inclusive of all people. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status or other characteristics protected by law.

PAY RANGE:

The base salary for this position is $80,000 - $90,000 plus commission. The On Target Compensation (OTE) is $160,000- $200,000 (commission CAP is $250,000) Compensation package offered may vary depending on job-related knowledge, skills, and experience. Base pay information is based on market location