Federal Government Business Development Manager- West Coast

Sales Management
FLSA:  Exempt
Customer Facing

POSITION TITLE:

Federal Government Business Development Manager West Coast

REPORTS TO:

Sr Vice President of Sales SUPERVISES:
NoneDATE:
July 2026

POSITION PURPOSE Responsible for developing, directing, and implementing federal government sales goals and objectives that meet profitability expectations and results.  Provides leadership and support to area sales team and selected General Services Administration (GSA) dealers to set expectations, drive new business, and expand existing customer base.  Responsible for meeting established quota for federal government sales goals and marketing objectives.  Partners with AIS affiliated companies to expand their overall presence and sales with federal government arena.

RESPONSIBILITIES AND RESULTS Represents AIS with key federal influencers, customers, and potential clients to create and retain positive and responsive image.  Travels extensively away from “home” offices to meet face-to-face with federal customers, dealer customers, and influencers to make sales presentations, sell AIS products, and solve problems including overnight travel.

Responsible for United States (US) GSA leadership plans, strategies, and accountability to meet sales goal results.

Leads manages, and supervises US product and pricing strategy, as well as implementation to GSA schedule, in timely fashion to meet corporate goals.

Manages development of multi-faceted diversity supplier program, in conjunction with dealer partners across US, to support corporate goals.

Works closely with AIS affiliate companies to ensure they benefit from AIS’s knowledge and presence in federal arena.

Communicates strategy, including goals and objectives, AIS brand, and compensation plans, to ensure understanding and to achieve plan and drive business outcomes.

Build collaborative relationships with company’s GSA dealer partners to drive AIS solutions and contribute to territory success.

Delivers impacting solution strategy presentations to key influencers and high-level decision makers to increase market share and drive business outcomes.

Leads, through example, to enhance positive working relationships with AIS and Haworth affiliate teams, customers, influencers, dealers, and internal cross functional relations with Architecture and Design (A&D) Directors, Architectural Interiors (AI) Directors, and Service Leaders to ensure project expectations are clearly communicated and goals are met.

Consistently acts to deliver AIS vision, values, high team moral, global culture, and brand to secure market share.

Utilizes personal computer (PC), and keyboard/mouse while performing functions of position.

QUALIFICATIONS Education

Bachelor’s degree in business, marketing, communication, design or equivalent or equivalent job-specific professional level work experience (two years job-specific work experience equals one year of formal education –

NOTE:

job-specific work experience used for education equivalency cannot also be used for work experience qualification).Work Experience Eight years diversified federal sales experience, including six years in leadership position with three years in sales supervisory role.

Skills and Knowledge Extensive knowledge and history of success in GSA sales and leadership

Excellent communication, both verbal and written, skills.

Proven track record of working successfully with dealers implementing GSA strategic plans.

Ability to make quick decisions that are right for business while also able to build consensus with team members and across all functional areas of business.

Must be collaborative/decisive decision maker.

PC and keyboard mouse skills; working knowledge of standard software packages (i.e., word processing, spreadsheet, electronic mail, and…