Regional Sales Manager- Southern California

REGIONAL SALES MANAGER – Southern California

Location:

Southern California (must reside in the state of California, preferably within Southern California, and be able to travel within the southern part of the state).

We are currently searching for an experienced Sales Professional with a proven track record of defining and executing effective sales strategies in the State and Local Government marketplace. The role requires leadership in articulating and formulating the sales strategy, developing and implementing sales initiatives aligned with the company’s overall strategy, building strong customer relationships, and orchestrating cross‑functional teams to capture key opportunities.

Reports directly to the Area Sales Director/Area Manager.

• Identify major programs within Regional State and Local Governments and manage company efforts to secure capture positions, meeting and exceeding quarterly/yearly quota.
• Support preparation and pricing of proposals for State and Local Government bids.
• Assist with quarterly sales reports and establish multi‑year strategic partner plans with critical market capture goals.
• Manage complex contract negotiation and coordinate with legal counsel.
• Work with Marketing to identify potential deals/programs and develop tactics and teams to bring them to fruition.
• Support trade show events as required.
• Maintain relationships with company technologies and cultivate decision‑makers and centers of influence within assigned agencies.
• Deliver product presentations and participate in demonstrations as needed.
• Complete administrative tasks in a timely manner, including forecasting reports and other reports requested by management.
• Maintain up‑to‑date customer contacts and technical proficiency.
• Provide product‑marketing team with current customer and competitor intelligence.
• Execute all duties assigned by the Supervisor.

• Strong Excel, Access, MS Word, PowerPoint skills.
• Exceptional verbal and written English communication skills.
• Good analytical skills.
• Very detail‑oriented, accurate and organized.
• Ability to work under pressure and meet deadlines.
• Can work independently and as part of a team.
• Confidentiality and time‑management skills.
• Minimum five years’ experience with selling and/or designing LMR communications systems.
• Demonstrated history of surpassing State and Local Government sales growth goals.
• Excellent communication, sales, writing and negotiation skills.
• Ability to close State and Local Government sales.
• Understanding of the proposal process with proposal assembly experience.
• Technical background selling complex end‑to‑end solutions desired.
• Self‑motivated with problem‑solving ability.
• Creativity to envision new products, services, and applications.

• Education required: Bachelor’s degree and a minimum of five years of technical sales (hardware) experience.
• Master’s degree preferred (MBA, MHA, MPH or equivalent).
• Experience required: 5+ years of technical sales, sales engineering, or sales management experience, with responsibility to develop and grow the State and Local Government market at executive levels within multiple State and Local organizations.

• Lead multi‑disciplinary and multi‑organizational teams to prepare government proposals and close opportunities.
• Proven government sales leadership with organization and planning ability.
• Ability to nurture and develop long‑term business relationships.
• Facilitate productivity and growth by championing new products, programs, and ideas.
• Experience and success in writing, submitting, and winning large government contracts.
• Experience working with senior level executive departmental management.
• Understanding of government contracting vehicles, budget cycles, grant management, procurement policies and regulations.
• Ability to strategize with executive management and report on sales status, pricing, technical and strategic considerations.
• History of managing and meeting financial targets (sales, revenue, margin, pipeline).
• Current understanding of LMR technology trends.
• Exceptional communication skills and energy to pursue and close new business.
• Knowledge of…