Sr. Sales Director, Federal Government

Sr. Sales Director, Federal Government at Rapiscan Systems

Location:

Sterling, VA, USA

Reporting to:
Executive Vice President, North America, Cargo Scanning & Solutions Group, Rapiscan, Inc.

Rapiscan Systems Inc. is a leading designer, manufacturer, and marketer of security and inspection systems worldwide. Our products are used to inspect baggage, cargo, people, vehicles, and other objects for weapons, explosives, drugs, and other contraband. This sales director will manage the business development and sales of security products and solutions to Federal Government customers internationally, including the Department of Defense (DoD) and other U.S. Government customers.

• Lead and manage International/FMS programs from inception to completion, ensuring compliance with DoD/DOS policies and regulations.
• Collaborate with foreign governments, U.S. defense contractors, and various DoD agencies to facilitate the sale and transfer of defense articles and services. Serve as the primary point of contact for foreign customers.
• Negotiate terms and conditions of FMS agreements, ensuring that all contractual obligations are met. Work closely with legal and contracting teams to draft and finalize agreements.
• Monitor and manage program budgets, ensuring that financial resources are allocated appropriately and expenditures are tracked accurately. Prepare financial reports and forecasts for senior leadership.
• Ensure all FMS activities comply with U.S. laws, regulations, and policies. Prepare and submit required reports to Congress and other oversight bodies.
• Identify and mitigate risks associated with FMS programs. Develop and implement risk management plans to address potential issues and ensure program success.
• Stay current with industry best practices and emerging trends in defense sales.
• Provide administrative sales support, manage sales data, support sales research, track and maintain sales records, and interface with sales inquiries. Prepare documents and analysis to support reporting and sales objectives.
• Maintain and update sales and customer records in CRM systems, Excel databases, files, and records. Respond to customer inquiries and provide sales reports.
• Generate sales reports, forecasts, trends, update and recommend dashboards, track sales, identify potential issues, and recommend solutions.
• Conduct sales research to identify potential leads and market trends. Actively conduct data analysis to identify potential new business opportunities on tools such as FBO, Bloomberg, and Gov Win.
• This position requires up to 30% travel.
• Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrate behavior consistent with the company’s Code of Ethics and Conduct.

• Bachelor’s degree or higher in International Relations, Business Administration, Defense Acquisition, or a related field.
• Up to 15 years of experience in foreign military sales, defense acquisition, or a related field. Experience working with the Department of Defense/Department of State or other government agencies is highly desirable.
• In-depth knowledge of FMS policies, regulations, and procedures, including familiarity with the Arms Export Control Act (AECA) and International Traffic in Arms Regulations (ITAR).
• Excellent communication and interpersonal skills.
• Strong program management skills to lead and manage FMS programs from inception to completion, ensuring compliance with DoD policies and regulations.
• Excellent negotiation skills to negotiate terms and conditions of FMS agreements, ensuring that all contractual obligations are met.
• Strong financial management skills to monitor and manage program budgets, ensuring that financial resources are allocated appropriately and expenditures are tracked accurately.
• Ability to work effectively in a fast-paced, dynamic environment.

Effective verbal and written communication skills in the English language and ability to deal effectively and tactfully with others to ensure success in the performance of job responsibilities, interpersonal communications and to ensure proper handling of sensitive and confidential information and…