Senior Director, U.S. Federal Sales

Rapiscan Systems is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud. We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology-or multiple X-ray technologies-to address each customer's unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence.

The Sr. Director, U.S. Federal Sales: This is a result orientated, sales leadership position, with bookings the key metric vs goal. This position requires an energetic, detail oriented, self-starter who is willing to learn and assist in the growth of the overall business. This sales leadership position focuses on current Federal Accounts, those that are critical to continued growth for the business, as well as cultivating and capturing prospective/new customers throughout the Federal Government market space. The Sr. Director, U.S. Federal Sales provides leadership in the planning, designing, due diligence, and implementation of both tactical and strategic sales objectives and evaluates and monitors competitive activity in the formulation of counter competition sales plans.

• Leads and manages the U.S. (Detection) Federal Sales Team focused on driving sales bookings and revenue to meet and exceed assigned sales targets and strategic initiatives.
• Operates as a 'Player/Coach', responsible for leading the Federal Sales Team while also directly managing select key accounts crucial to the success of Federal Sales.
• Creates and implements US Federal accounts/market strategies focused on driving sales growth both in the short and long term.
• Analyzes existing sales approaches to further develop Federal accounts and make changes where appropriate.
• Directly: identifies, cultivates and captures sales opportunities.
• Develops and implements new account initiatives.
• Identifies sales opportunities due to market changes.
• Cultivates new opportunities applicable to our entire product portfolio.
• Develops a comprehensive view of the competitive landscape and how it affects the Federal market and specific accounts.
• Forecasts and tracks sales growth targets for the market and/or accounts of responsibility.
• Develops and maintains an opportunity pipeline (individual/team) of at least three times (3x) the assigned sales target.
• Focus on improving our relationships withing the Federal Government market and ensure they are comfortable and confident in our Rapiscan equipment and our capabilities.
• Assists in the implementation of programs to grow Rapiscan's overall market share in the Federal Government market space.
• Identifies sales and business development strategies based on the install base, market knowledge, and future requirements.
• Screens potential business deals by; analyzing market strategies, deal requirements, growth potential, and financials; evaluating options; managing internal priorities; and recommending Sales strategies.
• Facilitates new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
• Works with and helps manage current Distributors and Key Partners in the Federal Government space.
• Active in helping to develop the Distributor Management Plan which includes establishing KPIs and Market revenue targets for the Federal market.
• Trains Distributors and Key Partners on products, technology, and sales strategies/tactics.
• Works with Management and cross functional teams to develop proposals that address customers'/distributors'/partners' needs, concerns, and objectives.
• Presents at conferences and meetings to support the overall businesses objectives.
• Participates in Industry Day events and meetings.
• Be a key partner with the business to help define future product, capability and technology needs.
• Develops job knowledge by participating in educational opportunities; reading professional publications; maintaining personal & professional networks.

Other Work Requirements:

• Deep knowledge and understanding of US Federal accounts/market to devise strategies for driving sales growth.
• Presents new products and services that enhance existing and new relationships.
• Works with technical staff and other internal colleagues to meet customers'/distributors'/partners' needs.
• Works with management to improve business related processes.
• Submits weekly and/or reoccurring progress reports and ensures data is accurate.
• Ensures that data is accurately entered and managed within the Company's CRM or other system as designated by Company.
• Works with Marketing to ensure that market specific materials are accurate.
• Presents market specific debriefs/training to colleagues and counterparts across the global organization.
• Responsible for achieving annual sales booking targets (individual/team).
• Assists in the generation of service growth and proposals in the Federal Government market in response to business opportunities/requirements.
• Assists and supports the Bids & Proposal Team in response to Bids, RFI's & RFP's.
• Follows corporate policies and technical procedures.
• Upholds the company's core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrates behavior consistent with the company's Code of Ethics and Conduct.
• It is the responsibility of every employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.
• Duties may be modified or assigned at any time to meet the needs of the business.

• BA degree or equivalent experience, required.
• Minimum of 10-15 years Sales, Strategic or Key Account Management experience with a strong record of success, required.
• Minimum 10 years of experience in the Security Industry, required.
• Minimum 8 years of related Sales experience in Federal Government market, required.
• History of managing cross-functional teams and/or direct team members with successful results, required.
• Familiarity with Government Contracting processes, required.
• Strong understanding of all aspects of business management.
• Computer literacy including Excel, Word, MS Access.
• Outstanding communication skills, both verbal and written, required.
• Demonstrable prospecting skills.
• Proven track record of winning new business.
• Ability to work independently with little direction.
• Forecasting accuracy and pipeline management.
• Ability to travel up to 50% of the time or at the direction of management.
• Clear thinking problem solver.
• Ability to work and flourish in a fluid, high pressure, security sensitive environment.
• Willingness to embrace and quickly adapt to change.
• Possess good time management and organization skills.
• Open to and receptive to constructive criticism and direction.
• Ability to manage complicated bid/ procurement requests with winning results.
• Ability to pass security background checks to access secure facilities.
• Must be able to attend trade shows.
• Accurate opportunity assessment.
• Focused on becoming an industry leader, client resource and advocate.

Travel Requirements:

• Up to 50% travel per month at the direction of management as required.
• Some international travel may be required at the direction of management.
• Work independently to plan and arrange travel accommodations within Company guidelines.
• Possess the flexibility and capability to deal with sudden changes (i.e. customer schedules, flight delays, on site weather delays etc.).
• Focus on costs savings by planning and arranging travel accommodations as soon as practical.
• Travel is to be booked via Company approved travel agencies.
• Maintain and organize expense receipts and work independently to manage administrative tasks, including the timely submission of expenses and other administrative reporting as required.
• The ability to obtain site passes, clearances and Visas as required to carry out job responsibilities.
• Maintain valid passport and credit card as required to support business travel.
• Understand and comply with Company travel policy, including security travel.
• Maintain and organize expense receipts and work independently to manage administrative tasks, including the timely submission of expenses and other administrative reporting as required.
• The ability to obtain site passes, clearances and Visas as required to carry out job responsibilities.
• Maintain valid passport and credit card as required to support business travel.
• Understand and comply with Company travel policy, including security travel.

Please review our benefits here: Life at OSI
The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location and date of hire. Please note that the salary information shown above is a general guideline only. Salaries are based upon candidate experience and qualifications, as well as market and business considerations.

NOTICE TO THIRD PARTY AGENCIES

OSI Systems, Inc. and its subsidiaries (collectively "OSI") does not accept unsolicited resumes from recruiters or employment agencies. If any person or entity, including a recruiter or agency, submits any information, including any resume or information regarding any potential candidate, without a signed agreement in place with OSI, OSI explicitly reserves the right to use such information, and pursue and/or hire such candidates, without any financial obligation to the person, recruiter or agency. Any unsolicited information or resumes, including those submitted directly to hiring managers, are considered and deemed to be the property of OSI.

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OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for original equipment manufacturers with applications in the defense, aerospace, medical and industrial markets, among others.