Sales Director - State & Local Government

We are currently seeking a proven Director to manage and grow our government sales vertical specifically focused on State & Local government agencies. 

The State & Local Director role demands a strong and proven track record in seeking out and building relationships with end users, consultants, architects, general contractors, contract vehicle holders and industry influencers. In addition to building and executing on a sound goto market strategy, while managing a team of business development managers. The ideal candidate must bring a high level of business expertise, technical knowledge and/or education, an established end-user contact list, and resourcefulness to facilitate a strong business development process that leads to new projects and opportunities. This involves engaging with internal/external customers and identifying and analyzing new opportunities - whether known or not. Responsibilities include acquiring new projects within State & Local Government Agencies in the United States and Canada. The individual in this position is responsible for developing pipelines, qualifying opportunities, boosting revenue individually, managing and mentoring a team of State & Local Business Development managers.

The role calls for building relationships with strategic partners and customers. Effective collaboration, negotiation, and cooperation are crucial for achieving business goals. Additional tasks may include identifying and assessing State & Local contract vehicles, forming complimentary manufacturer relationships, creating short and long-term marketing campaign strategies, and building a robust business development plan. The Business Development professional must stay informed about competitor business models, performance, leadership, and market share impact.

The State & Local Director plays a pivotal role in driving growth and expanding the organization's reach. By actively participating in operational and group strategy discussions, they contribute valuable insights that inform decision-making and shape the direction of the company's State & Local growth strategy. Their involvement in business development processes ensures alignment with overarching goals and objectives, paving the way for sustainable success.

Collaboration is at the heart of the Directors responsibilities. By forging strong partnerships with regional account managers, they facilitate a seamless transition from identifying opportunities to pursuing them with purpose and precision. Their ability to individually and manage a team to cultivate relationships with customers and industry stakeholders is instrumental in nurturing trust and loyalty, ultimately leading to mutually beneficial outcomes.

Moreover, the Director serves as a conduit for internal and external collaboration, acting as a bridge between different teams and stakeholders. By effectively communicating the organization's core capabilities and value proposition, they enhance brand visibility and credibility in the market. Through strategic planning and meticulous execution, they contribute to the seamless operation of capture teams and the successful acquisition of new projects.

In essence, the Director is a catalyst for innovation and growth, continuously seeking ways to optimize processes, drive efficiencies, and capitalize on emerging opportunities. Their dedication to upholding business standards and aligning pursuits with the overall business strategy ensures that every endeavor is anchored in purpose and poised for success.

Additional duties involve developing solutions for specific opportunities, managing partner relationships, actively engaging in business planning activities, and overseeing all State & Local business development activities to deliver qualified opportunities to regional teams. The ideal candidate should possess a solid understanding of US Government contracting, contract types, procurement processes, and exhibit teamwork, strong reasoning, and effective communication skills in both verbal and written forms.

What You'll Do:

• Lead a team and personally generate a robust pipeline that leads to new revenue within the State & Local Government market by identifying, developing and maintaining strategic customer relationships with end users and other decision-makers and influencers
• Initiate and participate on team, partner and prospect sales calls and model the speed, agility, aggressiveness, teamwork, and responsiveness required to win in the State & Local government market
• Work with Pre-Sales Applications Engineers to assemble solutions and sales proposal responses
• Actively contribute to the development of marketing programs for this segment by working with outbound marketing to develop regional sales targets while implementing marketing programs that grow revenue
• Collaborate with Marketing and Inside Business Development Manager to develop and update State & Local capabilities presentations, project cut sheets and pre/post-bid presentations
• Communicate with Regional Sales Account Managers regularly, support their involvement in State & Local projects with pricing, product information, contracts and project process needs
• Follow up on leads you and your team will generate via cold calling, trade shows or other networking events
• Contribute to pricing decisions by providing market intelligence, competitive information, and other market, customer, and partner feedback
• Actively contribute to the ongoing analysis, refinement and execution of business strategies
• Communicate market trends and competitive landscape to the Sales leadership team

• Bachelor’s degree in business or related field or equivalent experience preferred
• Minimum of five years managing and developing a team of direct reports.
• Minimum of five years of technology State & Local Government sales experience. Prior sales experience involving video displays are preferred
• Experience with government technology capture, procurement, and contracting processes
• Track record of demonstrated success outbound prospecting, cold calling, selling and forecasting sales required
• Strong references to include end-users you have done business with
• Demonstrated effective English language communication skills; oral, written and presentation, required
• Proficiency in Microsoft Office applications required. Preference for prior experience using Salesforce. comand GovWin
• Preference for experience with contemporary productivity and communication tools (e.g. Zoom, Teams, Social Media, etc.)
• Demonstrated ability to deliver results in fast paced dynamic environment required

Other Requirements:

• Travel required 50%-60% of the time.
• Requires ability to lift/move/set-up products weighing up to 40 pounds.
• Must have a valid driver’s license

All benefits start on first day of employment!

• 75% employer-paid medical for employee. Family coverage also included. 
• 100% employer paid dental, and vision for employee and dependents
• 100% employer paid long-term, short-term disability, and life insurance policy
• 401k Match, if you’re contributing 5% we match 4%. 100% vested immediately.
• 10 paid holidays
• Starting at 15 days paid PTO (inclusive of sick and vacation time) annually
• Employee Assistance Program (EAP)
• Flexible Spending Account (FSA)

EEOC Statement:

Planar is an equal opportunity employer, we believe in fostering a culture of equality, diversity, and inclusivity. Our commitment to this goal is clearly expressed in our zero-tolerance policy for discrimination and harassment of any kind, including on the basis of race, color, sex, age, religion, sexual orientation, national origin, disability, genetic information, pregnancy, protected veteran status or any other characteristic protected by applicable federal, state, or local laws. Our hiring practices ensure that decisions are based solely on qualifications, merit, and current business needs, while extending to all aspects of our operations - from recruitment and promotion to layoff and recall, to leave of absence, compensation, benefits, and training.  We are committed to remaining a drug free workplace