Make your mark at the world's largest HVAC company
The Government Sales Manager role is responsible for driving the sale of Daikin products and services into the public sector by leveraging available DAA government cooperative purchasing programs, such as OMNIA Public Sector, GSA, and other available programs in the region. This individual must support, mentor and train the salesforce to sell complex, bundled offerings that meet the needs of government specifiers, decision makers and purchasing agents. This role is also responsible for educating and supporting the Daikin equipment representatives in understanding and utilizing DAA cooperative sales programs. Come be a part of an exciting journey at Daikin Applied, where innovation and excellence drive our every endeavor!
Location: Remote.
What you will do:
• Selling and mentoring others to sell Daikin offerings confidently to government specifiers, decision makers and purchasing agents while achieving optimal profit levels. Able to demonstrate value at the government decision making level, as well as to mentor and train DAA sales people to demonstrate this value, by providing solutions to budgetary challenges as well as working through gateways to ultimately gain the sale.
• Mentors, supports and teaches others to sell equipment, equipment installation and service agreements to both new and existing customers.
• Advises on and assists in the sale of new turnkey projects working closely with the respective service sales representative for identified government entities.
• Supports the equipment representative in using the cooperative programs to sell new equipment to government entities.
• Develop strategic plan for respective region or division to meet or exceed set sales goals, including detailed measures for success, timelines and necessary resources to achieve.
• In conjunction with the ROSM and District Manager, identify and manage pipeline for prospective customers, this includes active management through salesforce.com either direct or through respective service sales representative.
• Identify, develop and qualify a target list of prospective customers. Understand and leverage sales process checkpoints as well as demonstrate evidence of gaining small trial and closes and commitments. Refers leads to other business segments.
• Demonstrate clear understanding of available cooperative purchasing programs and has the ability to clearly articulate benefits to the end users.
• Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment with customers.
• Differentiates Daikin services and products from competitors based on business benefits and knowledge of competitor's business strategies.
• Ensures the customer and Daikin receive maximum value from dedicated resources.
• Coordinate with district to determine and implement selling strategy, proposal pricing, delivery estimates and scheduling and performance-based considerations.
• Focuses on building relationships with key stakeholders in the business.
• Interface with and maintain relationships with local NIPA, GSA and other coop program field-based employees.
• Personally develop, strengthen and maintain strategic customer relationships for the long-term benefit of the division.
• Other duties as assigned.
Minimum Qualification:
• Bachelor's Degree (Technical, Scientific, or Engineering)
• 5+ years of sales experience
• Professional Engineering license preferred.
• Proficiency in SalesForce preferred.
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