Director Strategic Accounts - Government and Education

The Director of SLED Sales is the primary Smart Care contact for State Government, Local Government, and K-12 Education customers responsible for developing and executing strategies that drive growth and retention of customers in this vertical market. The Director develops, implements and manages strategies that deepen Smart Care’s customer knowledge and intimacy.   The SLED Director will build long-lasting, mutually beneficial relationships with executive and director level contacts within the State Government, Local Government, and K-12 Education industry and within the Group Purchasing Organizations (GPOs) that serve these customers. This role excels at proactive communication with internal departments and external customers and works cross-functionally across Smart Care and its affiliate companies to ensure customer issues are being addressed and new opportunities are capitalized upon. Exceeds monthly, quarterly and annual sales targets including secured orders, revenue generation, and gross margin delivery at or above plan for this vertical market. 

To succeed in this position, candidates should have prior experience selling to State Government, Local Government, and K-12 Education clients, exceptional communication, problem-solving and time management skills. You should be resourceful, analytical, adaptable, and organized with the ability to build rapport with customers.

Main Responsibilities

• Proactive and ongoing communication with SLED customers to understand their needs, funding patterns, and evolving regulatory environment.
• Works with the Marketing and Service Operations teams to make sure that customer needs are addressed in our product offerings.
• Provides training to the Field Sales force on how to position, sell and win business with SLED customers.
• Provides direct selling assistance to the field sales team as necessary to achieve the SLED sales targets.
• Directly manages key GPO relationships that help drive growth.
• Builds relationships with customers based on mutual respect as a ‘trusted advisor’.
• Navigates customer organizations to build advocates and awareness across multiple functional areas and regional/local leaders.
• Works cross-functionally internally to resolve customer complaints / escalations and improves processes and communications to prevent future issues.
• Creates annual strategic plans for “key” accounts including growth plans and targets.  
• Creates and conducts quarterly business reviews on Smart Care performance with GPOs and end clients.

Qualifications

• Bachelor’s Degree in Business or related field, MBA preferred.
• 5-8 years of successful experience in Account Management, Business Development, Inside Sales or other customer facing roles.
• Excellent oral and written communications skills
• Strong problem-solving skills along with a high level of attention to detail
• Comfort using business intelligence (BI) software to analyze customer trends and needs
• Effective prioritization and time management with a demonstrated sense of urgency
• Sales process knowledge with solid negotiation and networking skills
• Capacity to influence others’ behavior through persuasive presentations, effective customer relationship development, facilitation, training and development
• Results-oriented, setting and pursuing aggressive goals, demonstrating a strong commitment to organizational success, and leveraging resources to accomplish his/her priorities
• Adept at grasping, understanding, and articulating divisional/company vision
• Passion to win and motivate a diverse team
• Experience with Microsoft Excel, Power Point, and ERP systems

About Smart Care

Smart Care is a national repair and service provider for commercial foodservice, refrigeration, and cold storage equipment. Our offering of comprehensive mechanical services includes hot side cooking equipment, stand-alone refrigeration, specialty coffee and beverage, complex rack refrigeration and HVAC.

Smart Care is an Equal Employment Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected class status.  All qualified individuals are encouraged to apply. If you need a reasonable accommodation with respect to Smart Care’s application or hiring process due to a disability, please contact the Human Resources department at [email protected].