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Manager, Federal Sales

  • As Federal and Military technology continues to get more complex, customers demand higher levels of technical support and customer service. To meet and exceed those expectations, a new level of technical sales and support is required. The Federal Sales Manager will provide an exceptionally high level of support in both sales and technical guidance to OTTO customers.

    The Federal Sales Manager is an experienced sales professional with product experience who not only understands the products but also thoroughly understands the N. American Federal customers and the environments in which they operate. The Manager is a member of the Federal and Military Sales Team with the responsibility to achieve business sales goals.  Armed with a high level of knowledge regarding OTTO Engineering radio accessories, the Manager will respond to and support customers, prospect for new opportunities, support Federal Government bids and contracts, and bring solutions to customers.  The combination of these efforts will differentiate OTTO from the competition and set the highest standards in the two-way radio accessories market. 

    • Increases OTTO’s visibility and sales with key contacts in the Federal agencies and other assigned accounts through regular visits, phone contacts, e-mail, trade shows and other channels.
    • Develops and drives closure of sales opportunities for assigned accounts.
    • Communicates effectively with customers to educate them on OTTO products, keeps them up-to-date with the latest OTTO Products in support of building OTTO’s business and brand within the Federal Market.
    • Achieves and/or exceeds booking and sales goals for the assigned accounts.
    • Serves as the initial contact for customerfocused requests, pre-sales and post-sales support, and provides the first level of technical support to customers.
    • Delivers sales-oriented presentations to customers that demonstrate the value of OTTO’s products.
    • Tracks and reports customer and market trends in technology, competition, pricing, and market direction.
    • Takes ownership for account strategy development, including pricing recommendations for all Federal accounts and secures concurrence of agreed upon strategy from the Federal/Military Sales Manager and the Director of Sales.
    • Serves as the expert for OTTO products, accessories, and applications used in developing customer solutions. Become educated about the product lines, learn how to use equipment, and make product recommendations that solve customer application needs.  
    • Complete required sales, forecasting, and trip reports.
    • Plan activities for travel to customers and use each customer visit as an opportunity to understand unique customer needs and develop specific solutions.
    • Collaborate with Marketing to plan and attend trade shows.  
    • Support and collaborate with Federal/Military Sales Manager and other OTTO Engineering staff, share information and best practices, and solve customer problems.
    • Manage CRM and other business systems for Federal accounts and activities.
    • Review Bid Boards on a regular basis.
    • Assist with other related duties as required or assigned.



    • Bachelor’s degree required.
    • Minimum of 7 years sales experience.
    • Minimum of 4 years of selling to and working with Federal agencies.
    • Classified, or higher, security clearance desired.
    • Military radio communications industry experience strongly desired.
    • Experience with RF technology, two-way radio accessories, and intercoms used in commercial and military products.
    • General knowledge of computer skills including Microsoft Word, Excel and PowerPoint.
    • Salesforce CRM experience desired.
    • Excellent oral and written skills.
    • Ability to travel for customer meetings and tradeshows, 30%-50%.
    • Must be a self-starter with ability to collaborate with individuals at headquarters in Carpentersville.
    • Ability to focus on details, execute strategies, be flexible and decisive, and build strong working relationships with peers and customers.
    • Professional sales and marketing skills; excellent verbal and written communications skills; professional demeanor; presentation and public speaking abilities.
    • Must be able to work in a fast-paced environment.
    • Strong project management skills, good attention to detail and follow-up skills.
    • Availability for non-standard or extended work schedule.



  • 4/6/2018

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