Government Sales Specialist - Military

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.

SUMMARY:
Responsible for all Government Military Sales, actions and results for the US Military. Consistently increase Military Sales, by ensuring we are engaged with every procurement avenue available.

COMPANY OVERVIEW:  Dover’s Vehicle Service Group is the global leader in designing and manufacturing vehicle service, collision and automotive OEM equipment. It is one of the founding companies of Dover Corporation, an eight billion dollar diversified global manufacturer. VSG consists of fifteen leading vehicle lifting brands (Rotary, Forward, Blitz, Ravaglioli etc.), collision repair (Chief), wheel services, diagnostics (Butler, Rotary, Chief and Ravaglioli) and tier-one automotive brands (Warn Automotive) with operations worldwide, including regional business operation centers and large manufacturing facilities in the U.S., Europe and Asia.

ESSENTIAL JOB FUNCTIONS INCLUDE:

• Frequent overnight travel (by vehicle or by air) away from home.
• Have phone, written and personnel sales contact with all forms of Military contacts.
• Make end-Users calls to support sales efforts of all Military branches.
• Establish relationships with active Military procurement officers.
• Establish relationships with all current forms of sub-contractors for equipment sales to the Military.
• Understand business climates in the Military by analyzing business trends and by thorough communication with all types of customers.
• Understand competitors in a given region or territory and utilize that information to have business plans to combat competition or seek them as customers.
• Help establish sales goals and projections for Military sales
• Prepare and utilize a business contact agenda on all contacts.
• Have a thorough knowledge and understanding of all performance reports and reporting metrics.  Be able to present those metrics to customers and or management.
• Highly efficient utilization of salesforce automation tools of PDA, Computer, field presentation projector, field cameras, etc. 
• Understand all pricing practices, discount procedures and how they impact profitability by product.
• Whenever deficient, work with the Regional Managers to establish and develop new distributors to provide high quality installation and service for the Military. 
• Be efficient with the computer.  Seek to have a skill level of 7 or above (out of 10) in PowerPoint, Excel, Word, Outlook and other existing software utilized by company.
• Maintain appropriate budget and understand the allocation as it relates to the percent of sales.  Access monthly budget expenses via the internet and make adjustments as necessary.
• Utilize and navigate within internet to communicate, review and gather competitive information, conduct business travel reservations.
• Forecast Military sales budgets utilizing corporate software.
• Manage Miliary Sales
• Provide communication on sales performance and activities to management via a brief summary(s) as requested and in monthly summary(s).
• Provide timely communication with supervisor on all events in the marketplace that could affect the company.
• When internal action is required to resolve a challenge, communicate needs to appropriate parties to facility resolution.
• Provide product/technical knowledge for Rotary and competitive products to the Military.
• Report early product quality and/or service issues to Rotary via email or monthly reports.
• Coordinate trade show that fall within the region and implement equipment and set-up work for the show and tear down the equipment.
• Conduct sales training in the field, or at national meetings and at the schedule training classes held at corporate facilities.   
• Required to have product knowledge of the entire VSG portfolio of products.

JOB SPECIFICATIONS:

• Education: High School Diploma or GED
• Abilities: Must have strong speaking and written communication skills, strong leadership skills and be decisive. Must be computer literate.
• Experience: Minimum five years sales and/or sales management and direct supervisory experience, with the Military. Background managing Military sales, or Government sales.
• Supervision: Works under own initiative with a minimal amount of guidance.
• Responsibility: Responsible for the actions and results of Military or Government sales within the region, selection and approval of procurement programs, all sales goals and the achievement of those goals. Exercises high degree of judgment. Works closely with the Director of Sales HD to meet goals for Government Sales.
• Military Service: Must have served in the Armed Forces with a preference on JSOC or other special operations divisions. A preference will also be given to Warrant Officers.

Key Dover Competencies:

To perform the job successfully, an individual should demonstrate the following competencies:

• Ethics & Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Insure that all business activities - with both internal and external customers - be performed with a professional demeanor and that all participants be held accountable to this high standard.
• Communication: Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well organized reports. Listens to understand input, feedback and concerns. Provides complete information in an open, honest, and straight-forward manner. Responds promptly and positively to questions and requests.
• Teamwork/Relationships: Works with other employees willingly and in a spirit of cooperation and teamwork. Supports cooperation.  Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Vehicle Service Group's business in the U.S. and abroad. Cooperates fully with others to achieve organizational goals.  Is tactful, courteous, and considerate. Embraces a positive outlook. Is respected and trusted by others.
• Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements. Uses technical/analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems. Works with both internal and external customers to develop solutions which meet company-wide needs and objectives. Applies a sense of urgency to resolve problems or create opportunities that will increase productivity and create value. Shares best practices with other employees across the business.
• Accountability: Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects/programs/duties as outlined in this job description. Advises supervisor of concerns, problems and progress of work in a timely manner. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion.  Deadlines are met.  

The above description represents a general synopsis of the principal functions of the job, and should not be construed as a comprehensive listing of all requirements that may be inherent in the job.

Equal Opportunity Employer

M/F/D/V

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position.  Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.