Regional Sales Manager - Government & Defense

The Job Responsibilities

We are seeking an experienced Regional Sales Manager – Government & Defense based on the East Coast to drive revenue growth, expand market share, and strengthen customer relationships within military, government, and defense accounts. This RSM must be based on the East Coast US.

Key Responsibilities

Territory & Business Development

• Develop and execute a strategic sales plan to achieve or exceed annual revenue targets.
• Identify, prioritize, and pursue new business opportunities while growing existing accounts.
• Build and manage a high-performing distributor network aligned with company objectives.
• Monitor market trends, customer needs, and competitive activity.

Customer & Distributor Relationships

• Establish strong relationships with government agencies, military branches, key decision-makers, and distributor partners.
• Conduct regular business reviews, training, and sales planning with distributors.
• Manage customer expectations and ensure commitments are delivered.

Consultative Selling

• Understand customer challenges and position solutions based on value and mission needs.
• Present products and services as solutions to operational and business requirements.
• Maintain expert knowledge of products, industry regulations, and competitive offerings.

Project & Sales Management

• Lead complex sales opportunities, including proposals, bids, tenders, negotiations, and solution implementation.
• Coordinate technical documentation, customer handover, and service agreements with internal and external partners.
• Maintain accurate CRM records, forecasts, and expense management while ensuring compliance with company policies and regulations.

Your Qualifications

Education / Experience:

• BA in business or technical related discipline from an accredited university. In lieu of education, would need 5-10+ years working in a similar position or government sales or 5-10+ Military Service with exposure to the procurement process.
• 5+ years selling to Military/Military Contractors or 5-10+ Military service experience with exposure to the procurement process.
• Experience managing distributors and complex, consultative sales cycles.
• Strong relationship-building, negotiation, and project management skills.
• Ability to travel throughout the assigned territory.
• Proficiency with CRM and Microsoft Office tools.

The compensation includes a base salary of $85,000 plus uncapped commission based on sales performance. On Target Earnings (OTE) are $125,000 annually at 100% of quota, with the potential to exceed this based on individual results.