Purpose of Role This role directs, manages, and oversees Tait Communications Americas' (TAM) sales strategy for land mobile radio systems across the United States. This senior leadership role is responsible for driving sales growth, expanding market share, and positioning TAM as the leading provider of mission-critical communications solutions for public safety, utilities, transportation, government agencies, and other strategic vertical markets. The National Sales Director will have a deep understanding of the critical communications market, extensive experience in complex sales cycles, and a proven ability to lead large-scale sales teams in a highly competitive and regulated environment. The National Sales Director will work closely with key stakeholders across multiple regions to ensure a unified approach to Tait's direct and indirect sales execution, customer engagement, and solution delivery. This role reports to TAM's VP of Sales. Scope of the Role Strategic Sales Leadership:
- Develop, implement, and effectuate a comprehensive national sales strategy for Tait's critical communications portfolio, focusing on achieving prescribed sales and market share goals.
- Identify and orchestrate sales territory plans to win business opportunities in key verticals such as public safety, utilities, transportation, federal/state government, and other strategic markets.
- Lead the competitive tenders process by providing strategic input, competitive insight, editorial guidance, and win themes while contributing to written RFP responses and oral presentations.
- Ensure alignment between TAM sales motions and Tait's corporate objectives through open communications of sales initiatives and market dynamics. Sales Team Management and Development:
- Lead, inspire, and manage a national sales team, including regional channel managers, business development managers, and technical sales staff focused on critical communications solutions.
- Provide coaching and mentorship to build a high-performance sales organization, ensuring the team has the knowledge and skills to succeed in complex sales environments.
- Identify and implement tools, portals, and databases that help the sales teams establish a repeatable methodology for identifying and targeting customers who constitute a likely fit based on bands, capabilities, differentiators, relationships, etc.
- Set and monitor sales performance, training, and collaboration metrics (KPIs) for individual team members and regional teams, driving accountability and performance to exceed sales targets. Customer and Channel Partner Engagement:
- Build and maintain strong relationships with key decision-makers and influencers in public safety, utilities, transportation, and federal/state government sectors to foster long-term partnerships and trust.
- Manage channel conflict while working closely with the business development managers, channel managers, and channel partners to alleviate inconsistencies using the Company's rules of engagement and core values.
- Act as the executive sponsor for high-value deals, negotiating contracts and driving executive-level engagement with partners and customers.
- Collaborate with Tait's channel partners to enhance the company's market penetration, customer reach, and sales effectiveness. Solution Selling and Positioning:
- Work closely with internal product and engineering teams to ensure Tait's critical communications solutions meet customers' evolving needs.
- Position Tait as a thought leader in the critical communications space, showcasing the company's technology, integration capabilities, and industry expertise.
- Stay ahead of industry trends, regulatory changes, and technological advancements to shape Tait's sales approach and capitalize on emerging opportunities. Sales Operations and Reporting:
- Lead sales forecasting, pipeline management, and reporting, ensuring accurate and timely updates on performance to senior leadership.
- Oversee the budgeting and resource allocation processes to ensure optimal use of sales resources and funds.
- Collaborate with marketing and product development teams to design go-to-market strategies and support product launches that align with customer needs. Performance Measurements The National Sales Director will be:
- Measured on sales quota achievement (Orders Booked) for assigned territories, accounts, and/or opportunities.
- Measured on effectively managing cross-functional teams (e.g., business development managers, channel managers, sales engineers, etc.) to plan and collaborate on joint sales pursuits, drive joint deal registration initiatives, and mutually achieve sales goals in their assigned territories, accounts, and/or opportunities.
- Based in the US, remote, field-deployed, and measured on supporting the US sales team with identifying, developing, and closing sales opportunities. Specific Expertise
- 10+ years of proven success in outside sales, with a minimum of 5 years experience in Land Mobile Radio or directly related technology.
- 5+ years of experience in managing highly skilled, self-motivated sales teams.
- Experience selling or interacting with partners/and or customers.
- Strong skills in communication, presentation, and business acumen.
- Demonstrate knowledge of developing new markets and managing a large territory, including demand generation, channel partner development, forecasting, and quota attainment.
- Must be an aggressive self-starter who can articulate Tait's product and business strategies and create the demand to grow the Tait brand.
- Skilled in the use of CRM.
- Up to 65% travel. #J-18808-Ljbffr