Federal Account Manager

At a Glance

Legrand has an exciting opportunity for a Federal Account Manager to join the Data Center Power & Control Division (DPC). Under the general direction of the VP of Global and Key Accounts, the Federal National Account Manager’s primary responsibilities are to manage and develop federal government sales on a national level. This position will be responsible for achieving sales, profitability, and growth objectives for Federal and Civilian critical agencies and customers. Due to the unique requirements of selling to the federal government, the Federal National Account Manager will be expected to help drive activities across the company in support of revenue growth in the Federal sector.

The Federal National Account Manager represents the products and services within the Data Center White Space, inclusive of Access, Cabinets, Containment, and Power.

The Federal National Account Manager, like all members of the Data Power and Control (DPC) Division, is expected to foster a positive work environment, demonstrate initiative, professionalism, personal awareness, integrity, and maintain confidentiality.

LOCATION:  Washington, DC

TRAVEL:  up to 75%

What Will You Do?

• Experience managing large government contract relationships.
• Knowledge of government procurement practices.
• Develop a sales territory plan for developing new sales and building a strong sales pipeline for the federal sector.
• Work with local partners to secure an appropriate route to market for Federal procurement.
• Provide guidance and business cases regarding federal government contract management and compliance.
• Represent the needs of federal government customers and prospects to the company.
• Establish productive, professional relationships with customers and channel partner principals / key decision makers in assigned territory through regular meetings and communication.
• Coordinate the involvement of the DPC team, including sales, support, service, and management resources, to meet sales objectives and customer expectations.
• Work closely with DPC’s Channel Management teams and channel partners to ensure customer satisfaction throughout the selling process.
• Utilize proactive selling methods to improve market share, revenue growth, and profitability as defined by DPC.
• Design, develop, enhance, and execute business and marketing plans to maximize sales and profits and overall customer satisfaction.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively assess, clarify, and validate customer needs on an ongoing basis.
• Manage customer accounts by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and channel partner personnel.
• Create account business plans to include quarterly business reports, marketing plans, suggestions, sales objectives, and forecasting.
• Provide regular updates to senior management on the status and performance of customer accounts within the territory.
• Display original thinking and creativity; Meet challenges with resourcefulness; Generate suggestions for improving work; Develop innovative approaches and ideas.
• Display willingness to make decisions; Exhibit sound and accurate judgment; Support and explain the reasoning for decisions; Include appropriate people in the decision-making process; Make timely decisions.
• Perform other duties as assigned.

Required Skills

Education: Bachelor's degree from a four-year College or University with an emphasis in Business, or a related field; or an equivalent combination of education and experience.

Experience:

• Minimum of 7 years outside sales experience and 5+ years selling to Federal customers/Federal agencies, i.e., FBI, CIA, etc.
• Minimum of 5 years of sales experience in the information technology industry, data center industry experience preferred.

TECHNICAL / PROFESSIONAL KNOWLEDGE

• Project management skills, including planning, organizing, and coordinating tasks.
• Computer proficient with knowledge of Microsoft Office products (Word/Excel/Outlook/PowerPoint), experience with Salesforce.com preferred.
• Effective oral and written communication skills with the ability to provide information across multiple groups in the Company, including Finance, Engineering, Marketing, and Sales.
• Strong organizational and planning skills and the ability to work independently.
• Familiarity with ISO 9000 standards and audit processes.
• Ability to travel up to 75%.
• Secret Clearance or eligibility to be cleared preferred.

DESIRED COMPETENCIES

• Design - Generates creative solutions; translates concepts and information into images; uses feedback to modify designs; applies design principles; demonstrates attention to detail.
• Problem Solving - Identifies and resolves problems promptly; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem-solving situations; uses reason even when dealing with emotional topics.
• Project Management - Develops project plans; coordinates projects; communicates changes and progress; completes projects on time and budget; manages project team activities.
• Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.
• Managing Customer Focus - Promotes customer focus; establishes customer service standards; provides training in customer service delivery; monitors customer satisfaction; develops new approaches to meeting customer needs.
• Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts the success of the team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.
• Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals. Capable of forecasting and pipeline management, supported through Salesforce.
• Impact & Influence - Pursues and wins support for ideas; displays the ability to influence key decision-makers; achieves win-win outcomes; uses authority appropriately to accomplish goals; addresses divergent opinions.
• Strategic Thinking - Develops strategies to achieve organizational goals; understands organization's strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.
• Consultative Selling - Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meet customer objectives; manages and documents sales process.
• Initiative - Volunteers readily undertake self-development activities; seek increased responsibilities; take independent actions and calculated risks; look for and take advantage of opportunities; ask for and offer help when needed.

About Legrand

Legrand is the global specialist in electrical and digital building infrastructures. Our comprehensive offering of solutions for residential, commercial, and data center markets makes us a benchmark for customers worldwide. We harness technological and societal trends with lasting impacts on buildings with the purpose of improving life by transforming the spaces where people live, work, and meet with electrical and digital infrastructures and connected solutions that are simple, innovative, and sustainable. Legrand is a global, publicly traded company listed on the Euronext (Legrand SA EPA: LR). For more information, visit www.legrandgroup.com/en

About Legrand North and Central America

Legrand, North & Central America (LNCA) is a leader in the AV, Lighting & Controls, Electrical, and Data Center markets. LNCA offers comprehensive medical, dental, and vision coverage, as well as distinctive benefits like a high employer 401K match, paid time off (PTO) and holiday pay, short-term and long-term disability benefit plans, above-benchmark paid maternity and parental leave, bonus opportunities in accordance with the Company’s incentive plans, paid time off to volunteer, and an active/growing Employee Resource Group network. For more information, visit legrand.us 

About Legrand’s Data Center Power and Control Division

The industry-leading brands of Approved Networks, Ortronics, Raritan, Server Technology, and Starline empower Legrand’s Data, Power & Control to produce innovative solutions for data centers, building networks, and facility infrastructures. Our division designs, manufactures, and markets world-class products for a more productive and sustainable future. The exceptional reliability of our technologies results from decades of proven performance and a dedication to research and development. 

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