Program Sales Manager, Channel Management - Strategic Initiatives

Job Title

Program Sales Manager, Channel Management – Strategic Initiatives

• Level: Experienced
• Job Location:
  
  NIB HQ – Alexandria, VA
• Remote Type:
  Fully Remote
• Position Type:
  Full Time
• Education Level: Bachelor’s
• Salary Range: $74,542 – $93,177 per year
• Travel Percentage:
  Up to 60%
• Job Shift: Day
• Job Category:
  Sales
• Department:
  Channel Management
• Reports To:
  
  Director, Channel Management
• Grade: 19 (FLSA Status: Exempt)

To work with assigned strategic accounts to grow NIB commodity sales within those accounts. Includes specific account management, account growth, business development activities, and project assignments to meet NIB’s annual product and growth goal targets.

• Employees in Other Departments Frequently
• Supervisory Personnel Frequently
• Nonprofit Agency Personnel Frequently
• Federal Contracting Activities Frequently
• Government agencies Frequently
• Source America Occasionally
• U.S. Ability One Commission Staff Occasionally
• Distributors Frequently
• NIB Management Frequently

Bachelor’s degree (B.S./B.A.) or related discipline. A combination of education and experience may also be acceptable.

5 years of selling experience to the Federal Government, GSA Schedule Holders, and/or State and local government. Knowledge of commodity wholesalers and dealer networks is required. Experience and knowledge of the Ability One Program regulations, policies, procedures, and commercial distribution practices is desired.

• Experience working with key distributors and assigned federal accounts, with demonstrated knowledge of implementing sales‑growth plans and conducting effective business reviews.
• Experience calling on senior sales leadership, program managers and decision makers of assigned organizations to develop strategies that increase visibility and market penetration for NIB products.
• Superior written and verbal communication, analytical skills, and ability to develop and convey concepts to maximize commodity representation, contract addition and business opportunities aligned with NIB corporate strategy.
• Ability to gain internal support, operate independently with limited supervision, and establish solid relationships with staff, peers, partners and customers with tact and diplomacy.
• Experience with federal contract holders and commodity product distribution knowledge to expand military and government purchases via authorized distributor selling vehicles.
• Access to federal supply systems and military background is a plus.
• Ability to work with corporate decision makers within strategic accounts to drive business and partnerships.
• Ability to collaborate with NIB internal personnel and departments to develop strategies to increase employment and accelerate Blind Work Years (BWY).

20% travel required.

• Communicate the Ability One product offering, develop and support business strategy, marketing activities, and cultivate new customer relationships within assigned accounts.
• Create plans for identified accounts that include goals, forecasts, decision‑maker matrix and partnership areas.
• Increase sales of NIB commodities and products across strategic accounts through go‑to‑market strategies.
• Develop knowledge of customer organizational structure and build relationships with key personnel who influence buying decisions.
• Develop strategic channel initiatives to support growth, penetration and forecasting.
• Plan and conduct Quarterly Business Reviews (QBRs) with portfolio accounts, gathering data from NIB’s ETS & Channel Operations Team.
• Build relationships with federal agencies and contracting officers to influence contract publications and maintain Ability One product additions.
• Track portfolio performance, analyze metrics, and provide feedback to stakeholders.
• Serve as trusted advisor and sales strategy leader to assigned portfolio.
• Build partnerships between NIB and assigned distributor portfolio and federal agencies.
• Participate in account‑sponsored events, forums, trade shows and federal agency meetings.
• Analyze quarterly sales reports to position NIB commodity products strategically.
• Monitor account portfolio GSA modifications for pricing adherence and product coverage.
• Work closely with Services and Products departments to promote opportunities.
• Maintain CRM records (preferably ) and support sales tools (Salesforce, GSA eLibrary, Beta.
  
  Sam.
  
  Gov, Gov Win, Gov Spend, Bloomberg Government).

NIB IS AN EQUAL OPPORTUNITY/AFFIRMATIVE ACTION EMPLOYER

NIB is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.