Job Summary

Primarily responsible for developing assigned accounts to drive new business opportunities with Primarily responsible for establishing and leading the U.S. Federal and Defense Business Unit within the company, focused on driving new business opportunities with the U.S. Federal Government and Defense sectors within Germany. This role includes responsibility for strategic development, compliance, and relationship management with government entities.

Essential Duties and Responsibilities

• Own and drive the development of the Federal and Defense Business Unit, focusing on U.S. Federal Government and Defense opportunities within Germany.
• Establish and maintain expertise in federal contracting requirements, ensuring compliance with U.S. government regulations, and manage certification and contract requirements.
• Lead business development strategies to identify, pursue, and secure federal contracts, including building relationships with key federal and defense sector clients.
• Develop and lead a dedicated team to support U.S. Federal and Defense projects, ensuring alignment with sector-specific needs and growth objectives.
• Serve as the subject matter expert in U.S. Federal and Defense sector operations, providing guidance and insight into market trends, regulatory changes, and strategic opportunities.
• Manage alliance and partnership initiatives between the company and relevant government and defense partners to strengthen the company’s position in the sector.
• Ensure full sales updates, forecasting, pipeline reporting, and business analysis specific to the federal sector, facilitating executive reporting and strategic planning.
• Establish professional relationships with all the key client sales and marketing personnel
• Other duties assigned as needed

Skills and Abilities

· Strong understanding of U.S. federal contracting regulations, including compliance, certifications, and procurement processes.

· Demonstrated strategic thinking and structured problem-solving skills, particularly in federal and defense market contexts.

· Ability to negotiate and manage complex federal contracts and maintain constructive relationships with government officials and organizations.

· Proven leadership skills with the ability to build, manage, and develop a team focused on federal business objectives.

· Exceptional communication skills to represent the company effectively within government and defense sectors.

· Ability to utilize local market strategy in accordance with company direction

· Ability to negotiate conflict and maintain constructive working relationships with people at all levels of the organization

· Ability to balance multiple tasks with changing priorities

· Ability to work and think independently and ensuring to meet deadlines

· Demonstrated ability to maintain strict confidentiality and handle sensitive matters with discretion

· Excellent attention to detail and organizational skills

· Must have clear and professional communication skills (written and oral) both internally and externally

· Proficient with Microsoft Office (Word, Excel, Outlook)

· Effective communication and interaction with employees, clients, and colleagues and the ability to work effectively with all levels of the organization

· Demonstrated customer service focus and client communication skills

Education and/or Experience

· Bachelor’s Degree in Business, or related field required (MBA or Master’s Degree is preferred)

· Minimum 4 – 6 years’ of professional business development experience preferably in the Audio Visual, Construction or Unified Communications industry, with knowledge and tied to the US Federal and Defense contract vehicles, contacts, and decision makers

· Experience in Unified Communications/Audiovisual preferred

· Quoting experience in the AV/Video Conferencing market a plus

· Experience with sales operations reporting is required. Salesforce.com knowledge is preferred.

· Demonstrated experience leading complex operational and strategic initiatives

· Experience operating in a multi-state and/or complex matrix business environment is desirable

Working Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job operates in a professional office environment. This role uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. The work environment is generally moderate in noise (inter-office conversations and computers/printers).

Physical Requirements

The physical demands of this position are those that are necessary to meet the responsibilities and essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

• This position regularly requires employees to sit, walk, and stand; talk or hear, both in person and by telephone; use hands repetitively to finger, handle, feel or operate standard office equipment

Direct Reports

· This position does not have direct reports

Work Hours

AVI-SPL reserves the right to alter work hours and work location as deems necessary

AVI-SPL is an Equal Opportunity Employer/AA/Disabled/Veteran Protected VEVRAA Federal Contractor