Architectural Services, Artificial Intelligence (AI), Business Development, Business Skills, Communication Skills, Compensation and Benefits, Consensus Building Skills, Cross-Functional, Customer Relations, Federal Contracts, Federal Government, Global Branding, Government Sales, Keyboards, Leadership, Market Share, Marketing Communications, Marketing Objectives, Meet Sales Quota, PC (Personal Computer) Systems, Presentation/Verbal Skills, Problem Solving Skills, Product Management, Product Pricing, Product Strategy, Profit & Loss, Regional Sales, Sales, Sales Management, Sales Presentation, Sales Support, Spreadsheets, Strategic Planning, Team Building, Team Lead/Manager, Team Player, Time Management, Vendor/Supplier Diversity, Willing to Travel, Word Processing, Writing Skills
AIS POSITION DESCRIPTION FLSA: Exempt
Sales Management Salaried Exempt Sales
Customer Facing
POSITION TITLE: Federal Government Business Development Manager West Coast
REPORTS TO: Sr Vice President of Sales
SUPERVISES: None
DATE: July 7, 2026
POSITION PURPOSE
Responsible for developing, directing, and implementing federal government sales goals and objectives that meet profitability expectations and results. Provides leadership and support to area sales team and selected General Services Administration (GSA) dealers to set expectations, drive new business, and expand existing customer base. Responsible for meeting established quota for federal government sales goals and marketing objectives.
RESPONSIBILITIES AND RESULTS
- Represents AIS with key federal influencers, customers, and potential clients to create and retain positive and responsive image. Travels extensively away from "home" offices to meet face-to-face with federal customers, dealer customers, and influencers to make sales presentations, sell AIS products, and solve problems including overnight travel.
- Responsible for United States (US) GSA leadership plans, strategies, and accountability to meet sales goal results.
- Leads manages, and supervises US product and pricing strategy, as well as implementation to GSA schedule, in timely fashion to meet corporate goals.
- Manages development of multi-faceted diversity supplier program, in conjunction with dealer partners across US, to support corporate goals.
- Works closely with AIS affiliate companies to ensure they benefit from AIS's knowledge and presence in federal arena.
- Communicates strategy, including goals and objectives, AIS brand, and compensation plans, to ensure understanding and to achieve plan and drive business outcomes.
- Build collaborative relationships with company's GSA dealer partners to drive AIS solutions and contribute to territory success.
- Delivers impacting solution strategy presentations to key influencers and high-level decision makers to increase market share and drive business outcomes.
- Leads, through example, to enhance positive working relationships with AIS and Haworth affiliate teams, customers, influencers, dealers, and internal cross functional relations with Architecture and Design (A&D) Directors, Architectural Interiors (AI) Directors, and Service Leaders to ensure project expectations are clearly communicated and goals are met.
- Consistently acts to deliver AIS vision, values, high team moral, global culture, and brand to secure market share.
- Utilizes personal computer (PC), and keyboard/mouse while performing functions of position.
QUALIFICATIONS
Education
- Bachelor's degree in business, marketing, communication, design or equivalent or equivalent job-specific professional level work experience (two years job-specific work experience equals one year of formal education - NOTE: job-specific work experience used for education equivalency cannot also be used for work experience qualification).
Work Experience
- Eight years diversified federal sales experience, including six years in leadership position with three years in sales supervisory role.
Skills and Knowledge
- Extensive knowledge and history of success in GSA sales and leadership
- Excellent communication, both verbal and written, skills.
- Proven track record of working successfully with dealers implementing GSA strategic plans.
- Ability to make quick decisions that are right for business while also able to build consensus with team members and across all functional areas of business.
- Must be collaborative/decisive decision maker.
- PC and keyboard mouse skills; working knowledge of standard software packages (i.e., word processing, spreadsheet, electronic mail, and presentation applications).
- Ability to frequently travel overnight and daily away from "home" offices, up to 80 percent of time..
At AIS, we have a strong set of values that guide our business and help us align with our customers We listen to our Customers. We rely on our Employees. We honor Integrity. We embrace Continuous Learning. We lead with Design. We create Value. We work to make the World better.
EEO/AA Statement
As an EEO/AA employer, AIS will not discriminate in its employment practices due to an applicant's race, color, sex, pregnancy, national origin, ancestry, citizenship, sexual orientation, gender identity or expression, protected genetic information, age, disability, marital status, veteran status, religion, height, weight, other protected group status, or any other basis protected by the laws where we employ people.
This organization participates in E-Verify Employment Eligibility Verification.
AIS is a Federal Contractor and required to comply with Executive Order 14042.
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed by members assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.