Federal Sales Resume Sample
Lesly Koss
97510 Lowe Walks,
Dallas,
TX
+1 (555) 952 8685
Work Experience
Director, Federal Sales
03/2017
-
PRESENT
Houston, TX
- Zones Wellness program
- Experience selling software and services into Federal Government Accounts
- Experience in selling technologies for a key blue chip vendor with advanced level prospecting and qualification experience
- Learn and understand product solutions and features with excellent verbal and written communication skills
- Understand customer’s industry and core business processes
- Support and manage market penetration, and enablement of the EUC solutions
- Perform sales activities with customers and prospects including customer presentations to technical and senior audiences and technology demonstrations
- Represent the needs of customers into the EUC Business via feedback and active industry participation
- Work with marketing and field sales teams to execute against go to market strategy for EUC in the Federal market
Federal Sales Engineer
06/2010
-
10/2016
Chicago, IL
- Deliver on personal sales objectives quarterly for targeted major opportunities
- Lead the team in achieving quarterly and annual revenue targets by instilling strong sales discipline for pipeline creation and velocity to close
- Maintain a close working relationship with other members Virtustream’s team and contribute to the success of our business and company as a whole
- Coordinate all technical sales activities related to perspective accounts
- Provide high-level and detailed solutions/technology/product consulting, technical and sales support in assigned territory
- Direct and assist in the development of formal sales plans and proposals for assigned opportunities
- Yield maximum product and services revenue from each account while driving customer satisfaction
- Resides in the targeted geography w/local relationships in both customers and partners support Federal business
- Network Design background highly desired
Federal Solutions Engineer Federal Sales
01/2007
-
12/2009
Dallas, TX
- Currently held TS/SCI clearance
- Technology solution sales experience in the IC
- Travel 15% of the time as business needs require
- Qualified Sales Representatives require a consultative approach to selling; excellent verbal and written communication skills; and at least 5 years’ experience selling enterprise solutions into large and complex organizations
- Experience supporting a Pre-Sales Engineering Team
- Is a sales engineering
- Lead a team of centrally located Account Executives and drive sales to exceed team goals
Education
John Brown University
2002 - 2007
Bachelor's Degree in Business
Professional Skills
- Strong influencing and listening skills
- Demonstrated advanced analytical skills; able to create analytics and derive strategies based on data and trends
- Very strong presentation skills – Charismatic presenter that can present compelling views of our products against the customer needs
- Shows leadership skills in terms of contributing to the sales strategy from a solution requirements standpoint – strong contributor to the sales strategy
- Management skills that include strategy and tactical planning/execution, territory decisions, pricing/proposing, negotiating, and more
- Demonstrable skills in coaching and developing sales professionals
- Knowledge of advanced strategic sales techniques and team selling skills
How to write Federal Sales Resume
Federal Sales role is responsible for leadership, organization, strategy, finance, credit, training, marketing, procurement, security, telecommunications.
To write great resume for federal sales job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Federal Sales Resume
The section contact information is important in your federal sales resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Federal Sales Resume
The section work experience is an essential part of your federal sales resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous federal sales responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular federal sales position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Federal Sales resume experience can include:
- Have excellent interpersonal skills as well as written and verbal communication skills
- Ensure that account executives effectively manage strategic relationships with clients, peers, cross-functional teams, and vendor partners
- Able to manage effectively a cross-functional team
- Possess a strong understanding with enterprise topologies, including virtualization, networking and storage systems
- Strong Networking and Application background desired along with a working knowledge of Linux/Windows operating systems
- Enthusiastic learner with proven track record of meeting and exceeding sales targets
Education on a Federal Sales Resume
Make sure to make education a priority on your federal sales resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your federal sales experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Federal Sales Resume
When listing skills on your federal sales resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical federal sales skills:
- Demonstrate effective negotiation and closing techniques in securing profitable business
- Proven track record as leader excellent agency prospector/hunter
- Work effectively independently and as part of a large and varied team
- Keen business sense; finds and effectively communicates creative business solutions
- Exceptional communication skills required to navigate through a sales process that includes legal, compliance, financial and operational complexities.
- Computer skills in Microsoft Office and CRM systems such as SalesForce or similar programs
List of Typical Experience For a Federal Sales Resume
1
Experience For Director, Federal Sales Resume
- Assist account executives with building call planning strategies for their accounts
- Hire, mentor, inspect, coach, motivate, and retain a high performing sales team
- Self Motivated, Enthusiastic, Ambitious, Goal-Oriented, and Success Driven
- Engage in key customer and channel opportunities and assist with the sales cycle in support of the company’s sales strategy
- Directs and manages a major part of F5’s North American sales activities through channel partnerships
- Develops and cultivates relationships with key channel partners, enterprise customers and other industry leaders, monitoring all metrics and assuring the team meets both sales and key selling objectives
- Responsible for an annual revenue target
2
Experience For Federal Sales Engineer Resume
- Willingness and ability to travel is required
- Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development
- Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the Director of Federal Sales
- The ability to travel approximately 25% of the time
- Manages the marketing, sales operations and account management activities in conjunction with product management and customer service staff to ensure the development and retention of profitable client relationships through effective account strategies
- Directs the account administration and implementation activities of the department to ensure the delivery of high quality products and services
3
Experience For Federal Sales Business Development Manager Resume
- Assists in the development and implementation of marketing plan for treasury management products and services which is consistent with corporate objectives; targets markets for unique opportunities and greater penetration including new sales, calling activity and business retention quotas
- Sets and monitors goals for sales and administrative staff
- Keeps informed of new treasury management products and incorporates them into sales program
- Provides input into product development and product management activities to ensure products meet market needs in terms of functionality, user friendliness, pricing, etc
- Establishes and maintains good public relations with the business community to enhance the bank’s image and to develop new business. 8. Maintains contact with other business development and client contact departments to facilitate referrals and sales opportunities
- Oversees sales operational processes such as approval of overdrafts, billing and collection of fees, coordination of referral business and the introduction of other areas of the bank to existing and potential clients. Produces reports and resolves problems related to the these areas
- Maintains an awareness of technical advances and adapts their application to treasury management services being offered or planned
4
Experience For Federal Sales Executive Resume
- Monitors and controls the operational credit exposure extended to the client base
- Recommends hires, transfers, terminations, salary adjustments, performance standards and reviews. Approves employee time worked records, work assignments, time-off requests, etc. Executes employee relations, training and affirmative action policies
- Recruits, trains and manages sales professionals
- Typically manages 5-8 FTE’s
- Develop a strong sales team by overseeing all hiring and training of sales personnel, establishing performance goals and objectives, monitoring performance and providing leadership of the day-to-day operations of the group, focusing on aggressive and sustainable growth through increased distribution of existing and new products
5
Experience For Federal Sales Manager Resume
- Leading the national sales team, Government Contracts Manager, Business Development Manager and account team by fostering a culture of success and goal achievement through collaboration
- Lead the development and launching of new products and markets. Create product sales plans and competitive positioning strategies; and seek the potential for expanding existing contracts while also adapting to new sales and cloud solution offerings
- Expand market share, seeking out, target new customers, and new sales opportunities to secure new business while developing and maintaining customer retention and relations programs
- Utilize the current CRM system and drive adoption across the organization
- Cultivate the pipeline and set meetings by calling on inbound federal marketing leads from webinars, tradeshows, whitepapers, the website, and other marketing activities as assigned
- The ability to work closely with the federal sales team by increasing meetings set and pipeline created
6
Experience For VP-federal Sales Area Resume
- Identify and pursue opportunities for Extended Enterprise/Ruggedized use cases for Route, Switch, Wireless and Security leveraging Cisco’s Industrial Networking Product Portfolio. Extended Enterprise use cases includes connectivity for Warehouses, Distribution Centers, Outdoor Campuses, ATM Kiosks, Airports, Ports, First Responders etc
- Enables Sales Teams on Industrial Networking so that they become comfortable identifying and closing Extended Enterprise use cases opportunities
- Build and forecast pipeline for Industrial Networking Product Portfolio
- Provides customer feedback to BU and Marketing teams
- Territory scope is US and CAN
7
Experience For VP of Federal Sales Resume
- Sales coverage- Builds well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources
- Deal management- Reviews deals to ensure soundness and problem-free processing by the company's back-end operations; Monitors the number of deals with TAS plan reviewed by managers
- Business acumen- Exhibits base level of business, financial and legal acumen to develop meaningful business recommendations; continuously monitors and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices and optimum organization performance
- Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth
- Provide specialized technical support to the prospect/customer using NETSCOUT’s ‘best practices’ techniques along with other available resources provided to the Sales Engineering group
- Account responsibility for all lead technical activities. This includes building relationships across customer's IT silos to document their infrastructure and understand their challenges and seek out potential projects
- Work with users on a regular basis, explore scenarios in which the system is being used and discover new upsell opportunities by understanding the user’s needs
- Top level technical skills
- Strong ability to differentiate the products from competitors – an expert in competitor’s product and how to differentiate against them
8
Experience For Federal Sales Leader Resume
- Develops own relationships in key accounts and is a strong contributor to overall account relationships
- Shows the initiative to research the recent market trends and presents how our solution can help customers in these new areas
- Positive, can-do attitude in sales
- Identify and qualify appropriate sales opportunities, drive key customer relationships and lead negotiations where applicable, applying TIBCO’s standard sales methodology
- Aggressively maintain/develop customer relationships by presenting appropriate solutions, and functioning as a key contact with senior executives in client organizations
- Ensure partners deliver high-quality services and other programs to meet annual goals Keep abreast of current trends, economic conditions and growth opportunities as well as monitor and advise company management of competitive activities in the region
- Train and develop a highly skilled and motivated local team, improve their bandwidth, and to imbue the workforce with a strong and spirited healthy culture in order to increase effectiveness and drive for desired performance
- Evaluate TIBCO solutions in the Federal market, and be the champion to make strategic recommendations for improvements like acquisitions, product development, or partnerships
- Proven track record in both expansion of existing customers and breaking into greenfield territories
9
Experience For Federal Sales Program Lead Resume
- BA in Business Administration, Marketing, Communications, Computer Sciences or related field, or equivalent education or experience
- Experience in both selling direct to government agencies and also leverage partners where applicable
- Identify key decision makers and facilitate strong relationships across multiple levels within key federal accounts in order to drive revenue for the company
- Proven success selling to IT departments
- Work with Sales Reps and Corporate staff to implement effective lead generation programs and discipline
- Operation of the region on a profitable basis to include cost control and budgets consistent with good business judgment
10
Experience For Regional Sales Manager, Federal Sales Resume
- Meet and exceed target bookings,, profit, and cash goals by leveraging resources from functional organizations
- Successful track record in US Federal Government enterprise software sales, ideally with emphasis on infrastructure, middleware, or analytics. Consistent and proven track record of over achievement
- Strategic thinker capable of leading sales efforts across all functional areas of the enterprise
- Protect the existing revenue base with an objective of zero cancellation
- Develop appropriate and reasonable pricing proposals and help Sales Rep close deals
- Broad understanding of/relationships across the Federal Ecosystem (SI’s, OEM’s, Small Business/8a’s)
- Able to establish and maintain Executive relationships with customer key decision makers and thought leaders
- Develop, execute and lead long-term strategic growth plan for the Dell EMC & VMW Federal business; including organizational and functional strategy and translates it into goals
List of Typical Skills For a Federal Sales Resume
1
Skills For Director, Federal Sales Resume
- Understand competitors' strengths and weaknesses in order to effectively articulate Raytheon Foreground Security’s competitive advantage
- Demonstrated closing capability and track record of growing profitable sales
- Demonstrated working relationships with key government customers and industry partners
- Sales engineering experience
- Progressive experience selling directly to the U.S. Federal Government with technical background in security software and services
- Experience and credibility selling at the CxO and senior government official/manager level
- Experience with web servers and common relational databases used in today’s application architectures. Ability to understand SQL
- Highly coachable with a strong desire to improve and grow as a professional
2
Skills For Federal Sales Engineer Resume
- Experience with Cloud and Big Data technologies
- Sales engineering experience
- Experience in field federal sales (Civilian Agencies) with IT Hardware/Software or IT Services background
- Experience in creation, communication and implementation of successful sales plans
- Proven ability to over achieve targets in a competitive territory
- Previous experience in a high sales cadence and customer centric environment
- Acting as the sales lead and subject matter expert on all targeted US Department of Defense opportunities for the Nuance Imaging Division
- Providing feedback and information to internal Nuance stakeholders to assist with product development and marketing of current and future products
3
Skills For Federal Sales Business Development Manager Resume
- Ensuring a high level of MFP partner and end user satisfaction with Nuance products
- Managing the JITC process for Nokia products
- A deep understanding of federal verticals, mission objectives, GWAC’s, and federal buying cycles
- Assist the Sales Teams in making tactical decisions regarding the sale
- Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace
- Knowledge of federal acquisition cycles and buying influences
- Provide insightful coaching that drives behavior adoption and employee satisfaction, account retention and revenue growth.
4
Skills For Federal Sales Executive Resume
- Take on a consultative style when presenting ideas and products
- Competency with sales tracking tools
- Manages selected client relationships and maintains contact with clients to ensure that all needs are being met
- Responsible for the development of sales strategies and establishing sales objectives
- Ensures that the client’s Treasury Management needs and customer service requirements are being met
- Consistently achieving assigned revenue goals on a quarterly and annual basis
- Investigate the prospect’s needs and assist in developing a strategy to win business
- Identify compelling events or specific business problems and offer attractive solutions to the client
5
Skills For Federal Sales Manager Resume
- Travel required within the assigned territory and within the Region estimated at 40 - 50% within the territory, carrying a laptop
- Makes contributions to new product direction through making suggestions to the EBO/SBO
- Drive strategic relationships with partners and channel sales. Expand relationships with existing partners and develop new ones as needed
- Evaluate and implement appropriate new sales techniques to increase the company’s sales volume
- A deep understanding of teaming and subcontracting to include experience with creating teaming agreements, vendor relationships, service level agreements, and contractor teaming arrangements
- Partner with sales engineers to deliver Proofpoint’s value
- Analyze and evaluate account dynamics, develop a sales plan, and accurately forecast sales
- Relate technical and business concepts to SAS applications and user needs. SAS is exceptionally solution-oriented
- Grasp the analytics space
6
Skills For VP-federal Sales Area Resume
- In-depth knowledge and understanding of the US federal network security market, acquisition regulations, and competitive landscape; with a demonstrated ability to convert this knowledge into winning sales strategies
- Demonstrable proficiency in CRM systems
- Understand contractual legal language
- Maintain in-depth knowledge of Iron Mountain’s Federal offerings, technologies, industry trends and best practices
- Versed in the National Archives and Administration’s offerings, rate schedules, strength / weaknesses
- Proficient with revenue demand generation and sales methodologies
- Knowledge of the current government programs, technologies, policies and regulations impacting the procurement of the above technologies for the Federal Government
- A solid understanding of the sales process and demonstrated experience working with customers in a sales environment. A demonstrated ability to effectively link the key technical advantages of these types of products to a customer’s solution is required
- Domain expertise of the US Federal market, including Defense and Civilian segments, in addition to a working knowledge of the SI (systems integrator) market
7
Skills For VP of Federal Sales Resume
- Successful leadership within and across a matrixed, complex, fast-moving and constantly changing sales environment in an extremely competitive market
- Measurable quota carrying success in a strategic sales leadership role in a related technology industry
- Develop and present presentations to the customer on Nokia products and associated architectures and solutions
- Discuss and explain to the customer the underlying technologies of the Nokia solutions, as well as the associated protocols and redundancy mechanisms that are being deployed
- Knowledge of competitive product offerings
- Obtain/retain a government security clearance, as required, at the level to perform the job
- Working knowledge of, and ability to concisely articulate, the definition and market trends associated with virtualization, big-data, security, data storage, private cloud and hyper-converged solutions, as well as the solution’s value when mapped to an account’s business needs
- Evidence of success in working with and leveraging the partner ecosystem
- Experience in managing and supporting large desktop deployments would be desirable
8
Skills For Federal Sales Leader Resume
- Practiced use of Target Account Selling, or alternate established sales methodology
- Mentor, motivate and lead sales representatives in a virtual environment
- Have the ability to grasp and present virtualization / cloud and associated technologies quickly
- Maintain high sales activity rates and manage multiple opportunities simultaneously
- Specialized knowledge in Public Sector customer segment
- Execute and adhere to the sales process with particular attention to opportunity identification, qualification and assessment for success
9
Skills For Federal Sales Program Lead Resume
- Provide professional leadership and coordination to the sales support team on revenue opportunities
- Communications and Teamwork - Communicate appropriately and effectively with all staff, customers, and corporate support team members. Make a concerted effort to resolve issues that are within position responsibilities
- Assesses prospective and assigned customer’s current and potential needs, determining appropriate new revenue streams from Iron Mountain products and solutions
- Develops and implements strategies and business plans through understanding the customers, their strategic plans, decision making channels, and procurement preferences
- Positions and illustrates alternative ways of creating the real value of IRM’s total solution offerings for customers through assessing their problems or opportunities and highlighting IRM’s areas of strength, competitive pricing, customer satisfaction and competitive advantages within each existing and net new account
- To increase the net new revenue stream, builds customer relationships through strategic conversations to understand organizational strategic objectives and goals, key customer decision maker(s) to structure partnership strategy as it relates to customer requirements (service level expectations, training of IM solutions, FBR structure/timetable)
- Demonstrated / proven track record of success in Federal sales
10
Skills For Regional Sales Manager, Federal Sales Resume
- Prior experience at a Networx contract holder
- Experience selling into Civilian and DOD agencies
- Cultural familiarity with and experience in doing business within the Region is critical
- Federal System Integrator Business Development experience
- Leadership ability, entrepreneurial attitude and a good team player
- Maintains a consistent ‘pipeline’ which enables meeting and exceeding quota attainment and retirement
- Activities to support pipeline and account activity include, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product offerings
- Responsible for final account profitability through leading negotiation process and ensuring an acceptable on time outcome from a pricing, profitability, compliance, operational, and SLA perspective for accounts to meet and exceed quota attainment
List of Typical Responsibilities For a Federal Sales Resume
1
Responsibilities For Director, Federal Sales Resume
- Identifying and implement the appropriate synergy sales coverage and resource models, and effectively coordinate with extended VMW and Dell EMC core and specialist leadership as key stakeholder and participants in the models
- Recruit, develop, lead and retain a team of highly successful sales resources to drive co/selling engagement with Dell EMC Federal field sales leadership and sellers, resulting in achievement of quarterly and annual synergy VMW sales targets
- Establish respect and trust to support a collaborative working relationship among colleagues across the VMware Americas organization, as well with Dell EMC Federal team members
- Proactively identify and mitigate roadblocks that could create friction in the joint selling process between VMware and Dell EMC
- Lead from the front, embodying and actively promoting VMware’s EPIC2 values to make an immediate and positive contribution to business results as well as VMware’s culture
- Proven and quantifiable skill and success leading within and across a matrixed sales organization
- Proven ability to embrace and drive change in a fast-paced, fast-growing organization while meeting and beating performance expectations
2
Responsibilities For Federal Sales Engineer Resume
- Highly trusted individual who maintains and expects high standards for self, direct and extended team
- The ability to coach and enable direct reports and extended Dell EMC team members to articulate VMware’s complex solutions and value proposition to end-users
- Experience building a Federal Sales program
- Develop and execute on a business plan to expand into new and existing Federal accounts
- Participate directly in the sales process to develop Federal sales strategies, capitalize on opportunities and drive deals to closure
3
Responsibilities For Federal Sales Business Development Manager Resume
- Innovative and results-driven sales executive with 10+ years of successful experience in federal/government (Civilian, DoD and Intelligence) high technology sales
- Contact prospects via phone and email
- Schedule qualified meetings for Sales Reps
- Able to identify new opportunities and pass to the Sales Reps
- Multi-task, yet maintain attention to detail
4
Responsibilities For Federal Sales Executive Resume
- Manage the sales effort for the region and exceed region quota
- Maintain discipline on account coverage and territory development
- Strategize with Sales Reps on how to position Company products
- Able to forecast and communicate intricate details to Senior Management on a timely basis
- Assist and travel with Sales Reps on customer visits
- Able to identify and meet the appropriate customer decision-makers
5
Responsibilities For Federal Sales Manager Resume
- Stay on top of business opportunities, evaluate staff performance and help staff meet their career goals
- Interview and hire new Sales Reps
- Ensure Sales reps keep their customer databases updated on a weekly basis
- Identify alignment and business value of IBI solution to prospect’s business requirements and articulate a value proposition
- Have successfully sold into both Civilian and DoD/Intel marketplaces
- Leading an established high performing sales team, drives CEWS financial success, through the development and execution of the CEWS federal sales vision and strategy. More specifically
- Active Government Security Clearance (not required)
- Industry participation (ACT-IAC, AFCEA, ITPA)
- LI - ED1
Related to Federal Sales Resume Samples
Federal Resume Sample
Work Experience
• Assess and resolve non-standard/standard issues/problems largely on own initiative
• Identifying Opportunities:Assessing where the client is today so we can identify ways to improve their business: gather, synthesize, visualize and analyze client information utilizing research, interviews, workshop...
Professional Skills
• Excellent oral and written communication s...
• Good oral and written communications skill...
• Good oral and written communications skill...
Federal Account Executive Resume Sample
Work Experience
• Sells complex financial energy solutions including complex financial solutions and strategies when developing all project proposals
• Develops and deploy account strategies for assigned federal accounts
• Track and report on key business results, financial data and customer/i...
Professional Skills
• Excellent Communication Skills:Oral, Writt...
• Excellent Communication Skills: Oral, Writ...
• Complex selling skills and executive-level...
Federal Project Manager Resume Sample
Work Experience
• Abide by Granite’s Code of Conduct on a daily basis
• Provide leadership in a matrixed, cross functional team to implement complex solutions
• Manage complex network implementations and on-going management for both domestic and international voice and data networks
&nbs...
Professional Skills
• Responsible for construction phase service...
• Leads team in the development of project d...
• Possesses and demonstrates strong, effecti...
Fiscal Analyst Resume Sample
Work Experience
• Oversee, maintain, monitor and ensure the integrity of OMH billing system monthly bill runs. Resolve pended, denied and audited claims. Analyze services and recording statistics to identify unbilled visits and under-utilization of services. Audit and analyze data to ensure data accuracy and compliance with federal and st...
Professional Skills
• Excellent analytical, quantitative, writin...
• Demonstrated skills to compile and summari...
• Strong research, problem solving, and time...
Risk Governance Resume Sample
Work Experience
• Manage sensitive cross LOB client controls processes, including the Client Screening List (CSL)
• Work with firmwide LOBs and functions, including Global Financial Crimes Compliance (GFCC) to evolve current CSL process to clearly identify all necessary resources for “hits” communications to include...
Professional Skills
• Advanced sharepoint skills and advanced Mi...
• Outstanding written and oral communication...
• Proficiency in English, excellent analytic...
House Officer Resume Sample
Work Experience
• Graduate of an accredited APN program
• Excellent interpersonal skills including written and spoken English
• Proven security experience in a ‘soft’ customer service driven environment, where they have worked with minimal supervision utilising excellent judgement and decision...