Account Manager MUNICIPALITY SPECIALIST - Maryland

Custom Truck One Source• Frederick, MD, US, MD

19h•$60,000 - $65,000

About The Position

The Account Manager is responsible for managing and growing relationships with city and municipal government clients in Maryland. The role focuses on understanding public-sector needs, navigating procurement processes, identifying opportunities to expand existing accounts, and delivering solutions that help local governments improve operations, services, and efficiency. The Account Manager serves as the primary client contact, supports high client satisfaction, drives revenue growth, and collaborates with internal teams to support implementations and ongoing partnerships in a regulated, relationship-driven environment. The role includes managing account plans, renewals, expansions, cross-sells, procurement activity, client reviews, contracts, forecasts, and account records. It also involves monitoring municipal budgets, funding sources, legislative developments, and local priorities; sharing public-sector market feedback; and representing the company at relevant events. Regular travel throughout the assigned territory is required, including occasional overnight stays.

Requirements

Strong relationship management and consultative selling skills with public-sector stakeholders.
Proven ability to navigate complex government sales cycles, including RFPs, competitive bids, cooperative purchasing contracts, and formal procurement processes.
Familiarity with cooperative purchasing programs such as Sourcewell, NASPO, or state contracts, and grant-related funding processes.
Working knowledge of public-sector procurement practices, contracting vehicles, and compliance considerations.
Ability to travel as needed to meet municipal clients and attend industry or association events.
Strong professional references and commitment to ethical standards when working with government customers.
Prior experience in government technology, infrastructure, professional services, or other solutions commonly purchased by municipalities.
Excellent written and verbal communication skills, including proposal preparation, presentations to municipal boards or committees, and translating technical solutions into public-sector value.
Strong negotiation and contract management skills tailored to government contracting norms, compliance requirements, and multi-year agreements.
Analytical and strategic planning abilities to assess municipal budgets and funding sources and develop account growth plans.
Proficiency with CRM systems such as Salesforce or equivalent.
Strong organization, attention to detail, and persistence in managing multiple accounts and procurement timelines.
Collaboration and cross-functional teamwork skills with sales, solutions, implementation, legal, and support teams.
Adaptability and political awareness to work within local government culture, transparency expectations, and decision-making structures.
Demonstrated track record of managing and growing accounts in complex, relationship-driven, or regulated environments.
Ability to occasionally lift 10–50 pounds and sit for at least 8 hours per day.

Responsibilities

Serve as the primary relationship owner for assigned city and municipal accounts and build long-term partnerships with stakeholders.
Develop and execute account plans that identify renewals, expansions, cross-sells, and new solution adoption aligned with municipal priorities and budgets.
Navigate public-sector procurement processes, including RFPs, RFIs, bids, cooperative purchasing agreements, and compliance requirements.
Conduct business reviews, needs assessments, and strategic discussions to understand client challenges.
Collaborate with sales, solutions, implementation, and support teams to support onboarding, delivery, and ongoing value realization.
Manage account lifecycle activities, including contract renewals, amendments, pricing negotiations, and multi-year agreements.
Maintain accurate forecasts, pipeline updates, and account activity records in the CRM system.
Monitor municipal budgets, funding sources, legislative changes, and local priorities that influence purchasing decisions.
Provide public-sector market feedback and competitive intelligence to inform product, pricing, and go-to-market strategies.
Support client satisfaction and retention through proactive communication, issue resolution, and demonstration of measurable outcomes.
Represent the company at relevant industry events, municipal association meetings, and public-sector conferences as needed.
Adhere to ethical standards, transparency requirements, and compliance obligations specific to selling to government entities.
Drive results toward established annual budget objectives and territory strategic objectives.