Account Manager MUNICIPALITY SPECIALIST - Maryland

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

1d•$60,000 - $65,000

About The Position

The Account Manager – Municipality Specialist 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 providing solutions that help local governments improve operations, services, and efficiency. The Account Manager serves as the primary client contact, supports satisfaction and retention, drives revenue growth, and works with internal teams to support implementation and ongoing partnerships in a regulated, relationship-driven environment. The position involves developing account plans, managing contracts and renewals, tracking forecasts and activity in a CRM, and monitoring municipal budgets, funding sources, legislative changes, and local priorities. Regular travel throughout the assigned territory is required, including occasional overnight stays. Occasional lifting of 10–50 pounds and the ability to sit for at least eight hours per day are required. Custom Truck One Source is an equal opportunity employer. Applicants must be authorized to work in the United States without sponsorship.

Requirements

Strong relationship management and consultative selling skills with the ability to build trust with public-sector stakeholders at multiple levels.
Proven ability to navigate complex, lengthy 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 with 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 relevant 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 preparing proposals, presenting to municipal boards or committees, and explaining technical solutions in terms of public-sector value and outcomes.
Strong negotiation and contract management skills suited 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 for pipeline management, forecasting, and activity tracking.
Strong organization, attention to detail, and persistence to manage multiple accounts with varying procurement timelines and bureaucratic processes.
Collaboration and cross-functional teamwork skills to coordinate with sales, solutions, implementation, legal, and support teams.
Adaptability and political awareness to operate 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.
Occasional lifting of 10–50 pounds and ability to sit for at least eight hours per day.
Authorization to work in the United States without sponsorship.

Responsibilities

Serve as the primary relationship owner for assigned city and municipal accounts and build long-term partnerships with public-sector stakeholders.
Develop and execute account plans covering renewals, expansions, cross-sells, and adoption of new solutions 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 the account lifecycle, 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, grants, bonds, federal and state funding programs, legislative changes, and local priorities that may affect purchasing decisions.
Provide public-sector market feedback and competitive intelligence to inform product, pricing, and go-to-market strategies.
Promote 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.
Meet performance objectives related to revenue growth, annual budgets, customer acquisition, retention and satisfaction, CRM compliance, market share, and territory strategy.
Adhere to ethical standards, transparency requirements, and compliance obligations for sales to government entities.