Associate Director Government Accounts Federal

Sourcewell

5d•$114,320 - $142,900•Remote

About The Position

The Associate Director of Government Accounts assists in providing leadership, management, financial accountability, compliance, planning, and oversight to the assigned Government Accounts team. This position is directly responsible for establishing and achieving Revenue and Margin goals for Cooperative Purchasing and other solutions. The role involves managing a team to achieve P&L goals, developing Go-To-Market plans, and managing budgets for assigned accounts. It also includes managing team members' activities, ensuring compliance with program documents, and cultivating strong relationships with participating agencies. The position requires managing the sales process from outreach to adoption, ensuring high-touch support, and developing procedures for positive agency experiences. Training the team, developing account plans, and coordinating with other teams are also key responsibilities. The Associate Director will supervise, develop, train, and mentor assigned staff, provide direction and actionable goals, and collaborate with the Director of Government Accounts to identify staffing needs. They will also manage hiring, training, and onboarding processes, and embody Sourcewell's values of Seek, Empower, and Impact. Additionally, the role involves representing Sourcewell and Government Accounts at internal and external events, including conferences and trade shows.

Requirements

Bachelor’s degree in a related field of study AND Five (5) years of demonstrated experience in sales management, P&L management, business development, account management, client relations/development, or other directly related experience OR Combination of post-secondary training, professional education, and related experience equivalent to nine (9) years.
Five (5) years of sales and/or sales management experience.
Five (5) years of public speaking or sales presentation experience.
Demonstrated experience leading people, projects, or teams.

Nice To Haves

Ten years of U.S. military service.
Previous experience with U.S. Army Installation Management Command (IMCOM) and/or Office of the Chief of Army Reserve (OCAR) and/or Commander, Naval Installation Command (CNIC) or Naval Facilities Engineering Systems Command (NAVFAC).
Experience in change management and guiding organizations through evolving DoD priorities (e.g., lethality, sustainability, or resilience).
Knowledge of Intergovernmental Support Agreements (IGSAs).
Familiarity with Defense Federal Acquisition Regulations (DFARS).
Knowledge of Department of Defense (DoD) funding allocation.
Comprehensive ability to understand Department of Defense (DoD) budgets and forecasting.
Understanding of military installation priorities (e.g., base operations, public works, single-family housing, renovations, minor construction, airfield and infrastructure management).
Preference for this role will be given to candidates who reside in the Southeast region of the United States.

Responsibilities

Assist the Director in managing the Government Accounts team to achieve P&L (Revenue and Margin) goals.
Manage activities of assigned team members to achieve the P&L goals for the business unit.
Lead the development of annual Go-To-Market plans for assigned accounts to leverage the Agency Channel to drive Revenue and Margin.
Develop Revenue and Margin (expense) budgets for the assigned accounts to achieve assigned Revenue and Margin goal.
Manage the activities of assigned team members in the team.
Assist with leading the team by delegating authority to team members to conduct daily operations while providing oversight to ensure that the unit operates according to the Cooperative Purchasing Program Document and other Solution Program Documents and complies with all compliance and regulatory requirements.
Manage the process of developing and maintaining strong relationships with participating agencies to ensure that Sourcewell is the preferred Cooperative for these agencies.
Manages a sales process that starts with the initiation of client participant outreach through conversion, interest, consideration, and adoption.
Ensures that participating agency embracement increases by cultivating leads through intention outreach strategies.
Ensuring that we deliver high touch support and meet service quality and timing goals for all inquiries.
Developing procedures to ensure positive agency experiences by providing accurate, high quality, consultative answers to agency questions.
Training the team on the details of Cooperative Purchasing or other solutions.
Developing Account Plans and conducting regular meetings with accounts to drive revenue.
Coordinating with the Cooperative Purchasing team to respond to inquiries received through suppliers.
Participates in projects to better understand the Voice of our Customers.
Recommend and implement changes to processes and procedures.
Lead processes to ensure that the team works collaboratively with other teams.
Lead training programs to ensure that the team follows best practices for engaging, developing, and growing accounts.
Manage assigned business unit team members.
Supervise, develop, train, and mentor assigned staff.
Provide direction and actionable goals to ensure that the team understands how their performance impacts department, division and organizational strategies and goals.
Work with Director of Government Accounts to identify staffing needs and ensure the team has appropriate headcount to support growth plans.
Manage hiring, training, and onboarding processes and ensure these are consistent with those followed by the Solution Development team.
Pattern our values of Seek, Empower and Impact to internal and external partners.
Develop and lead your team to become open, transparent, innovative, and collaborative manner with the Sourcewell team and external partners.
Represent Sourcewell and Government Accounts at internal events, board meetings and retreats.
Attend and present at conferences, trade shows, supplier meetings, client meetings and other public events.
Other related areas and duties as assigned.