Divisional Government Sales Executive

Kimball Midwest•Richmond, VA

2d•$90,000 - $120,000

About The Position

The Divisional Government Sales Executive (DGSE) develops and executes Government Sales strategy within an assigned division. As the division's government sales leader, this role drives revenue growth, expands customer relationships, secures new business opportunities, and supports the field sales team through training, coaching, and contract deployment. The position serves as the primary divisional resource and subject matter expert for government sales programs, contracts, and procurement opportunities, and works with sales leadership and the Government Sales support team to expand market penetration. Kimball Midwest is a national distributor of maintenance, repair, and operations products. The company has been family owned and operated for over 100 years, offers more than 55,000 products, and has grown from $1 million in sales in 1983 to more than $500 million today.

Requirements

At least 5 years of successful outside sales experience, preferably in government, public sector, industrial, MRO, or contract sales environments.
Ability to travel throughout an assigned division and attend customer meetings, sales meetings, and industry events.
Experience selling to government agencies and/or managing government bids, contracts, cooperative purchasing programs, or procurement opportunities.
Demonstrated ability to prospect, develop, and close new business opportunities.
Strong presentation, training, and communication skills, with the ability to influence and engage sales teams.
Ability to build relationships with customers, procurement officials, and internal stakeholders.
Strong organizational, planning, and project management skills.
Analytical mindset and ability to interpret sales data and develop growth strategies.
Self-motivation and a proven record of achieving sales goals and delivering results.
Proficiency with CRM systems, Microsoft Office products, and sales reporting tools.

Responsibilities

Drive year-over-year Government Sales growth within the assigned division.
Develop and execute divisional Government Sales strategies aligned with company objectives.
Serve as the division's primary resource and subject matter expert for Government Sales programs, contracts, and procurement opportunities.
Train, coach, and support sales representatives and managers on government selling strategies and contract utilization.
Partner with the Government Sales support team and sales leadership to execute growth initiatives and expand market penetration.
Identify, prospect, and develop new government business opportunities at the federal, state, local, education, and cooperative purchasing levels.
Establish and maintain relationships with procurement officials, purchasing departments, and key decision-makers within government agencies.
Monitor divisional Government Sales performance and provide guidance through regular business reviews and sales planning discussions.
Collaborate on government-focused marketing campaigns, promotional programs, training materials, and customer-facing resources.
Maintain accurate activity tracking, reporting, and opportunity management through CRM and reporting platforms.
Ensure all sales activities comply with applicable government regulations, procurement requirements, and ethical business standards.