Government & Federal Markets Account Manager

Sonepar

9d•Hybrid

About The Position

Crawford Electric Supply is seeking a highly motivated Government & Federal Markets Account Manager to develop and expand sales opportunities across federal, state, local government, defense, infrastructure, and government contractor markets. This role is responsible for identifying who is actually buying electrical, automation, industrial, and infrastructure material; understanding how the work is being contracted; and mapping the prime contractors, subcontractors, A/E firms, procurement channels, and agency contacts that influence material selection. The ideal candidate has proven government sales or government contracting experience, strong business development instincts, and the ability to turn procurement intelligence into practical sales opportunities for Crawford branches and vendor partners.

Requirements

5+ years of outside sales, business development, account management, government sales, or government contracting experience.
Demonstrated success developing business with government agencies, government contractors, engineering firms, military or federal facilities, industrial customers, or infrastructure accounts.
Working knowledge of government procurement processes, bid activity, contract vehicles, and contractor-led project sales.
Ability to identify decision-makers, map buying influence, and follow opportunities from early intelligence through quote, award, and order.

Nice To Haves

Existing relationships with federal agencies, military installations, Corps of Engineers, NAVFAC, AFCEC, DLA, GSA, state or local government entities, prime contractors, electrical subcontractors, or A/E firms.
Experience calling on defense contractors, construction contractors, MILCON projects, public infrastructure projects, or federal facility maintenance accounts.
Familiarity with FAR, DFARS, DoD procurement processes, SAM.gov, GSA schedules, DLA supply channels, government acquisition procedures, CMMC requirements, and defense industry compliance.
Knowledge of electrical, automation, industrial, communications, lighting, safety, MRO, and infrastructure products used in government facilities and contractor-led projects.
Military service or direct experience working with military customers is valued, but not required. Candidates with strong government sales or government contracting experience are encouraged to apply.

Responsibilities

Develop and execute a sales plan for federal, state, and local government customers, including agencies, installations, public works teams, engineering groups, procurement offices, and facility operations personnel.
Source, qualify, and pursue direct government inquiries through SAM.gov, agency procurement portals, bid platforms, public purchasing cooperatives, and customer relationships.
Identify relevant procurement paths and contract vehicles, including DLA, GSA, agency-specific contracts, IDIQs, BPAs, and local purchasing agreements where Crawford products and vendor partners can compete.
Support customers with compliant product sourcing, approved alternates, documentation, and manufacturer coordination for government purchasing requirements.
Build relationships with defense contractors, construction and MILCON contractors, electrical subcontractors, A/E firms, system integrators, and other influencers that help determine material selection.
Map active and upcoming government projects to the primes, subcontractors, design firms, branches, vendors, and product categories most likely to create Crawford sales opportunities.
Track specifications, product approvals, bid timing, contractor award activity, and subcontractor purchasing behavior to position Crawford earlier in the pursuit process.
Partner with Crawford branch teams, manufacturer representatives, and supplier partners to convert pursuit intelligence into quotes, orders, and repeatable account plans.
Maintain a working pipeline of government and contractor-led opportunities by branch, account, project, product category, agency, and estimated sales potential.
Attend targeted industry events, agency outreach sessions, contractor networking opportunities, and supplier meetings that support government market growth.