Government Sales Account Manager

Lawson Products • Ontario, CA

1d

About The Position

The Government Sales Account Manager maintains and pursues contractual relationships with strategic federal civilian, state, and local government accounts and other publicly funded entities. The role is responsible for achieving sales quotas by aligning with field sales, designing and implementing sales programs, and identifying growth opportunities in the southeastern United States.

The position establishes productive relationships with key customer personnel, communicates regional activities to sales leaders, and works cross-functionally to achieve account performance objectives. It builds and executes sales plans, develops opportunity pipelines while maintaining current accounts, meets sales quotas, and proactively assesses customer needs. The role also delivers quarterly and annual business reviews, analyzes business intelligence at account, district, and regional levels, and identifies action plans to address opportunities and challenges. It coaches field sales counterparts on their roles in public procurement and the government sales cycle.

Requirements

• Results-driven, with a drive to exceed sales goals and objectives.
• Strong critical-thinking, analytical, and problem-solving skills.
• Positive, helpful, and team-oriented attitude.
• Ability to prioritize and execute responsibilities.
• Experience calling on private or public procurement professionals.
• Ability to position the company’s value proposition to customers at all procurement levels, from C-suite to end users, and articulate business drivers, financial performance, and total cost of ownership concepts.
• Excellent customer service and sales skills, including the ability to identify individuals who can initiate an order or influence a buying decision.
• Excellent written, verbal, and presentation communication skills.
• Ability to align planning objectives with a pipeline-development process to grow revenue.
• Experience developing strategic plans and accurate account forecasts.
• Strong computer proficiency, including Microsoft Office.
• High school diploma or GED required.
• Five to ten years of sales experience selling to procurement professionals, or an equivalent combination of education and experience.

Nice To Haves

• Bachelor’s degree preferred.
• MRO or similar industry experience preferred.
• General sales management or key account management experience preferred.

Responsibilities

• Establish productive relationships with key personnel in customer accounts.
• Communicate consistently with sales leaders about activities within the region.
• Work cross-functionally to meet account performance objectives.
• Build and execute sales plans for assigned accounts and regions.
• Build a pipeline of opportunities while maintaining current accounts.
• Meet quotas and other key sales objectives in the assigned region.
• Proactively assess customer needs and deliver quarterly and annual business reviews.
• Perform business intelligence reporting and analysis at the account, district, and region levels, and identify action plans for opportunities and challenges.
• Coach and educate field sales counterparts about their roles in public procurement and the government sales cycle.

Benefits

• Annual total compensation consisting of a base salary and variable incentive opportunity, targeted at $80,000–$87,500 in the first year of employment.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED