Government Strategic Account Manager

Nilfisk•Plymouth, MN

3d•$80,200 - $100,200

About The Position

The Government Strategic Account Manager drives revenue growth and profitability across Federal, State, Local Government, Higher Education, and Cooperative Purchasing organizations. The role develops trusted-advisor relationships, identifies strategic opportunities, and positions Nilfisk’s cleaning equipment, service, and technology solutions. It is responsible for expanding existing government accounts and securing new public-sector partnerships through disciplined, process-driven selling and contract management. The position grows existing accounts by developing relationships with procurement professionals, facility managers, sustainability leaders, public works and operations teams, and executive stakeholders. It builds understanding of agency priorities, budgets, compliance requirements, procurement processes, and operational challenges to identify opportunities for equipment, autonomous solutions, service programs, parts, training, and technology. It also develops new government business across a range of public-sector organizations, using public contracts, cooperative purchasing vehicles, and bid opportunities to support growth. The role maintains customer satisfaction and contract performance by monitoring compliance, service delivery, equipment performance, and customer expectations. It identifies public-sector trends, funding initiatives, sustainability objectives, labor challenges, and facility maintenance needs, and collaborates with product management, marketing, engineering, and leadership to communicate customer needs and support solutions for public-sector applications. The role develops expertise in public procurement, contracts, bids, RFPs, RFQs, cooperative purchasing programs, and compliance, and works with internal teams to prepare timely, compliant bid responses and increase utilization of awarded contracts. National travel is required up to approximately 40%. Nilfisk describes itself as a world-leading provider of professional cleaning equipment and services, with approximately 4,500 employees across 45 countries and products sold in over 100 markets. The company states its commitment to sustainable cleaning solutions, growth, and sustainability.

Requirements

Bachelor’s degree in Business, Public Administration, Marketing, or a related field.
At least 7 years of strategic sales experience, with demonstrated success selling to Federal, State, Local Government, Education, or other public-sector customers.
Strong understanding of government procurement processes, contracts, bidding procedures, and cooperative purchasing programs.
Proven track record of exceeding sales targets and driving growth within government or institutional markets.
Strong business acumen, presentation, negotiation, and relationship-building skills.
Demonstrated ability to execute strategic account plans across large, complex organizations.
Strong CRM discipline and pipeline management experience.
Ability to lead and influence cross-functional teams to achieve business objectives.
Strategic, customer-focused, creative problem-solving approach, and strong drive for results.
Ability to interpret contract language, procurement requirements, and compliance standards.
Ability to travel nationally up to approximately 40%.
Must exemplify and embrace company values and behaviors.

Nice To Haves

Experience with public purchasing contracts, GSA schedules, NASPO, Sourcewell, OMNIA Partners, BuyBoard, or similar cooperative purchasing programs.

Responsibilities

Grow revenue and profitability within government, higher education, and cooperative purchasing organizations.
Expand existing government accounts by developing relationships with procurement, facilities, sustainability, public works, operations, and executive stakeholders.
Understand agency priorities, budgets, compliance requirements, procurement processes, and operational challenges.
Identify and position opportunities involving equipment, autonomous solutions, service programs, parts, training, and technology.
Develop and execute strategies to win new public-sector customers and partnerships.
Leverage public contracts, cooperative purchasing vehicles, and bid opportunities to accelerate growth and market penetration.
Maintain customer satisfaction and contract performance; monitor compliance, service delivery, equipment performance, and customer expectations.
Address customer and contract challenges proactively and demonstrate value through operational and financial outcomes.
Identify relevant government trends, funding initiatives, sustainability objectives, labor challenges, and facility maintenance requirements.
Collaborate with product management, marketing, engineering, and leadership to communicate customer needs and support public-sector solutions.
Promote autonomous cleaning technologies, sustainable cleaning programs, and productivity-enhancing solutions.
Develop expertise in government procurement processes, contracts, bids, RFPs, RFQs, cooperative purchasing programs, and compliance requirements.
Coordinate timely and compliant internal responses to bid opportunities and maximize contract utilization and revenue growth.
Manage strategic account plans, CRM discipline, pipeline development, and forecasting.