Government Strategic Account Manager

Nilfisk•Plymouth, MN

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 cleaning equipment, service, and technology solutions. It expands existing accounts and secures new public-sector partnerships through disciplined selling and contract management. The role builds relationships with procurement professionals, facility managers, sustainability leaders, public works teams, operations leaders, executives, and other decision-makers. It learns customer priorities, budgets, compliance requirements, procurement processes, and operational challenges, then identifies opportunities for equipment, autonomous solutions, service programs, parts, training, and technology. The manager develops new business across government agencies and institutions, uses public contracts and cooperative purchasing vehicles, and supports customer satisfaction, contract performance, compliance, service delivery, and retention. The position also monitors public-sector trends and collaborates with product management, marketing, engineering, and leadership to advance solutions tailored to government needs, including autonomous cleaning and sustainable programs. The position requires national travel of up to approximately 40%. Nilfisk describes itself as a world-leading provider of professional cleaning equipment and services, founded in Denmark in 1906, with approximately 4,500 employees across 45 countries and products sold in more than 100 markets. The company states a commitment to sustainable cleaning solutions and is a member of the United Nations Global Compact.

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.
Exceptional business acumen, presentation, negotiation, and relationship-building skills.
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

Expand existing government accounts by cultivating relationships across procurement, facilities, sustainability, public works, operations, and executive stakeholders.
Understand agency priorities, budgets, compliance requirements, procurement processes, and operational challenges.
Identify opportunities to sell additional equipment, autonomous solutions, services, parts, training, and technology.
Develop and execute strategies to win new government and public-sector business across federal, state, local, education, and other institutional markets.
Build relationships with decision-makers, procurement officers, contract administrators, facility leaders, and purchasing cooperatives.
Use 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 challenges proactively, strengthen stakeholder relationships, and demonstrate operational and financial value.
Identify government trends, funding initiatives, sustainability goals, labor challenges, and facility maintenance requirements that present opportunities for Nilfisk solutions.
Collaborate with product management, marketing, engineering, and leadership to communicate customer needs and support development of public-sector solutions.
Promote autonomous cleaning technologies, sustainable cleaning programs, and productivity-enhancing solutions.
Develop expertise in government procurement, contracts, bids, RFPs, RFQs, cooperative purchasing programs, and compliance requirements.
Coordinate compliant and timely bid responses and maximize contract utilization and revenue from awarded agreements.
Develop strategic account plans and manage sales pipeline and forecasts.
Travel nationally up to approximately 40%.
Track performance against government revenue growth, new account acquisition, contract utilization, bid/RFP win rate, account penetration, retention and renewal, pipeline and forecasting, solution adoption, and public-sector market share KPIs.