Institutional Account Manager

Lonestar Electric Supply•La Vergne, TN

2d•Hybrid

About The Position

VETERANS ARE ENCOURAGED TO APPLY Lonestar Electric Supply and its subsidiaries are looking for an Institutional Account Manager, this is a true hunter/grower role responsible for leading growth across the region's public-sector and institutional markets. This position builds and owns a pipeline spanning municipalities, counties, state agencies, school districts, public utilities, university systems, and military installations, alongside institutional accounts such as hospitals, health systems, and higher education campuses. Success in this role requires fluency in how government and institutional buyers procure — navigating cooperative purchasing programs, responding to formal bid specifications, and managing the RFP/RFQ process from first contact through contract award. Reporting into regional leadership, this role works in close partnership with inside sales, project management, and operations to ensure every win is delivered with the speed and reliability Lonestar is known for. The ideal candidate will be organized, communicative, and aligned with our passion to MAKE IT HAPPEN.

Requirements

Bachelor's degree in Business, Engineering, Construction Management, or a related field preferred; equivalent professional experience will be considered.
5+ years of B2B sales experience in electrical distribution or a related industry, with a proven track record selling to government, institutional, or public-sector accounts.
Experience preparing and responding to RFPs, RFQs, bid specifications, and other formal procurement opportunities.
Established network within construction, facilities management, government, healthcare, higher education, school district, municipal, utility, or other institutional markets.
Strong knowledge of public procurement processes, cooperative purchasing contracts (e.g., Sourcewell, OMNIA, NASPO, TIPS, GSA), and government bidding procedures.
Excellent relationship-building, communication, and negotiation skills with the ability to influence stakeholders at all organizational levels.
Self-motivated and results-driven, with the ability to thrive in a fast-paced, entrepreneurial environment.

Responsibilities

Develop and manage a strong pipeline of government and institutional sales opportunities from prospecting through contract award.
Build strategic relationships with public sector entities, educational institutions, healthcare organizations, utilities, and military facilities.
Establish trusted partnerships with key decision-makers, including procurement, facilities, engineering, project management, and executive leadership.
Identify and track projects, prepare competitive quotes, and submit compliant bids to secure new business.
Utilize cooperative purchasing programs on a national, regional and local level (e.g., Sourcewell, OMNIA, NASPO, TIPS, GSA) to streamline procurement and accelerate sales.
Collaborate with internal teams to ensure successful quoting, order execution, and project delivery.
Represent the company at industry events, trade shows, and public sector networking opportunities to drive brand awareness and business growth.
Maintain accurate CRM records, pipeline management, forecasting, and performance reporting.
Achieve and exceed regional revenue objectives for government and institutional accounts.