Military & Government Sales Manager

Eberlestock USA•Boise, ID

6d•Onsite

About The Position

The Military & Government Sales Manager is responsible for managing and growing Eberlestock's domestic military, law enforcement, federal, state, and other government agency accounts. This role will serve as the primary sales and account-management partner for assigned government customers, ensuring opportunities move effectively from initial engagement through quoting, procurement, order fulfillment, and long-term account development. Reporting to the Director of Sales, the Military & Government Sales Manager will work closely with Eberlestock's Professional Programs team, which serves as a key driver of business development and relationship building within military, government, and professional-use communities. As new opportunities are identified and developed, this position will help translate those relationships into successful commercial partnerships while providing exceptional support throughout the customer lifecycle. The ideal candidate is highly organized, relationship-driven, and comfortable navigating complex customer needs and procurement processes. This person understands that military and government sales require patience, responsiveness, attention to detail, and the ability to build credibility and trust over time.

Requirements

Bachelor's degree in business, Marketing, Sales, or a related field, or equivalent professional experience
3–5+ years of experience in sales, account management, business development, government sales, or a related customer-facing role
Strong relationship-building and customer-service skills with the ability to establish credibility with a wide variety of stakeholders
Excellent verbal and written communication skills
Strong organizational skills and attention to detail, with the ability to manage multiple accounts and complex opportunities simultaneously
Demonstrated ability to manage a sales opportunity from initial engagement through order execution and ongoing account support
Strong problem-solving skills and the ability to remain responsive and solution oriented as customer needs change
Experience using CRM, ERP, order management, or related business systems; NetSuite experience preferred
Ability and willingness to travel domestically based on customer and business needs

Nice To Haves

Experience selling to or supporting U.S. military, federal, state, local government, or law enforcement customers
Familiarity with government procurement, contracting, solicitations, bids, purchase orders, and agency purchasing processes
Military, law enforcement, government, or other relevant professional experience
Experience within the tactical, defense, outdoor, hunting, shooting sports, or related industries
Existing knowledge of military and government equipment procurement channels
Familiarity with government contracting requirements, vendor-registration systems, or related procurement platforms
Strong understanding of tactical equipment and its application within military, law enforcement, and professional-use environments
Passion for Eberlestock's products, customers, and the communities we serve

Responsibilities

Serve as the primary sales and account-management contact for assigned domestic military, law enforcement, federal, state, and other government agency customers
Develop strong, long-term relationships with procurement personnel, contracting professionals, end users, program stakeholders, and other key decisionmakers
Maintain a thorough understanding of assigned accounts, including purchasing history, procurement requirements, product needs, active opportunities, and future growth potential
Conduct regular account outreach and follow-up to strengthen relationships, identify needs, and ensure Eberlestock delivers a high level of customer support
Develop account plans and revenue objectives for key military and government customers
Resolve customer concerns quickly and professionally while protecting long-term relationships and Eberlestock's reputation
Manage military and government sales opportunities from qualification through quote, procurement, order placement, fulfillment, and follow-up
Prepare and coordinate quotes, pricing, product information, samples, and other materials necessary to support customer opportunities
Identify opportunities to expand Eberlestock's product presence within existing military and government accounts
Maintain visibility into active opportunities, anticipated purchasing timelines, customer requirements, and potential barriers to execution
Support bids, solicitations, contracts, and other government purchasing opportunities as appropriate
Maintain accurate forecasts and provide regular updates regarding pipeline activity, account performance, and anticipated revenue
Develop a strong working knowledge of Eberlestock products and their applications within the military, government, law enforcement, and other professional environments
Work closely with the Professional Programs team as relationships and business-development opportunities transition into active sales opportunities
Provide the sales infrastructure and account support necessary to convert Professional Programs relationships into long-term Eberlestock customers
Maintain clear communication between Sales and Professional Programs regarding active opportunities, customer needs, purchasing timelines, and account activity
Participate in customer meetings, product demonstrations, field engagements, events, and other activities alongside Professional Programs when appropriate
Ensure feedback and information gathered through military and government customers is communicated to Professional Programs, Product, Sales, and other relevant internal teams
Help establish clear and repeatable processes for transitioning opportunities from business development into sales execution and ongoing account management
Develop and maintain a working understanding of military and government procurement processes relevant to Eberlestock's customers
Support customer requirements related to vendor registration, purchasing documentation, contracting, product information, and other procurement needs
Maintain accurate customer, opportunity, pricing, and account information within CRM, ERP, and other Company systems
Coordinate order processing and monitor open orders to ensure customers receive timely information regarding availability, shipping, and delivery
Work closely with Operations and Customer Experience to resolve fulfillment issues and maintain a high level of service
Ensure required documentation and customer-specific requirements are identified and communicated internally throughout the sales process
Partner closely with Professional Programs to align business-development efforts with sales execution and account ownership
Collaborate with Product to communicate end-user feedback, agency requirements, product requests, and emerging opportunities
Work with Operations and Demand Planning to communicate anticipated demand, large opportunities, purchasing timelines, and inventory requirements
Partner with Finance regarding pricing, payment terms, account setup, profitability, and other financial requirements
Collaborate with Marketing as appropriate to support professional product launches, events, customer communications, and sales materials
Support trade shows, military and government events, customer visits, demonstrations, and other industry engagements as needed
Maintain accurate sales forecasts and pipeline information for military and government accounts
Track account performance, revenue, active opportunities, purchasing trends, and growth potential
Provide regular updates to the Director of Sales regarding account activity, pipeline health, customer needs, and potential risks
Analyze customer purchasing behavior and identify opportunities to improve account performance and grow Eberlestock's presence within the military and government channel
Develop recommendations regarding account strategy, product opportunities, and process improvements