Municipal Safety Account Manager

JMS Technical Solutions•Buffalo, NY

17d•$65,000•Onsite

About The Position

Our client in Buffalo, NY, is seeking a Municipal Safety Account Manager to join their team! This is an on-site/full-time/direct hire position. As part of our client's transition from a territory-based model to a product-vertical expertise model, the Municipal Safety Account Manager is responsible for driving sales growth of our client's Municipal Safety product line across all U.S. territories and all customer types — including direct end-users, municipalities, DOTs, transit authorities, GSA/government channels, and resellers. This is an inside sales and product specialist role based in Western New York. In addition to being the sales lead for the Municipal Safety vertical, this role takes on a dual Product Manager responsibility — becoming the company's in-house expert on Municipal Safety products, gathering customer and market feedback, and collaborating with engineering, operations, and marketing to evolve the product line. Success in this role means surpassing monthly and quarterly revenue targets, deepening relationships with key municipal accounts, and positioning our client as the trusted advisor for safe, compliant, and durable American-made traffic-calming and public-sector infrastructure products.

Requirements

2-5 years of inside sales, B2B sales, account management, or procurement experience.
Experience selling to municipalities, DOTs, transit authorities, or the public sector is strongly preferred.
Familiarity with government bid processes, cooperative purchasing, and RFP/RFQ response is a plus.
Experience with construction, industrial, traffic-safety, or commercial-products sales is a plus.
Self-starter, self-motivated, detail-oriented, multi-tasker, problem solver — independent and confident.
Ability to learn and master technical knowledge of traffic-calming and municipal safety products and to educate customers on their application through consultative selling.
Proactive and comfortable prospecting past customers, lapsed accounts, and strategically targeted municipalities.
Strong computer skills, including Microsoft Office (Word, Excel, PowerPoint), CRM software (HubSpot, NetSuite), and bid/contract management platforms.
Ability to probe, evaluate, and recommend product alternatives to provide the best value for each municipal project.
Comfortable working with numbers, pricing, and margins; skilled at closing sales and asking for the business.
Working knowledge of purchasing and inventory control within ERP systems (NetSuite preferred).
Committed to continuous learning — attends workshops, reviews trade publications, and maintains professional networks.
Adaptability - Works effectively in ambiguous situations and with changing priorities.
Time Management - Manages time effectively and balances multiple priorities.
Attention to Detail - Demonstrates thoroughness and accuracy in quotes, orders, and bid responses.
Interactive Communication - Fosters effective two-way communication with customers, teammates, and vendors.
Product Knowledge - Develops and maintains a deep understanding of the Municipal Safety product line and its applications.
Teamwork - Works well with other Account Managers, customer service, logistics, marketing, and leadership.
Professional, positive attitude and ability to convey a professional image to customers.
Strong math and problem-solving skills.
Excellent verbal, written, and phone communication skills.
Excellent organizational skills.
Applicants must be authorized to work in the U.S.

Nice To Haves

Associate's or Bachelor's degree in Business, Marketing, Supply Chain, Engineering, Public Administration, or a related discipline preferred.

Responsibilities

Drive new and repeat sales of Municipal Safety products across all U.S. territories and customer types — direct end-users, municipalities, DOTs, transit authorities, GSA, and cooperative purchasing channels, and resellers.
Manage existing high-value municipal, transit, and public-sector accounts; re-engage lapsed accounts using historical NetSuite data, past quotes, and previous bid/project history.
Prospect targeted, high-dollar-volume public-sector and municipal accounts, including large and mid-sized cities, counties, DOTs, transit agencies, and airport authorities.
Build and maintain a comprehensive list of decision-makers and influencers — traffic engineers, public-works directors, transit planners, purchasing agents, city engineers, and project managers — and keep contact data current in HubSpot and NetSuite CRM.
Execute timely, accurate, and professional quotes through our client's automated quoting system; follow up consistently on open quotes to close business and achieve a 35% close rate (stretch goal of 50% on inbound leads).
Build and maintain a strong, well-qualified pipeline to consistently hit monthly and quarterly revenue targets; report weekly pipeline status to the Director of Sales.
Cross-sell products from other verticals where appropriate, and collaborate with the Parking Lot, Industrial, Construction, and Public Sector Account Managers on shared accounts.
Respond promptly to inbound leads generated by our client's new AI-powered website, marketing campaigns, and lead-generation programs.
Research and respond to municipal bids, RFPs, RFQs, cooperative contracts, and government solicitations; coordinate with the Government Sales Assistant and leadership on bid documentation and submittal deadlines.
Serve as our client's in-house subject-matter expert on the Municipal Safety product line, including applications, specifications, installation, and competitive positioning.
Conduct ongoing market analysis — trends, customer needs, competitor offerings, pricing, and regulatory changes (MUTCD, ADA, Buy American Act, state DOT specifications).
Gather and document customer feedback to inform product improvements, new product development, and marketing messaging.
Collaborate with engineering, operations, and the Director of Sales on product development, compliance testing, and quality-control initiatives for the Municipal Safety line.
Partner with the Marketing team on vertical-specific campaigns, blog posts, email blasts, case studies, spec sheets, and sales collateral.
Track competitor activities and continually refine our client's value proposition — premium quality, long-term durability, American-made, recycled content, LEED value, and (where applicable) sole-source designation.
Strengthen customer retention through personalized follow-ups, quarterly check-ins with key accounts, and consultative problem-solving.
Forecast sales potential by account based on fleet size, number of locations, active projects in development, bid calendars, and historical purchasing patterns.
Advise sales management of significant competitive deals, evaluation of market conditions, and estimated annual sales dollar potential of key resellers and end-users.
Work closely with customer service, logistics, and operations to ensure on-time delivery and a best-in-class customer experience.
Maintain accurate, up-to-date records of all customer interactions, orders, quotes, and opportunities in HubSpot and NetSuite.