Government Account Manager

Government Account Manager

Position Summary

Our client is seeking a high-performing Government Account Manager to drive new business growth across federal, state, and local government agencies, including defense-related installations, military bases, public works departments, government contractors, and schools.

This is a hunter role focused on developing new government accounts, expanding existing contracts, and positioning our client’s industrial cleaning, sanitation, and maintenance chemical solutions within complex public-sector procurement environments.  The ideal candidate has experience selling into government procurement systems (GSA, DLA, DOD, VA base-level purchasing, or public sector contracts) and understands how to navigate multi-layered buying processes in regulated environments.

Key Responsibilities
 

  • Develop and execute a US based government sales strategy targeting federal, state, and municipal agencies
  • Identify, qualify, and close new opportunities across:
    • Military installations and defense depots
    • Federal agencies (DoD, GSA, DHS, VA)
    • State DOTs, municipalities, and public utilities
    • Government contractors and maintenance service providers
  • Manage and grow a pipeline of RFPs, RFQs, and contract-based opportunities
    • Meet revenue and profit targets
  • Build relationships with procurement officers, facility managers, and contracting personnel
  • Leverage GSA schedules and other federal contracting vehicles to accelerate sales cycles
  • Partner with internal marketing, regulatory, and technical teams to ensure compliance and product qualification
  • Lead pricing, contract negotiation, and long-term agreement structuring
  • Maintain CRM discipline with accurate forecasting and pipeline reporting
  • Represent the company at government procurement events, trade shows, and industry associations

Required Qualifications
 

  • 5+ years of B2B sales experience, with at least 2+ years selling into government or public sector accounts
  • Proven track record as a hunter (new business development focused)
  • Experience navigating:
    • Government procurement processes
    • GSA schedules or equivalent contracting mechanisms
    • Bid/RFP/RFQ cycles
  • Familiarity with industrial MRO, chemicals, cleaning products, or maintenance supply categories strongly preferred
  • Strong ability to build relationships within complex, layered organizations
  • Excellent negotiation and closing skills in long-cycle sales environments
  • Proficiency with CRM systems (Salesforce or similar)

Ideal Candidate Profile (Hunter DNA)
 

  • Consistently opens new accounts rather than inheriting legacy business
  • Comfortable cold calling into government facilities and procurement offices
  • Understands how to penetrate military bases and federal installations
  • Has existing relationships in public sector purchasing networks
  • Experienced in selling consumable products with repeat purchase cycles
  • Strong resilience in long government sales cycles (6–18+ months)