Institutional Account Manager

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.

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.

Physical Requirements

• Ability to travel approximately 50-75% of the time locally throughout the assigned territory on a regular basis, including driving to customer sites, job sites, and industry events.
• Lifting up to 25 lbs. may be required infrequently.

Benefits

• Competitive base salary plus uncapped commission tied directly to results.
• Medical, dental, life and vision insurance.
• 401(k) Retirement Plan and Match.
• Paid Time Off.
• Specified Holiday Pay.