Institutional Account Manager

About the role

Lonestar Electric Supply and its subsidiaries are seeking an Institutional Account Manager to lead growth across the region’s public-sector and institutional markets. This hunter/grower role builds and owns a pipeline spanning municipalities, counties, state agencies, school districts, public utilities, university systems, military installations, hospitals, health systems, and higher education campuses. The position requires fluency in government and institutional procurement, including cooperative purchasing programs, formal bid specifications, and the RFP/RFQ process from first contact through contract award.

Reporting into regional leadership, this role partners closely 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 is organized, communicative, and aligned with our passion to MAKE IT HAPPEN.

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 (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

• Travel approximately 50-75% of the time locally throughout the assigned territory, including driving to customer sites, job sites, and industry events.
• Infrequent lifting up to 25 lbs.
• Constant use of a computer and other office productivity machinery.

Benefits

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