Regional Government Sales Manager

Major Responsibilities

• Develop and manage relationships with state, county, city, and municipal government agencies within an assigned territory.
• Call on government customers through a combination of email, phone, direct mail, virtual meetings, and in-person visits.
• Conduct in-person customer visits initially within a 100-mile radius of home location, with potential expansion as business needs evolve.
• Participate in local government functions, meetings, and events to identify and engage key decision-makers and influencers.

Sales Strategy & Execution

• Develop and execute regional sales plans to meet or exceed revenue, margin, and growth objectives.
• Increase new customer acquisition while expanding existing government accounts through upselling and cross-selling.
• Maintain an active and healthy sales pipeline at a minimum of four times annual revenue targets.
• Prepare and deliver budgetary quotes, proposals, and product presentations aligned to agency needs and purchasing requirements.

Government Market Knowledge

• Maintain a deep understanding of government agency structures and department functions, including public works, police, fire, emergency services, and other municipal operations.
• Understand and navigate centralized and decentralized purchasing models, procurement processes, and government buying cycles.

Reporting & Performance Management

• Track and achieve defined activity metrics, including calls, emails, proposals, and meetings.
• Forecast sales accurately and present pipeline health, regional performance, and growth opportunities to senior management.
• Achieve defined KPIs related to sales volume, close rates, pipeline coverage, and conversion rates.

Product & Program Expertise

• Develop expert-level knowledge of Generac products, systems, and sales programs.
• Serve as a trusted advisor to customers by effectively positioning Generac mobile solutions.

Minimum Job Requirements

• Education: Bachelor’s degree in Business, Marketing, Public Administration, or a related field, or equivalent combination of education and experience.
• Certification/License: Valid driver’s license.
• Work Experience: Minimum of five (5) years of business-to-business sales experience. Demonstrated experience selling to state, county, city, or municipal government customers.
• Knowledge/Skills/Abilities: Working knowledge of government procurement processes, purchasing structures, and budget cycles; strong prospecting, negotiation, and closing skills; ability to manage long sales cycles and complex sales opportunities; strong organizational, time-management, and pipeline management skills; excellent verbal and written communication skills; ability to work independently while meeting high activity and performance expectations.

Preferred Job Requirements

• Education: Bachelor’s degree in business, Marketing, Public Administration, or a related field.
• Work Experience: Experience selling equipment, infrastructure, or mobile solutions to government agencies. Experience supporting public works, police, fire, emergency services, or related government departments.
• Knowledge/Skills/Abilities: Strong understanding of centralized and decentralized government purchasing models; experience using CRM systems and sales forecasting tools; proven ability to grow territories and exceed sales targets in government markets.

Compensation

The annual salary for this role is $107,000-125,000. This compensation will ultimately be in line with the location in which the position is filled. Final compensation for this role will be determined by various factors such as a candidate’s relevant work experience, skills, certifications, and geographic location. This role is eligible for variable compensation including short term and long-term incentives.