Segment Manager, Federal Government

Job Duties

• Identify, pursue, and close high-value growth opportunities driving meaningful incremental annual revenue across national and key regional accounts
• Develop and execute strategic growth plans for federal government agencies, including DoD (Navy, Army, DLA), DoE, Government Prime Contractors and the Army Corps of Engineers
• Monitor federal budgets, procurement trends, and policy changes to anticipate and capitalize on market opportunities
• Build and maintain relationships with executive-level decision-makers and key influencers
• Analyze customer needs, purchasing behaviors, and existing supplier relationships to uncover new business opportunities
• Clearly articulate and present the company’s value proposition to prospects and customers
• Navigate federal procurement processes, including GSA schedules and SAM.gov requirements
• Ensure compliance with all applicable federal regulations, including FAR, DFARS, and Buy American provisions
• Oversee customer contracts to ensure compliance, performance, and long-term value creation
• Lead, manage, and train internal teams on government compliance, contract execution, and customer program requirements
• Partner with Branch Managers, Operations, and other internal stakeholders to execute programs across assigned regions
• Collaborate with leadership and Corporate Marketing to support segment-specific initiatives
• Conduct joint sales calls with federal customers, branches, and key prospects; significant travel is required to support segment growth
• Serve as the primary executive point of contact for assigned accounts, ensuring consistent and high-quality engagement
• Maintain post-implementation relationships to drive customer retention and account expansion
• Lead and support quarterly business reviews with customers and internal stakeholders
• Prepare and present customer proposals and contracts, including program structure, revenue forecasts, and margin expectations
• Deliver quarterly sales results aligned with approved growth objectives
• Maintain accurate pipeline reporting and provide regular updates on wins, losses, and strategic initiatives

Requirements

• A high school diploma or GED is required; an undergraduate degree from an accredited college or university with a focus in Business Administration, Finance, Accounting, Economics, Marketing, or related discipline is preferred; in the absence of a degree, directly related job experience serving in a management role in a government sales role, where a number of years and proven knowledge may offset the degree requirement.
• Ten or more years of sales or business development experience in industrial distribution or related field.
• Proven experience selling into federal government agencies or prime contractors.
• Strong understanding of federal government procurement processes and contract vehicles.
• Demonstrated success negotiating and closing complex, high-value agreements.
• Strong consultative selling skills, including the ability to develop, present, and defend compelling business cases.
• Familiarity with GSA schedules, SAM registration, and compliance frameworks.
• Preferred existing network within federal agencies and prime contractors.
• Preferred experience with lifting, rigging, safety, services and engineered products.
• Advanced analytical and quantitative capabilities, with high proficiency in Microsoft Office (Excel, PowerPoint, Word, Teams, Outlook) and strong overall PC literacy.
• Proven ability to prepare, analyze, and interpret sales forecasts, market trends, competitive intelligence, and new product opportunities.
• Experience leading cross-functional teams and managing complex, multi-stakeholder initiatives.
• Exceptional written and verbal communication skills, with the ability to influence senior-level decision-makers and actively contribute in executive and cross-functional forums (Sales, Finance, Marketing).
• Highly organized, detail-oriented, and self-directed, with the discipline to manage multiple priorities in a fast-paced, results-driven environment.
• Ability to successfully complete required background checks, physical examination, drug screening, and E-Verify verification.

Qualifications

• Demonstrate care and concern for all team members
• Understand and lead the execution of Mazzella safety programs and training for team members and stakeholders
• Make safety a daily point of emphasis and regularly communicate as much with your team
• Report all injuries, incidents and near hits immediately and investigate to identify root cause and corrective action
• Keep yourself and others safe by identifying hazards and implementing control measures to eliminate/reduce risk
• Contact Director of Safety upon being contacted by any official of a regulatory agency such as OSHA, EPA, etc.
• Ensure that employees, including contractors, are aware of and follow all health & safety rules as defined in Mazzella’s written health & safety programs