Vice President, Government & Military Business Development

Sonepar Management Group (SMG) supports our Sonepar brands (i.e. operating companies) in the US through a shared services model. These services include human resources, finance, digital enterprise, supply chain, vendor relations, marketing, legal, and communications. The SMG teams enable our brands to do business in their local regions while taking advantage of the scale and collective resources of a global enterprise. SMG fosters an inclusive and supportive culture, offering leadership and development programs to help you reach your career goals.

About the Role

Sonepar USA is seeking a visionary and growth-oriented Vice President, Government & Military Business Development to build and lead our national Government & Military vertical. In this role, you will architect and execute a scalable go-to-market strategy focused on Federal, Defense, Military, State & Local Government, Utilities, Infrastructure, and Public Sector markets. With well over $2 trillion in annual government and infrastructure-related spending and investment activity, this role represents a unique opportunity to create a new growth engine for one of North America’s largest electrical distribution organizations.

Remote | United States | Travel 60%

Responsibilities

• Develop and execute Sonepar USA’s national Government & Military growth strategy.
• Identify and prioritize target agencies, programs, contract vehicles, and customer segments.
• Build market entry, expansion, and penetration strategies across DoD, USACE, NAVFAC, VA, GSA, and other federal procurement channels.
• Partner with Operating Companies to identify, qualify, pursue, and convert Government & Military opportunities into profitable revenue.
• Develop national account strategies for EPCs, general contractors, defense contractors, and Defense Industrial Base manufacturers.
• Create repeatable sales playbooks, pursuit frameworks, account prioritization tools, and opportunity management processes.
• Establish executive-level relationships with government stakeholders, contractors, manufacturers, consultants, strategic partners, and industry influencers.
• Partner cross-functionally with Legal, Compliance, Cybersecurity, Supply Chain, Operations, and Digital teams to ensure compliant and scalable execution.

Requirements

• 10+ years of progressive leadership experience within Federal Government, Military, Defense, and/or Government Contracting markets.
• Demonstrated experience leading and growing a national business segment, strategic vertical, or market-focused organization.
• Deep understanding of federal procurement processes, contract vehicles, acquisition pathways, and government buying behaviors.
• Proven success developing growth strategies involving DoD, USACE, NAVFAC, GSA, VA, and/or other federal agencies.
• Experience influencing and driving results across complex, decentralized, or matrixed organizations.
• Demonstrated ability to build executive-level relationships across customers, contractors, manufacturers, and strategic partners.
• Experience creating scalable sales processes, pursuit frameworks, and business development programs.
• Bachelor’s degree required.
• Ability to travel nationally up to 60% of the time.
• Authorized to work for Sonepar USA without sponsorship now or in the future.

Preferred Qualifications

• Electrical distribution, industrial distribution, construction, infrastructure, industrial automation, utility, or related industry experience.
• Knowledge of military construction, facilities modernization, infrastructure resiliency, and facility maintenance programs.
• Familiarity with EPCs, general contractors, defense contractors, and Defense Industrial Base manufacturers.
• Strong understanding of CMMC, cybersecurity requirements, FAR, DFARS, and related federal compliance standards.
• MBA, engineering degree, or related advanced degree preferred.
• Prior military service is a plus but not required.

Benefits

• Healthcare plans
• Dental & vision
• Paid time off
• Paid parental leave
• 401(k) retirement savings with company match
• Professional and personal development programs
• Opportunity to become a shareholder
• Employer-paid short- and long-term disability
• Employer-paid life insurance for spouse and dependents
• Robust wellness program
• Gym reimbursement
• Employee Assistance Program (EAP)

We’re proud to be a military-friendly company, and our many employee resource groups (ERGs) help you make connections and feel supported.