Job Description:

Zep is seeking a high-performing Government Account Manager to drive new business growth across federal, state, and local government agencies, including defense-related installations, military bases, public works departments, government contractors, and schools.

This is a hunter role focused on developing new government accounts, expanding existing contracts, and positioning Zep’s industrial cleaning, sanitation, and maintenance chemical solutions within complex public-sector procurement environments.  The ideal candidate has experience selling into government procurement systems (GSA, DLA, DOD, VA base-level purchasing, or public sector contracts) and understands how to navigate multi-layered buying processes in regulated environments.

Key Responsibilities

Develop and execute a US-based government sales strategy targeting federal, state, and municipal agencies

• Identify, qualify, and close new opportunities across:

  • Military installations and defense depots

  • Federal agencies (DoD, GSA, DHS, VA)

  • State DOTs, municipalities, and public utilities

  • Government contractors and maintenance service providers

• Manage and grow a pipeline of RFPs, RFQs, and contract-based opportunities

  • Meet revenue and profit targets

• Build relationships with procurement officers, facility managers, and contracting personnel

• Leverage GSA schedules and other federal contracting vehicles to accelerate sales cycles

• Partner with internal marketing, regulatory, and technical teams to ensure compliance and product qualification

• Lead pricing, contract negotiation, and long-term agreement structuring

• Maintain CRM discipline with accurate forecasting and pipeline reporting

• Represent Zep at government procurement events, trade shows, and industry associations

Required Qualifications

• 5+ years of B2B sales experience, with at least 2+ years selling into government or public sector accounts

• Proven track record as a hunter (new business development focused)

• Experience navigating:

  • Government procurement processes

  • GSA schedules or equivalent contracting mechanisms

  • Bid/RFP/RFQ cycles

• Familiarity with industrial MRO, chemicals, cleaning products, or maintenance supply categories strongly preferred

• Strong ability to build relationships within complex, layered organizations

• Excellent negotiation and closing skills in long-cycle sales environments

• Proficiency with CRM systems (Salesforce or similar)

Ideal Candidate Profile (Hunter DNA)

• Consistently opens new accounts rather than inheriting legacy business

• Comfortable cold calling into government facilities and procurement offices

• Understands how to penetrate military bases and federal installations

• Has existing relationships in public sector purchasing networks

• Experienced in selling consumable products with repeat purchase cycles

• Strong resilience in long government sales cycles (6–18+ months)