The Regional Government Sales Manager is responsible for driving revenue growth and expanding market share within assigned state, county, city, and municipal government accounts. This role develops and executes regional sales strategies, builds and maintains relationships with key government stakeholders, and manages the full sales cycle for Generac mobile products and solutions.
Major ResponsibilitiesGovernment Sales & Account Development- 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 RequirementsEducation- Bachelor's degree in Business, Marketing, Public Administration, or a related field, or equivalent combination of education and experience.
Certification / LicenseWork 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 RequirementsEducation- Bachelor's degree in business, Marketing, Public Administration, or a related field.
Certification / LicenseWork 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.
