Bachelor's degree in Business, Marketing, Public Administration, or related field, or equivalent experience.
Minimum five years of B2B sales experience, particularly with government agencies.
Demonstrated success in selling to state, county, city, or municipal customers.
Strong prospecting, negotiation, and closing skills.
Working knowledge of government procurement processes and budget cycles.
Responsibilities
Develop and manage relationships with government agencies in the assigned territory.
Engage with government customers via email, phone, direct mail, virtual meetings, and in-person.
Conduct customer visits within a 100-mile radius, with potential for expansion.
Participate in local government functions to connect with key decision-makers.
Execute regional sales plans to achieve revenue and growth objectives.
Expand customer base by upselling and cross-selling in existing accounts.
Track and report on sales activity metrics and forecast pipeline health.
Benefits
Comprehensive benefits package including health and wellness programs.
Opportunities for professional development and training.
Flexible work arrangements to accommodate work-life balance.
Involvement in community engagement and government functions.
Full Job Description
Major Responsibilities
Government 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 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.
Certification / License
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:
Generac is committed to fair and equitable compensation practices. 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.
About Generac Power Systems
Generac Power Systems is a manufacturer of backup power generation products for residential, commercial, and industrial customers. The company was founded in 1959 and is headquartered in Waukesha, Wisconsin. Generac operates through two business segments: Domestic and International. The Domestic segment produces generators, transfer switches, and other backup power equipment for residential and commercial customers in the United States. The International segment produces similar products for customers outside the United States. Generac sells its products through a network of dealers and distributors.
