Bachelor's degree in Business, Marketing, Public Administration, or related field, or equivalent experience.
Minimum of five years in B2B sales, ideally with government customers.
Experience selling to state, county, city, or municipal government agencies.
Working knowledge of government procurement processes and budget cycles.
Strong skills in prospecting, negotiation, and complex sales management.
Responsibilities
Develop relationships with government agencies within a designated territory.
Engage government customers through various communication methods.
Conduct in-person visits to local government customers within a specified radius.
Attend local government events to identify and connect with key decision-makers.
Execute regional sales plans to achieve growth and revenue goals.
Expand customer base through upselling and cross-selling existing accounts.
Maintain an active sales pipeline and prepare budgetary proposals.
Benefits
Flexible work hours and travel opportunities.
Ongoing professional development and training.
Supportive team environment and collaborative workplace culture.
Access to company products and solutions for personal use.
Full Job Description
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 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.
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.
