BUSINESS DEVELOPMENT REPRESENTATIVE

BUSINESS DEVELOPMENT REPRESENTATIVE -  GOVERNMENT MARKETS
EXTRAORDINARY PEOPLE. EXCITING POSSIBILITIES. GREAT OPPORTUNITY.

Custom Truck One Source has changed the way the industry looks at specialized truck and heavy equipment solutions. With sales, rentals, aftermarket parts and service, equipment customization, remanufacturing, financing solutions, and asset disposal, our team of experts, vast equipment breadth and integrated network of locations across North America offer superior service and unmatched efficiency for our customers. Your success is what's next with Custom Truck One Source.

Summary

The Business Development Representative – Government Markets is responsible for identifying, qualifying, and distributing government sales leads through GovWin and other approved procurement intelligence sources. This role manages the flow of government opportunities into Salesforce, ensuring leads are accurately documented, assigned to the appropriate regional sales teams, and tracked for follow-up to support government revenue growth.

Essential Duties and Responsibilities

• Monitor GovWin for federal, state, municipal, educational, utility, and other public-sector purchasing opportunities relevant to CTOS.
• Research government procurement forecasts, solicitations, agency needs, and upcoming equipment purchases to identify potential sales opportunities.
• Enter and maintain accurate government lead records in Salesforce, including agency details, equipment needs, procurement timelines, and supporting documentation.
• Assign leads to the appropriate regional sales managers or sales representatives based on territory, product, and established procedures.
• Communicate new leads and opportunity details to sales teams, highlighting deadlines, customer needs, and recommended next steps.
• Monitor lead engagement and follow up with sales teams to ensure opportunities are reviewed and pursued.
• Coordinate with bid specialists and contract management personnel when opportunities require additional support.
• Track lead activity, quality, conversion, and pipeline development through Salesforce reporting.
• Provide regular reports to leadership on lead volume, distribution, sales engagement, and potential government revenue opportunities.
• Recommend improvements to government lead generation, distribution, and tracking processes.
• Agency Communication & Requirements Gathering: Proactively communicate with government agencies and procurement officials to obtain supplemental RFP documentation, required forms, specifications, addenda, and other information necessary to ensure a complete bid or future spending forecast paperwork as needed

Required Skills and Qualifications

• Experience in business development, sales support, lead generation, or sales operations.
• Proficiency in Salesforce or a comparable CRM platform.
• Strong research, organizational, communication, and follow-up skills.
• Ability to manage multiple opportunities and meet deadlines.
• Preferred: Experience with GovWin, government procurement, public-sector sales, or cooperative purchasing contracts.
• Key Performance Indicators
• Number and quality of government leads identified and entered.
• Timeliness and accuracy of Salesforce lead entry and assignment.
• Sales team engagement and follow-up on distributed leads.
• Conversion of leads into qualified sales opportunities.
• Government sales pipeline generated from identified leads.
• Accuracy and consistency of reporting.
  Physical Requirements
  If the job is physically demanding, this should be stated here. A physically demanding job is one where the incumbent is required to stand for extended periods of time, lift heavy objects on a regular basis, do repetitive tasks with few breaks, etc.
  
  • A positive attitude and willingness to maintain a professional demeanor with clients and team members is essential to this position.
  • Ability to work around common office equipment, supplies and environments.
  • Oral Expression and comprehension ' The ability to communicate information and ideas in speaking so others will understand. The ability to listen to and understand information and ideas presented through spoken words and sentences. The ability to speak clearly so others can understand you.
  • Written Comprehension and expression ' The ability to read and understand information and ideas presented in writing. The ability to communicate information and ideas in writing so others will understand
  • Reasoning ' The ability to apply general rules to specific problems to produce answers that make sense. The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
  • Sitting – The ability to sit or stand for long periods of time while performing duties.
  • Lifting – The ability to bend, stoop and lift up to 10 lbs.
    This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.
    BENEFITS
    
  • 401(k) with Employer Match
  • Competitive Health Care
  • Dental, Vision, and Life Insurance
  • Paid Vacation, Sick and Holidays
  • STD/ LTD
  • Partner Discounts
  • Investment in Employee Development
    Custom Truck One Source is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.