Federal and Government Accounts Manager

Reports to: Director of Business Development and Sales                                         

Department: Business Development and Sales   

FLSA Classification: Exempt     

Travel: Frequently (Up to 70%)  

 JOB SUMMARY: 

The Federal and Government Accounts Manager grows Vibrant Works' Government & Federal market by personally generating and closing new government sales and expanding existing government accounts. This is an outside sales position: the manager works primarily in the field, in front of customers and prospects, and serves as the company's subject matter expert for federal, military, and government procurement customers while driving revenue growth and strategic market expansion.  

JOB FUNCTIONS AND RESPONSIBILITIES: 

Government/ Federal Sales & Business Development 

• Execute government market strategy with a primary focus on federal agencies, military installations, and military contractors. 

• Secure new government customers by leveraging GSA Contract, CAGE Code, and other government purchasing agreements. 

• Grow existing government accounts through consultative selling, operational reviews, and value-added solutions. 

• Build relationships with procurement officials, contracting officers, facility managers, and key operational leaders. 

• Monitor government procurement opportunities, RFQs, bids, and contract solicitations while coordinating competitive responses. 

• Pursue qualified state and local Government opportunities that complement the organization’s overall Government strategy. 

• Expand organization’s reach by identifying opportunities beyond the company's branch footprint through drop-ship capabilities, strategic supplier partnerships, and government contract vehicles. 

• Represent Vibrant Works at government, military, and procurement events to  strengthen market presence and develop new business opportunities. 

Contract & Program Management 

• Serve as the primary liaison with the third-party GSA contract management partner in support of the government accounts and contract vehicles the Manager sells and manages. 

• Responsible for growing VW's market share across the Tailored Logistics Support (TLS) program, Funds Commitment documents (FMZ), Miscellaneous Obligation Reimbursement Documents (MORDs), Military Interdepartmental Purchase Requests (MIPRs), Blanket Purchase Agreements (BPAs), Basic Ordering Agreements (BOAs), and contracts at assigned bases, in partnership with the BSC store manager. 

• Support compliance, accuracy, and long term program success on the government contracts tied to the Manager’s own sales accounts, in coordination with the Director of Business Development and Director of Procurement and Pricing.  

• Support contract renewals, pricing updates, and compliance activities on the Manager’s own accounts as needed to protect and grow government accounts. 

• Identify new government contract vehicles and purchasing programs that strengthen Vibrant Works' competitive position and expand sales opportunities. 

• Contribute to annual government market objectives and sales forecasts by providing regular performance updates on own sales pipeline to leadership. 

• Manage and expand Government customer relationships through proactive account planning and executive-level engagement, in direct furtherance of new and renewed sales. 

• Partner with BSCs, Purchasing, Customer Service, Operations, and suppliers to deliver exceptional execution and customer satisfaction on the accounts the Manager sells and services. 

• Identify opportunities for inventory management programs, vending solutions, special projects, and expanded product categories that increase customer value and generate additional sales. 

• Maintain accurate pipeline activity, forecasting, and market intelligence within Salesforce or the system of records to track and support sales activity. 

• Assist with Government purchasing processes, contract capabilities, and emerging market opportunities that support new sales generation. 

• Demonstrate and embodies our values: Be Limitless, Be Resilient, Be People Centered, Be a Team, and Be Trustworthy. 

EDUCATION/EXPERIENCE: 

• A minimum of five years of experience in outside sales, account management, business development, or government sales is required. 

• Bachelor's degree or equivalent combination of education and experience. 

• Ability to travel throughout Texas, New Mexico, and Oklahoma with a valid driver’s license. 

• Proficiency with CRM and ERP systems (Proton and Profit21 preferred). 

• Experience in industrial distribution, MRO, safety, or related industries. 

SKILLS/ABILITIES: 

• Strong relationship-building, presentation, negotiation, and strategic planning skills. 

• Knowledge of GSA Schedules, SAM registration, CAGE Codes, government purchasing procedures, and contract administration. 

• Experience selling to federal agencies, military installations, or Government contractors. 

• Experience responding to RFQs, RFPs, bids, and Government solicitations. 

• Knowledge of CRM, ERP, Government procurement portals, Microsoft Office, and mobile communication tools. 

PHYSICAL REQUIREMENTS: 

• Ability to walk and navigate industrial facilities, warehouses, manufacturing plants, military installations, and construction sites. 

• Ability to lift and carry up to 50 pounds for product demonstrations, samples, trade shows, and customer presentations. 

• Ability to travel regularly throughout the assigned territory, including overnight travel. 

This job description does not imply these are the only duties to be performed.  The incumbent in this position will perform such other tasks as may be required for the effective operations of the Division/Department upon request by his/her supervisor. 

Please note: Under the AbilityOne Program, Vibrant Works gives hiring preference to individuals who are legally blind. Any decision to disclose a disability by an applicant related to the hiring preference is completely voluntary. Requesting such information is also a part of our affirmative action efforts. Information that is disclosed will remain confidential. Also, your decision not to disclose disability status will not have a negative impact in the hiring process. 

Vibrant Works is an equal opportunity employer and does not discriminate on the basis of age, sex, marital status, sexual orientation, gender identity, race, creed, color, national origin, honorably discharged veteran or military status, the presence of any sensory, mental or physical disability, the use of a dog guide or service animal by a person with a disability, or any other characteristic protected by federal, state, or local law. 

I have read and understand the job requirements, responsibilities and expectations set forth in this job description. I attest that I am able to perform the essential job functions as outlined with or without any reasonable accommodations.