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About the role
Key responsibilities & impact- 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.
- 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.
- 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.
- 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.
- Develop expert‑level knowledge of Generac products, systems, and sales programs.
- Serve as a trusted advisor to customers by effectively positioning Generac mobile solutions.
Requirements
What you’ll need- Bachelor’s degree in Business, Marketing, Public Administration, or a related field, or equivalent combination of education and experience.
- Valid driver’s license.
- Minimum of five (5) years of business‑to‑business sales experience.
- Demonstrated experience selling to state, county, city, or municipal government customers.
- 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.
Benefits
Comp & perks- Generac provides individuals the opportunity to work in a fast-paced agile work environment.
- Employees at Generac are encouraged to be innovative and are valued as an integral part of our global team.
- Our challenging goals develop knowledgeable employees dedicated to helping continue Generac’s success.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales planningcustomer acquisitionupsellingcross-sellingbudgetary quotesproposalsproduct presentationssales forecastingpipeline managementKPI achievement
Soft Skills
relationship managementnegotiationclosing skillsorganizational skillstime managementcommunication skillsindependent workprospectingcustomer advisoryengagement
Certifications
Bachelor’s degreevalid driver’s license