Key Account Manager – State & Local Government
PartsSource Inc.
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Identify, engage, and qualify new opportunities across California public laboratories through outbound calling, email outreach, LinkedIn engagement, events, and targeted campaigns.
- Research agencies to understand organizational structures, procurement pathways, budget cycles, and technical environments.
- Develop expertise in public sector procurement—including cooperative purchasing, state contracting vehicles, RFP processes, and compliance requirements.
- Maintain a strong pipeline of qualified opportunities and consistently meet activity and conversion metrics.
- Lead discovery conversations to understand laboratory workflows, equipment service needs, and procurement challenges.
- Clearly communicate PartsSource’s value proposition to scientific, operational, procurement, and financial stakeholders across city, county, and state agencies.
- Build trusted relationships with laboratory leaders, procurement officers, and administrative decision-makers.
- Nurture early-stage relationships and seamlessly transition qualified opportunities to account leadership.
- Identify expansion opportunities across satellite labs, field operations, public health divisions, environmental services, forensics, transportation, and other scientific agencies.
- Conduct ongoing follow-up to maintain engagement and alignment to agency priorities.
- Collaborate with Sales leadership, Marketing, Contracts, Customer Success, and Operations to support territory strategy and opportunity development.
- Document all activities accurately in CRM systems and prepare reports on pipeline trends and performance.
- Share market intelligence from California public agencies to refine targeting and messaging strategies.
Requirements
- 3–5+ years in business development, inside sales, or lead generation (required), ideally in B2B or public sector environments.
- Strong communication, presentation, and interpersonal skills.
- Ability to research complex public-sector accounts and identify decision-making structures and opportunity pathways.
- Experience using CRM tools (e.g., Salesforce) and sales engagement platforms.
- Strong comfort with activity expectations and metrics-driven goals.
- Residence in California and familiarity with the state’s public sector ecosystem.
- Experience selling to or supporting State & Local Government or public laboratory environments.
- Knowledge of public health, environmental, forensic, or scientific laboratory operations.
- Bachelor’s degree in Business, Marketing, Public Administration, Life Sciences, or related field (preferred).
Benefits
- PartsSource values diversity and is committed to Equal Employment Opportunity, ensuring decisions are made regardless of race, gender, disability, or background. We welcome applicants from all walks of life and provide an accessible hiring process for everyone.
- Legal authorization to work in the U.S. is required.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
business developmentlead generationpublic sector procurementRFP processessales metricspipeline managementmarket intelligenceresearchpresentation skillscommunication skills
Soft skills
interpersonal skillsrelationship buildingcollaborationadaptabilityproblem-solvingstrategic thinkingengagementtrust buildingactive listeningtransitioning opportunities