Government Sales & Compliance Specialist – Western Region
United Rentals
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteJob Level
SeniorLead
Tech Stack
SFDC
About the role
- Oversee the end-to-end government (Federal/State/Local/Set-Aside) sales process and coordinate cross-function teams including: Prospect, analyze, and qualify the scope of work for available government opportunities in assigned region via government online portals and direct customer requests.
- Determine qualifications of United Rentals to bid on available opportunities then engage with local branches and sales teams to complete the bid and guide on requirements and government regulations.
- Strategize through analysis of RFP requirements to ensure a compliant and competitive proposal with local branches, Legal, and Government Sales Team.
- Manage and delegate the responsibility of deliverables to be completed by other departments in support of meeting customer deadlines.
- Work hand-in-hand with legal department to provide customer exceptions and guidance to field sales teams.
- Leverage the competitive advantage and best practices by advising branches on best rates with historical win/loss data on all bid opportunities with authority to escalate if needed.
- Interact directly with government entity to administer and execute award/contract documents in alignment with our compliance regulations and/or bid submittal elevating within legal department as needed.
- Analyze market trends and industry insights for long-term sales strategies.
- Actively work with Sales/Marketing team to determine long-term plans for customer relationships aligned with business objectives.
- Develop relationships with contracting officers to navigate contract compliance with field and gain insight on lost bids.
- Identify new government leads and distribute to the field.
- Serve as a Government Subject Matter Expert to the field and customers: Firm understanding of Federal and Local government compliance and regulations to guide branch and sales teams on proper contractual compliance.
- Function as a trusted advisor to the field sales teams on government compliance, regulations, and best practices.
- Assess Federal, State, and Local government documents/requests and determine proper actions for the sales teams to be within compliance of our contract regulations.
- Serve as liaison with Set-Aside partners and government entities on behalf of the company, GAMs, NAMs, RPDMs, and local branches.
- Resolve escalations from branch operations and sales while coordinating with required departments for solutions.
- Coordinate with legal department to review/prepare/execute legal correspondence and documentation with government customers electronically and process per retention policy regulations.
- Provide direction to the field with fulfilling current opportunities and strategically positioning the field for future Government awards.
- Attend trade events and conferences as required.
- Review best practices with sales, specialty, branch teams and internal departments.
- Implement procedures for contract management and administration in compliance with company policy.
- Provide ongoing government account education to field employees as a single point of contact via email and phone.
- Register, update, maintain and resolve issues regarding vendor registration for Federal, State and Local Agencies.
- Serve as the central point of contact for customers and field on government account processes and contractual matters.
- Coordinate, track and report out on all activities related to government bid opportunities: Report work activities with the company’s Salesforce.com platform.
- Maintain library of information for all bid opportunities which were evaluated and submitted.
- Provide reports to the Government Sales Team to track bid progress and identify action items.
- Other duties as assigned.
Requirements
- Bachelor’s Degree or equivalent job experience required
- 5-7 years Customer Service experience
- 2-4 years of direct experience with Government agencies, entities and/or small business partners
- Success in sales and/or government sourcing and relationship management
- Knowledge of construction equipment and government purchasing (GSA, State and Local cooperatives) preferred
- Excellent organizational and time management skills with heavy attention to detail
- Experience in negotiating, communicating and customer relationship management
- Must be able to work independently with focus on overall customer objectives
- Excellent verbal/written communication skills with an emphasis on clear articulation
- Strong focus on both internal and external customer service
- Ability to deal with a high volume of tasks, stressful, and sometimes unfamiliar situations
- Intermediate knowledge of MS Office applications (Word and Excel)
- Reliable with strong work ethic and commitment
- Bilingual (Spanish or French) preferred.
Benefits
- Paid Parental Leave
- United Compassion Fund
- Employee Discount Program
- Career Development & Promotional Opportunities
- Additional Vacation Buy Up Program (US Only)
- Early Wage Access through Payactiv (US Hourly Only)
- Paid Sick Leave
- An inclusive and welcoming culture
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
government sales processRFP analysiscontract compliancebid managementcustomer relationship managementnegotiationconstruction equipment knowledgevendor registrationSalesforce.commarket trend analysis
Soft skills
organizational skillstime managementattention to detailcommunication skillscustomer serviceindependent workproblem-solvingrelationship managementadaptabilityteam collaboration
Certifications
Bachelor’s Degreegovernment compliance certificationssales certificationscontract management certificationscustomer service certificationsnegotiation certificationsproject management certificationsGSA certificationsbilingual certification (Spanish or French)industry-specific certifications