Director of Government Sales

Mid Atlantic Machinery, Inc.; Harrisburg (Dauphin County); On-site; USD 90,000 - 130,000; Full time

Job summary

Mid Atlantic Machinery, Inc. is seeking a Director of Government Sales in Harrisburg, PA. This strategic role involves developing a robust government sales pipeline, ensuring regulatory compliance, and overseeing project coordination. Ideal candidates will have over 5 years of sales or business development experience, preferably with government bids, and a degree in Management or a related field. The role demands excellent negotiation skills and the ability to work collaboratively across teams.

Qualifications

• 5+ years of proven experience in sales or business development roles.
• Experience with quoting and submitting government bids or working with GSA/MAS is highly preferred.
• Familiarity with metal fabrication equipment is helpful but not required.

Responsibilities

• Lead the development and generation of a high-quality sales pipeline for government agencies.
• Partner with internal teams to research, pre-qualify, and submit bids and quotes.
• Ensure compliance with FAR regulations, NIST, and CMMC standards.
• Coordinate equipment sales overseeing shipping and installation.
• Train team members and implement process improvements.
• Monitor contractor performance and maintain documentation.
• Interface with accounting for billing and invoicing.

Skills

Sales experience

Negotiation skills

Interpersonal skills

Project management

Education

BS/BA Degree in Management or related field

Job description

The government is the largest purchaser of machine tools in the country, and we are looking for a Director of Government Sales to lead our efforts in this sector. This role serves as the strategic lead and primary "bridge" between the capital equipment builders we represent, our national sales team, and our government clients. As the director, you will build and scale a government sales channel targeting federal, state and institutional fabrication buyers, increasing revenue and contract penetration.

Key Responsibilities

• Strategic Pipeline Growth - Lead the development and generation of a high-quality sales pipeline specifically for Government, State, Local, and Federal agencies, as well as educational institutions.
• Bid & Proposal Leadership - Partner with internal teams to research, pre-qualify, and submit comprehensive bids and GSA requests for quotes.
• Regulatory Oversight - Ensure all activities strictly adhere to FAR regulations, NIST, and CMMC standards, maintaining full compliance across all applicable agencies.
• Project Coordination - Act as the lead coordinator and "general contractor" for equipment sales, overseeing shipping, freight, installation, and contract management from beginning to end.
• Team Development & Process Improvement - Train team members, identify continuing education opportunities, and collaborate with IT and Marketing to implement process improvements.
• Performance Monitoring - Analyze notices, monitor contractor performance, and maintain ownership of all status reporting and process documentation.
• Financial Interface - Maintain a working knowledge of basic accounting concepts (A/R, A/P, and G/L) to interface effectively with the accounting department for billing and invoicing.

Requirements & Qualifications

• Experience: 5+ years of proven experience in sales or business development roles.
• Previous experience quoting and submitting government bids or working with GSA/ MAS (Multiple Award Schedule) is highly preferred.
• BS/BA Degree in Management or a related field is preferred.

Technical Knowledge

• Familiarity with metal fabrication equipment (e.g., CNC Press Brakes, Lasers, Fabrication Machinery) is helpful but not required.
• Must possess excellent negotiation and interpersonal skills, with a focus on clear, thoughtful, and persuasive documentation.
• Ability to travel as necessary to facilitate projects, installations, and site work.
• An energetic self-starter with a high level of initiative, astute listening skills, and disciplined time management.
• Previous project management experience required.