Divisional Government Sales Executive - Richmond, VA

Kimball Midwest; Richmond (VA); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Life insurance

Disability insurance

401k

Deferred compensation plan

Job summary

Kimball Midwest is seeking a Divisional Government Sales Executive to lead government sales within the assigned division and drive revenue growth. You will coach the field team, deploy contracts, and expand relationships with government agencies.

The role requires a strong track record in government or public sector sales, strategic planning, and excellent communication. Travel within the division and collaboration with marketing and support teams are essential to succeed.

Qualifications

• >5 years of outside sales experience, preferably government/public sector
• >Travel within assigned division to meet customers and attend events
• >Experience selling to government agencies and managing bids or procurement opportunities
• >Proven ability to prospect, develop and close opportunities
• >Strong presentation, training, and communication skills
• >Ability to build relationships with procurement officials and internal stakeholders
• >Strong organizational, planning, and project management
• >Analytical mindset to interpret sales data and growth strategies
• >Self-motivated with a track record of achieving sales goals
• >Proficiency with CRM systems and MS Office tools

Responsibilities

• Drive year-over-year Government Sales growth within the assigned division.
• Develop and execute divisional Government Sales strategies aligned with company objectives.
• Serve as the division's primary resource and subject matter expert for Government Sales programs, contracts, and procurement opportunities.
• Train, coach, and support sales representatives and managers on government selling strategies and contract utilization.
• Partner with Government Sales support team and sales leadership to execute growth initiatives and expand market penetration.
• Identify, prospect, and develop new government business opportunities at federal, state, local, education, and cooperative purchasing levels.
• Establish and maintain relationships with procurement officials, purchasing departments, and key decision-makers within government agencies.
• Monitor divisional Government Sales performance and provide guidance through regular business reviews and sales planning discussions.
• Collaborate on government-focused marketing campaigns, promotional programs, training materials, and customer-facing resources.
• Maintain accurate activity tracking, reporting, and opportunity management through CRM and reporting platforms.
• Ensure all sales activities comply with applicable government regulations, procurement requirements, and ethical standards.

Skills

Outside sales

Government sales experience

Travel to assigned division

Prospecting and closing new business

Presentation and training

Relationship building with government

Organizational and planning skills

Analytical mindset

Self-motivated and goal oriented

CRM proficiency

Tools

CRM systems

Microsoft Office

Sales reporting tools

Job description

Divisional Government Sales Executive (DGSE)

The Divisional Government Sales Executive (DGSE) is responsible for developing and executing the Government Sales strategy within an assigned division. This role serves as the division's government sales leader, driving revenue growth, expanding customer relationships, securing new business opportunities, and supporting the field sales team through training, coaching, and contract deployment.

Compensation & Benefits

• Medical, dental, life, disability insurance, 401k, and a deferred compensation plan
• Base salary range of $90,000-$120,000
• Additional bonus opportunity based on sales performance

Responsibilities

• Drive year-over-year Government Sales growth within the assigned division.
• Develop and execute divisional Government Sales strategies aligned with company objectives.
• Serve as the division's primary resource and subject matter expert for Government Sales programs, contracts, and procurement opportunities.
• Train, coach, and support sales representatives and managers on government selling strategies and contract utilization.
• Partner with Government Sales support team, and sales leadership to execute growth initiatives and expand market penetration.
• Identify, prospect, and develop new government business opportunities at the federal, state, local, education, and cooperative purchasing levels.
• Establish and maintain relationships with procurement officials, purchasing departments, and key decision-makers within government agencies.
• Monitor divisional Government Sales performance and provide guidance through regular business reviews and sales planning discussions.
• Collaborate on government-focused marketing campaigns, promotional programs, training materials, and customer-facing resources.
• Maintain accurate activity tracking, reporting, and opportunity management through CRM and reporting platforms.
• Ensure all sales activities comply with applicable government regulations, procurement requirements, and ethical business standards.

Qualifications

• 5+ years of successful outside sales experience, preferably in government, public sector, industrial, MRO, or contract sales environments.
• Ability to travel throughout an assigned division and attend customer meetings, sales meetings, and industry events.
• Proven experience selling to government agencies and/or managing government bids, contracts, cooperative purchasing programs, or procurement opportunities.
• Demonstrated ability to prospect, develop, and close new business opportunities.
• Strong presentation, training, and communication skills with the ability to influence and engage sales teams.
• Ability to build relationships with customers, procurement officials, and internal stakeholders.
• Strong organizational, planning, and project management skills.
• Analytical mindset with the ability to interpret sales data and develop growth strategies.
• Self-motivated with a proven record of achieving sales goals and delivering results.
• Proficiency with CRM systems, Microsoft Office products, and sales reporting tools.

Kimball Midwest is a national distributor of maintenance, repair, and operations products. For over 100 years, we have been family owned and operated offering over 55,000 products to our customers. We have grown from $1 million in sales in 1983 to more than $500 million today.

Kimball Midwest is an Equal Opportunity Employer (EOE). We participate in E-Verify. Participamos en E-Verify.