Divisional Government Sales Leader: Growth & Strategy

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

Job summary

Kimball Midwest, a national distributor of maintenance, repair, and operations products, is seeking a Divisional Government Sales Executive. This role leads the Government Sales strategy for the division, drives revenue growth, and expands customer relationships while supporting the field sales team with training and contract deployment.

The candidate will develop divisional strategies, maintain relationships with procurement officials, and ensure compliance with regulations.

Qualifications

• 5+ years of outside sales experience in government/public sector or similar.
• Experience selling to government agencies and managing bids/contracts.
• Proven ability to prospect, develop, and close new opportunities.
• Strong presentation, training, and communication skills.
• Proficiency with CRM systems and Microsoft Office.

Responsibilities

• Drive year-over-year Government Sales growth within the 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.

Skills

Outside sales

Government sales

Travel readiness

Presentation skills

CRM proficiency

Analytical mindset

Tools

CRM systems

Microsoft Office

Sales reporting tools

Job description

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.

• 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.

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Kimball Midwest is an Equal Opportunity Employer. Applicants are considered for all positions without regard to race, color, religion, sex, national origin, age, disability, military status, sexual orientation, or veteran status. Our Company does not discriminate in employment, and no question on this application is used for the purpose of limiting or excluding any applicant's consideration for employment on any basis protected by local, state or federal law.

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