Government Strategic Account Manager

Nilfisk; United States; Remote; USD 80,000 - 100,000; Full time

Benefits offered by this job

Health, Dental, Vision insurance

401K with company match

Paid time off

Job summary

Nilfisk seeks a Government Strategic Account Manager to grow revenue with federal, state, local government, and higher education customers. You will build trusted relationships, identify opportunities in equipment, service, and technology, and manage contracts to ensure value and compliance.

You will expand existing government accounts and pursue new partnerships through disciplined, process-driven selling while collaborating with product, marketing, and leadership teams to address agency

Qualifications

• Bachelor’s degree required in Business, Public Administration, Marketing, or a related field.
• 7+ years of strategic sales experience with Federal, State, Local Government, Education, or similar Public Sector customers.
• Strong understanding of government procurement processes, contracts, bids, and cooperative purchasing programs.
• Proven track record of exceeding sales targets and driving growth in government or institutional markets.
• Excellent business acumen, presentation, negotiation, and relationship-building skills.
• Experience executing strategic account plans across large, complex organizations.
• Familiarity with public purchasing contracts and cooperative programs (GSA, NASPO, Sourcewell, OMNIA, BuyBoard).
• Strong CRM and pipeline management experience.
• Ability to lead cross-functional teams to achieve objectives.
• Creative problem-solver with a strong results drive.
• Ability to interpret procurement language and compliance standards.
• Willingness to travel nationally up to ~40%.

Responsibilities

• Drive revenue growth and profitability within Federal, State, Local Government, Higher Education, and Cooperative Purchasing segments.
• Develop trusted advisor relationships, identify strategic opportunities, and position cleaning equipment, services, and technology solutions.
• Expand existing government accounts and secure new public sector partnerships.
• Ensure exceptional contract performance and customer satisfaction across government contracts.
• Collaborate with product, marketing, engineering, and leadership to address customer needs and promote innovative solutions.
• Leverage public contracts and cooperative purchasing vehicles to accelerate growth and market penetration.

Skills

Strategic sales

Public sector selling

Key account management

Proposal/bid development

Relationship building

Contract management

Education

Bachelor’s degree in Business, Public Administration, Marketing, or related field

Job description

GOVERNMENT STRATEGIC ACCOUNT MANAGER

Primary Responsibility

Drive revenue growth and profitability within Federal, State, Local Government, Higher Education, and Cooperative Purchasing organizations by developing trusted advisor relationships, identifying strategic opportunities, and positioning comprehensive cleaning equipment, service, and technology solutions. The role is responsible for expanding existing government accounts while securing new public sector partnerships through disciplined, process-driven professional selling and contract management.

Grow Existing Government Accounts

Expand business with existing government and public sector customers by building a broad network of relationships with procurement professionals, facility managers, sustainability leaders, public works teams, operations leaders, and executive stakeholders.

Develop a deep understanding of agency priorities, budgets, compliance requirements, procurement processes, and operational challenges. Identify opportunities to introduce additional equipment, autonomous solutions, service programs, parts, training, and technology offerings that improve operational efficiency, sustainability, safety, and total cost of ownership.

Gain New Government Customers

Develop and execute strategies to secure new government business opportunities across federal agencies, state and local governments, municipalities, transit authorities, airports, educational institutions, military installations, correctional facilities, and other public sector organizations.

Build relationships with key decision-makers, procurement officers, contract administrators, facility leaders, and purchasing cooperatives. Leverage available public contracts, cooperative purchasing vehicles, and bid opportunities to accelerate growth and market penetration.

Retain Existing Business

Maintain and grow existing government partnerships by ensuring exceptional customer satisfaction and contract performance.

Monitor contract compliance, service delivery, equipment performance, and customer expectations. Proactively address challenges, strengthen stakeholder relationships, and continuously demonstrate value through measurable operational and financial outcomes.

Drive Government Market Growth and Innovation

Identify emerging government trends, funding initiatives, sustainability objectives, labor challenges, and facility maintenance requirements that create opportunities for Nilfisk solutions.

Collaborate with product management, marketing, engineering, and leadership teams to communicate customer needs and support the development of innovative solutions tailored to public sector applications. Promote autonomous cleaning technologies, sustainable cleaning programs, and productivity-enhancing solutions that help agencies achieve their operational goals.

Government Contract & Compliance Management

Develop expertise in government procurement processes, purchasing contracts, bids, RFPs, RFQs, cooperative purchasing programs, and public sector compliance requirements.

Collaborate with internal teams to ensure timely and compliant responses to bid opportunities while maximizing contract utilization and revenue growth through awarded agreements.

REQUIREMENTS

• Bachelor’s degree in Business, Public Administration, Marketing, or related field required.
• 7+ years of strategic sales experience with demonstrated success selling to Federal, State, Local Government, Education, or other Public Sector customers.
• Strong understanding of government procurement processes, contracts, bidding procedures, and cooperative purchasing programs.
• Proven track record of exceeding sales targets and driving growth within government or institutional markets.
• Exceptional business acumen, presentation, negotiation, and relationship‑building skills.
• Demonstrated ability to execute strategic account plans across large, complex organizations.
• Experience working with public purchasing contracts, GSA schedules, NASPO, Sourcewell, OMNIA Partners, BuyBoard, or similar cooperative purchasing programs preferred.
• Strong CRM discipline and pipeline management experience.
• Proven ability to lead and influence cross‑functional teams to achieve business objectives.
• Strategic, customer‑focused, and creative problem solver with a strong drive for results.
• Ability to interpret contract language, procurement requirements, and compliance standards.
• Must exemplify and embrace company values and behaviors.
• Ability to travel nationally up to approximately 40%.

Key Performance Indicators (KPIs)

• Government revenue growth
• New government account acquisition
• Contract utilization growth
• Bid/RFP win rate
• Strategic account penetration
• Customer retention and renewal rates
• Pipeline development and forecasting accuracy
• Autonomous and innovation solution adoption
• Public sector market share growth

Let’s create a cleaner future together

Cleaning has emerged as a key contributor to health and safety, sparked by technology and innovation. At Nilfisk we are a driving force in this development. Being part of Nilfisk means thinking outside of the box, bringing your inspiring ideas to life, sharing the results, and learning from your setbacks. We believe that diversity is our greatest strength – as we achieve the best results from a wide variety of views and approaches. At Nilfisk, you have the freedom to be yourself and express your opinions. Nilfisk is firmly committed to growth and sustainability in everything we do. You will be empowered in your role as you collaborate with passionate colleagues on a quest to create a cleaner future.

Are you ready to make a change for a cleaner future?

About Nilfisk

Nilfisk is a world-leading provider of professional cleaning equipment and services, founded in Denmark in 1906. With approximately 4,500 employees across 45 countries and products sold in over 100 markets, we are committed to developing sustainable cleaning solutions that improve quality of life. We are a proud member of the United Nations Global Compact.

Benefits

Nilfisk offers a competitive total compensation package. Benefits include Health, Dental, Vision, Basic and Supplemental Life, Critical Illness and Accident Insurance, Flexible Spending Accounts, Health Savings Account with Company Contribution, 401K with Company Match, Long and Short Term Disability, Employee Assistance Program, Legal Plan, Parental Leave, Paid Vacation and Sick Time, Paid Volunteer Day, Tuition Reimbursement, Wellness Reimbursement, Scholarship opportunities, etc.

$80,200.00-$100,200.00

The estimated pay range indicates the expected annualized pay range for this position. It may not include potential bonus incentives such as annual bonus’ as well as sales and sales related incentives, or overtime (on eligible positions). The actual pay offered may vary based on several factors, including the applicant’s qualifications, relevant experience, unique skills, education level, certifications or licenses, and the location from which they will work. The final pay determination will comply with state or local minimum wage laws applicable to the job’s location. We may ultimately pay more or less than the posted range. This range may be modified in the future.

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Talent Acquisition Process

Nilfisk does not charge any fee at any stage of the recruitment process. We do not request payment or fees from candidates for any employment-related purpose. If you encounter any such activity, please report it immediately on the Nilfisk Whistleblower website.

Nilfisk is an Equal Opportunity employer. We consider all qualified applicants without regard to race, religion, sex, national origin, age, sexual orientation, gender identity, disability, or veteran status, among other factors.