• The Federal Territory Manager is responsible for establishing and developing business through existing and new clients in the Federal Civilian Agencies. • Maintain and develop the existing client base through regional marketing and direct sales activities • Strong working knowledge of federal standards, regulation and mandates as they apply to the specific Agencies • Demonstrated success in working with Federal Civilian Agencies in a sales or business development capacity • Identify, qualify and develop new opportunities through prospecting and networking • Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development • Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the Director of Federal Sales • Provide monthly and quarterly sales forecasts • Manage the day to date activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers • Consistently achieve and/or exceed your assigned quotas and revenue objectives • Utilize channel sales resources in your region as necessary • Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management

• Maintain and grow relationships with federal state officials • Support funding pursuits by monitoring opportunities, preparing briefing materials, and coordinating submissions • Track public funding opportunities and ensure timely follow-up with relevant offices • Coordinate state/federal lobbying reporting as needed • Spend time on Capitol Hill, attending and assisting in meetings with congressional offices and key stakeholders • Support planning for VIP/Executive leadership visits • Coordinating with field teams and partners to ensure successful meetings • Coordinate internal meeting schedules and manage key note creation • Work closely with external consultants to align strategy and execution • Maintain records of government contacts, meetings, and outcomes in Salesforce • Develop and maintain templates for briefing documents, presentations, and official correspondence • Track deadlines and consolidate team input for reports and submissions • Track organization-wide deadlines and gather team input for reporting requests • Assist department senior management with managing calendars, arranging travel and supporting coordination and content development for external meetings • Assist with recruiting and onboarding new team members, and supervise department interns

• Own a portfolio of assigned partners • Develop and execute strategic account plans • Meet or exceed annual revenue and retention goals • Lead executive business reviews and long-term planning conversations • Lead complex, multi-stakeholder expansion opportunities • Proactively identify client risks and growth opportunities • Maintain accurate forecasting, account plans, and opportunity tracking • Mentor and support junior Account Managers

• Take ownership of customer accounts immediately following the close of the initial equipment sale. • Serve as the primary relationship manager for assigned customers. • Ensure a smooth transition from the sales process to ongoing account support. • Build strong, trusted relationships with contractors, fleet managers, and project leaders. • Conduct regular account check-ins to ensure equipment is performing well in the field. • Address customer concerns and coordinate with service, parts, and support teams when needed. • Maintain high customer satisfaction and long-term retention. • Identify opportunities to expand customer fleets across projects, job sites, or divisions. • Recommend additional equipment, attachments, services, or upgrades based on customer needs. • Work with internal teams to support expansion opportunities and repeat purchases. • Monitor customer usage, projects, and upcoming opportunities. • Anticipate future equipment needs based on project pipelines and fleet utilization. • Proactively engage customers to support their long-term equipment strategy. • Partner closely with sales, field teams, service technicians, and parts departments. • Provide feedback from customers to improve products, services, and support. • Maintain accurate account records and opportunities in CRM systems.