Segment Manager, Federal Government

Brief DescriptionAs the Sement Manager you will own and execute the corporate sales strategy for the Federal Government Segment, with full accountability for revenue growth and market expansion. This role is responsible for driving aggressive, profitable growth by strengthening strategic customer relationships and securing new, high-value business opportunities.Lead the development and execution of segment strategies, negotiate complex agreements, and collaborate cross-functionally to deliver sustained results. Accelerate revenue within existing accounts while building a robust pipeline of new customers through targeted direct and indirect sales initiatives.Champion the full Mazzella product and service portfolio to increase account penetration, drive adoption, and expand brand influence—ensuring measurable sales pull-through at the branch level. Expanding and maximizing the national customer base is critical to achieving segment growth objectives and long-term enterprise success.The Federal Government Segment includes direct federal agency customers, government prime contractors, and associated procurement vehicles.Please note that candidates may be located anywhere within the Eastern or Central Time Zones. Preferred locations include the Norfolk and Virginia Beach, VA areas, as well as Baltimore, MD and the greater Washington, DC metropolitan area.RequirementsJob Duties Identify, pursue, and close high-value growth opportunities driving meaningful incremental annual revenue across national and key regional accounts Develop and execute strategic growth plans for federal government agencies, including DoD (Navy, Army, DLA), DoE, Government Prime Contractors and the Army Corps of Engineers Monitor federal budgets, procurement trends, and policy changes to anticipate and capitalize on market opportunities Build and maintain relationships with executive-level decision-makers and key influencers Analyze customer needs, purchasing behaviors, and existing supplier relationships to uncover new business opportunities Clearly articulate and present the company’s value proposition to prospects and customers Negotiate master service agreements aligned with company pricing, margin, and commercial objectives Navigate federal procurement processes, including GSA schedules and SAM.gov requirements Ensure compliance with all applicable federal regulations, including FAR, DFARS, and Buy American provisions Oversee customer contracts to ensure compliance, performance, and long-term value creation Lead, manage, and train internal teams on government compliance, contract execution, and customer program requirements Partner with Branch Managers, Operations, and other internal stakeholders to execute programs across assigned regions Collaborate with leadership and Corporate Marketing to support segment-specific initiatives Conduct joint sales calls with federal customers, branches, and key prospects; significant travel is required to support segment growth Serve as the primary executive point of contact for assigned accounts, ensuring consistent and high-quality engagement Maintain post-implementation relationships to drive customer retention and account expansion Lead and support quarterly business reviews with customers and internal stakeholders Prepare and present customer proposals and contracts, including program structure, revenue forecasts, and margin expectations Deliver quarterly sales results aligned with approved growth objectives Maintain accurate pipeline reporting and provide regular updates on wins, losses, and strategic initiatives Perform additional duties as required to support overall business objectivesSuccessful Behaviors Business Developer Strategic Thinking & Execution Continuous Improver Effective Communicator Has Integrity Has Mechanical Aptitude Planner/Organizer Relationship Builder Results DriverSummaryEducationA high school diploma or GED is required; an undergraduate degree from an accredited college or university with a focus in Business Administration, Finance, Accounting, Economics, Marketing, or related discipline is preferred; in the absence of a degree, directly related job experience serving in a management role in a government sales role, where a number of years and proven knowledge may offset the degree requirement.Experience & Skills Ten or more years of sales or business development experience in industrial distribution or related field. Proven experience selling into federal government agencies or prime contractors Strong understanding of federal government procurement processes and contract vehicles Demonstrated success negotiating and closing complex, high-value agreements. Strong consultative selling skills, including the ability to develop, present, and defend compelling business cases. Familiarity with GSA schedules, SAM registration, and compliance frameworks. Preferred existing network within federal agencies and prime contractors Preferred experience with lifting, rigging, safety, services and engineered products Advanced analytical and quantitative capabilities, with high proficiency in Microsoft Office (Excel, PowerPoint, Word, Teams, Outlook) and strong overall PC literacy. Proven ability to prepare, analyze, and interpret sales forecasts, market trends, competitive intelligence, and new product opportunities. Experience leading cross-functional teams and managing complex, multi-stakeholder initiatives. Exceptional written and verbal communication skills, with the ability to influence senior-level decision-makers and actively contribute in executive and cross-functional forums (Sales, Finance, Marketing). Highly organized, detail-oriented, and self-directed, with the discipline to manage multiple priorities in a fast-paced, results-driven environment. Ability to successfully complete required background checks, physical examination, drug screening, and E-Verify verification.Safety Demonstrate care and concern for all team members Understand and lead the execution of Mazzella safety programs and training for team members and stakeholders Make safety a daily point of emphasis and regularly communicate as much with your teams Report all injuries, incidents and near hits immediately and investigate to identify root cause and corrective actions Keep yourself and others safe by identifying hazards and implementing control measures to eliminate/reduce risk Contact Director of Safety upon being contacted by any official of a regulatory agency such as OSHA, EPA, etc. Ensure that employees, including contractors, are aware of and follow all health & safety rules as defined in Mazzella’s written health & safety programs.The Mazzella WayMazzella is a family owned company that puts people first. With over 800 employees and 30 locations we are the humble leaders in the industry. We offer market competitive compensation and a wide range of benefits, including paid time off, affordable and comprehensive health insurance, dental, vision, 401(k) with company match, life insurance, and disability insurance.Why Team Members Join MazzellaTeam-oriented environmentA real Work life/ Home life balanceGrowth and Development Opportunities including a Lifelong Learning Career PathHumble, Hungry, Smart CultureMarket Competitive SalariesFree Virtual Doctor visits with $0 copay (Teledoc)Tuition ReimbursementMazzella Core ValuesSafe - personal commitment to all stakeholder’s well-being; purposeful control of riskLifelong Learner – routinely acquire new skills and capabilities that bring valueHumble – lack excessive ego or concerns about status; emphasize the Team over selfHungry – always looking for more, self-motivated, and diligent; do more than to just get by, committedSmart – common sense about people, good judgement, and intuition around their impact on group dynamicsEOE/Drug Free Workplace