ACCOUNT MANAGER -LYNCHBERG, VA / ROANOKE, VA

EXTRAORDINARY PEOPLE. EXCITING POSSIBILITIES. GREAT OPPORTUNITY.

Job Summary

This Account Manager role is responsible for managing and growing relationships with city and municipal government clients. This role focuses on understanding public-sector needs, navigating procurement processes, identifying opportunities for expansion within existing accounts, and delivering solutions that help local governments improve operations, services, and efficiency. The Account Manager serves as the primary point of contact, ensures high client satisfaction, drives revenue growth through sales, and collaborates with internal teams to support successful implementations and ongoing partnerships in a highly regulated, relationship-driven environment.

Key Responsibilities

• Serve as the primary relationship owner for assigned city and municipal accounts, building trust and long-term partnerships with key stakeholders (procurement officers, department heads, elected officials, and administrative leaders).

• Develop and execute account plans that identify growth opportunities, including renewals, expansions, cross-sells, and new solution adoption aligned with municipal priorities and budgets.

• Navigate public-sector procurement processes, including RFPs, RFIs, bids, cooperative purchasing agreements, and compliance requirements.

• Conduct regular business reviews, needs assessments, and strategic discussions to understand client challenges in areas such as infrastructure, public safety, administration, sustainability, or citizen services.

• Collaborate with sales, solutions, implementation, and support teams to ensure seamless onboarding, delivery, and ongoing value realization for government clients.

• Track and manage the full account lifecycle, including contract renewals, amendments, pricing negotiations, and multi-year agreements while adhering to public-sector contracting norms.

• Maintain accurate forecasts, pipeline updates, and account activity records in the CRM system.

• Monitor municipal budgets, funding sources (grants, bonds, federal/state programs), legislative changes, and local priorities that influence purchasing decisions.

• Provide market feedback and competitive intelligence from the public sector to inform product, pricing, and go-to-market strategies.

• Ensure high levels of client satisfaction and retention through proactive communication, issue resolution, and demonstration of measurable outcomes.

• Represent the company at relevant industry events, municipal association meetings, and public-sector conferences as needed.

• Adhere to all ethical standards, transparency requirements, and compliance obligations specific to selling to government entities.

Candidate must reside in in Lynchberg, VA area.

Required Skills and Qualifications

• Strong relationship management and consultative selling skills, with the ability to build credibility and trust with public-sector stakeholders at multiple levels (procurement, department leadership, elected officials, and administrative staff).

• Proven ability to navigate complex, lengthy government sales cycles, including RFPs, competitive bids, cooperative purchasing contracts, and formal procurement processes.

• Familiarity with cooperative purchasing programs (e.g., Sourcewell, NASPO, or state contracts) and grant-related funding processes.

• Working knowledge of public-sector procurement practices, contracting vehicles, and compliance considerations.

• Ability to travel as needed to meet with municipal clients and attend relevant industry or association events.

• Strong professional references and a commitment to ethical standards required when working with government customers.

• Prior experience in government technology, infrastructure, professional services, or other solutions commonly purchased by municipalities.

• Excellent written and verbal communication skills, including the ability to prepare clear proposals, present to municipal boards or committees, and translate technical solutions into public-sector value and outcomes.

• Strong negotiation and contract management skills tailored to government contracting norms, compliance requirements, and multi-year agreements.

• Analytical and strategic planning abilities to assess municipal budgets, funding sources (including grants and federal/state programs), and develop account growth plans.

• Proficiency with CRM systems (e.g., Salesforce or equivalent) for accurate pipeline management, forecasting, and activity tracking.

• High level of organization, attention to detail, and persistence needed to manage multiple accounts with varying procurement timelines and bureaucratic processes.

• Collaboration and cross-functional teamwork skills to coordinate effectively with internal sales, solutions, implementation, legal, and support teams.

• Adaptability and political awareness to operate successfully within the unique culture, transparency expectations, and decision-making structures of local government.

• Demonstrated track record of managing and growing accounts in complex, relationship-driven, or regulated environments.

Working Conditions

· Up to 75% road travel and 15% overnight travel

Physical Requirements

· Occasional lifting of 10-50 pounds

· Ability to sit for at least 8 hours per day

• 401(k) with Employer Match
• Competitive Health Care
• Dental, Vision, and Life Insurance
• Paid Vacation, Sick and Holidays
• STD/ LTD
• Partner Discounts
• Investment in Employee Development
• Company Vehicle
• Gas Card

Custom Truck One Source is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

Please note that we do not offer sponsorship for work authorization. Only candidates authorized to work in United States without the need for sponsorship will be considered for this position.