Military & Government Sales Manager

Job Description

Job Description

Job Title: Military & Government Sales Manager 
Location: Eberlestock Headquarters
Schedule: Monday – Friday, 8AM to 5 PM (flex based on business needs) 
Reports To: Director of Sales 

Position Summary:  

The Military & Government Sales Manager is responsible for managing and growing Eberlestock's domestic military, law enforcement, federal, state, and other government agency accounts. This role will serve as the primary sales and account-management partner for assigned government customers, ensuring opportunities move effectively from initial engagement through quoting, procurement, order fulfillment, and long-term account development. 

Reporting to the Director of Sales, the Military & Government Sales Manager will work closely with Eberlestock's Professional Programs team, which serves as a key driver of business development and relationship building within military, government, and professional-use communities. As new opportunities are identified and developed, this position will help translate those relationships into successful commercial partnerships while providing exceptional support throughout the customer lifecycle. 

The ideal candidate is highly organized, relationship-driven, and comfortable navigating complex customer needs and procurement processes. This person understands that military and government sales require patience, responsiveness, attention to detail, and the ability to build credibility and trust over time. 

About Eberlestock: 

Eberlestock is a premium outdoor and tactical brand built on purpose, performance, and trust. Founded by an Olympic biathlete and driven by real-world experience, our products are designed to perform when it matters most — in the backcountry, in the field, and everywhere reliability is non-negotiable. 

We’re building more than gear. We’re building a legacy brand that values craftsmanship, accountability, and people who take pride in doing things the right way. Our team is made up of individuals who care deeply about the work, challenge each other to be better, and understand that great products come from great people. 

Our Core Values: 

• Authenticity, where integrity drives every decision.

• Quality, because every detail, every feature, and every idea is a reflection of our standard of excellence.

• Guarantee, not just in our gear, but in how we show up for our customers, our community, and each other.

Key Responsibilities: 

Military & Government Account Management 

• Serve as the primary sales and account-management contact for assigned domestic military, law enforcement, federal, state, and other government agency customers 

• Develop strong, long-term relationships with procurement personnel, contracting professionals, end users, program stakeholders, and other key decisionmakers 

• Maintain a thorough understanding of assigned accounts, including purchasing history, procurement requirements, product needs, active opportunities, and future growth potential 

• Conduct regular account outreach and follow-up to strengthen relationships, identify needs, and ensure Eberlestock delivers a high level of customer support 

• Develop account plans and revenue objectives for key military and government customers 

• Resolve customer concerns quickly and professionally while protecting long-term relationships and Eberlestock's reputation 

Sales & Opportunity Management 

• Manage military and government sales opportunities from qualification through quote, procurement, order placement, fulfillment, and follow-up 

• Prepare and coordinate quotes, pricing, product information, samples, and other materials necessary to support customer opportunities 

• Identify opportunities to expand Eberlestock's product presence within existing military and government accounts 

• Maintain visibility into active opportunities, anticipated purchasing timelines, customer requirements, and potential barriers to execution 

• Support bids, solicitations, contracts, and other government purchasing opportunities as appropriate 

• Maintain accurate forecasts and provide regular updates regarding pipeline activity, account performance, and anticipated revenue 

• Develop a strong working knowledge of Eberlestock products and their applications within the military, government, law enforcement, and other professional environments 

Professional Programs Partnership 

• Work closely with the Professional Programs team as relationships and business-development opportunities transition into active sales opportunities 

• Provide the sales infrastructure and account support necessary to convert Professional Programs relationships into long-term Eberlestock customers 

• Maintain clear communication between Sales and Professional Programs regarding active opportunities, customer needs, purchasing timelines, and account activity 

• Participate in customer meetings, product demonstrations, field engagements, events, and other activities alongside Professional Programs when appropriate 

• Ensure feedback and information gathered through military and government customers is communicated to Professional Programs, Product, Sales, and other relevant internal teams 

• Help establish clear and repeatable processes for transitioning opportunities from business development into sales execution and ongoing account management 

Government Procurement & Sales Administration 

• Develop and maintain a working understanding of military and government procurement processes relevant to Eberlestock's customers 

• Support customer requirements related to vendor registration, purchasing documentation, contracting, product information, and other procurement needs 

• Maintain accurate customer, opportunity, pricing, and account information within CRM, ERP, and other Company systems 

• Coordinate order processing and monitor open orders to ensure customers receive timely information regarding availability, shipping, and delivery 

• Work closely with Operations and Customer Experience to resolve fulfillment issues and maintain a high level of service 

• Ensure required documentation and customer-specific requirements are identified and communicated internally throughout the sales process 

Cross-Functional Collaboration 

• Partner closely with Professional Programs to align business-development efforts with sales execution and account ownership 

• Collaborate with Product to communicate end-user feedback, agency requirements, product requests, and emerging opportunities 

• Work with Operations and Demand Planning to communicate anticipated demand, large opportunities, purchasing timelines, and inventory requirements 

• Partner with Finance regarding pricing, payment terms, account setup, profitability, and other financial requirements 

• Collaborate with Marketing as appropriate to support professional product launches, events, customer communications, and sales materials 

• Support trade shows, military and government events, customer visits, demonstrations, and other industry engagements as needed 

Sales Reporting & Analysis 

• Maintain accurate sales forecasts and pipeline information for military and government accounts 

• Track account performance, revenue, active opportunities, purchasing trends, and growth potential 

• Provide regular updates to the Director of Sales regarding account activity, pipeline health, customer needs, and potential risks 

• Analyze customer purchasing behavior and identify opportunities to improve account performance and grow Eberlestock's presence within the military and government channel 

• Develop recommendations regarding account strategy, product opportunities, and process improvements 

Required Qualifications:  

• Bachelor's degree in business, Marketing, Sales, or a related field, or equivalent professional experience 

• 3–5+ years of experience in sales, account management, business development, government sales, or a related customer-facing role 

• Strong relationship-building and customer-service skills with the ability to establish credibility with a wide variety of stakeholders 

• Excellent verbal and written communication skills 

• Strong organizational skills and attention to detail, with the ability to manage multiple accounts and complex opportunities simultaneously 

• Demonstrated ability to manage a sales opportunity from initial engagement through order execution and ongoing account support 

• Strong problem-solving skills and the ability to remain responsive and solution oriented as customer needs change 

• Experience using CRM, ERP, order management, or related business systems; NetSuite experience preferred 

• Ability and willingness to travel domestically based on customer and business needs 

Preferred Qualifications:  

• Experience selling to or supporting U.S. military, federal, state, local government, or law enforcement customers 

• Familiarity with government procurement, contracting, solicitations, bids, purchase orders, and agency purchasing processes 

• Military, law enforcement, government, or other relevant professional experience 

• Experience within the tactical, defense, outdoor, hunting, shooting sports, or related industries 

• Existing knowledge of military and government equipment procurement channels 

• Familiarity with government contracting requirements, vendor-registration systems, or related procurement platforms 

• Strong understanding of tactical equipment and its application within military, law enforcement, and professional-use environments 

• Passion for Eberlestock's products, customers, and the communities we serve 

Benefit Offerings: 

• Generous tiered PTO allowance with an initial accrual level of 12 days annually 

• 10 Paid Company Holidays 

• Two Medical Plan Options with 70% of employee-only premium paid by company 

• Optional Dental Coverage

• Optional Vision Coverage

• Company Sponsored 401K Plan with 4% employer match 

• Eberlestock Employee Discount (Cost plus 30%) 

• “Pick a Pack” Gift following 90-day probationary period 

Eberlestock is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national or ethnic origin, disability, as well as any other characteristic protected by federal, provincial, or local law. 

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