Federal Account Representative

Job Summary:

The Federal Account Representative (FAR) is responsible for driving business growth, managing strategic relationships, and maximizing revenue through proactive account management and business development within the federal sector. This role focuses on identifying new opportunities, nurturing existing customer and vendor relationships, and ensuring exceptional service delivery through effective engagement and follow-up.

Key Responsibilities:

Business Development & Account Management:

· Proactively identify and pursue new business opportunities, including Requests for Quotes (RFQs), to drive revenue growth.

· Develop and execute strategic sales plans, focusing on key accounts and potential growth areas.

· Build and maintain a pipeline of qualified opportunities to ensure a continuous flow of business.

· Leverage existing customer relationships to expand engagement and maximize contract utilization.

· Collaborate with Business Development Managers (BDMs) and Operations Managers (OMs) to align strategies and maximize account potential.

· Oversee opportunities through the sales process, ensuring efficient progression from lead to closed deal.

· Stay up to date on industry trends, technological advancements, and market solutions to provide optimal customer recommendations.

Customer Relationship Management:

· Conduct regular calls and meetings with current customers to maintain strong relationships and understand evolving needs.

· Use interactions to follow up on prior communications, provide updates, gather feedback, and identify new opportunities.

· Deliver exceptional customer service and position ETSI as a proactive, trusted partner.

· Document call notes and follow-up actions to ensure accountability and strategic engagement.

Vendor Relationship Management:

· Maintain regular communication with vendors to strengthen partnerships and explore collaborative opportunities.

· Discuss market trends, product updates, and potential discounts to benefit both ETSI and vendors.

· Gather insights on product availability, lead times, and other critical factors to support operational efficiency.

· Foster mutually beneficial relationships by addressing concerns, sharing feedback, and proposing solutions.

Effective Call Management:

· Prepare for calls by reviewing history and setting clear objectives.

· Engage in active listening and ask open-ended questions to uncover opportunities and understand needs.

· Present ETSI’s value proposition, including relevant solutions, updates, and success stories.

· Recap discussions, confirm next steps, and schedule follow-ups to ensure continuity.

· Close calls positively and send follow-up emails summarizing key points and action items.

Qualifications:

· Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).

· Minimum of 3–5 years’ experience in federal sales, account management, or business development.

· Excellent communication, negotiation, and relationship-building skills.

· Proven track record of driving revenue and managing key accounts.

· Ability to analyze data, identify opportunities, and implement effective sales strategies.

Key Competencies:

· Strategic Thinking & Planning

· Relationship Building & Customer Focus

· Effective Communication & Active Listening

· Business Acumen & Market Insight

· Collaboration & Teamwork

· Results-Oriented & Self-Motivated

Job Type: Full-time

Work Location: In person