Director of Government Accounts

Position Title:

Director of Government Accounts

Salary Range:

Grade 16, exempt, $114,086.11 - $159,720.56, commensurate with experience.

Job Description Summary:

The person in this position provides leadership, management, financial accountability, compliance, planning and oversight to the assigned Government Accounts team. This position is directly responsible for establishing and achieving Revenue and Margin goals for Cooperative Purchasing and other solutions.

Job Description:

Essential Duties and Responsibilities

1. Manage the team to achieve Account related P&L (Revenue and Margin) and other goals to support Cooperative Purchasing and other solutions.

• Manage activities of team members to achieve the P&L and other goals for the team.

• Lead the development of annual Go-To-Market plans to leverage the Agency Channel to drive Revenue and Margin.

• Develop Revenue and Margin (expense) budgets for the team to achieve assigned Revenue and Margin goals.

• Manage the cost centers for the team to maximize Revenue and Margin.

2. Manage the activities of the assigned Government Account team.

Ensure that the team operates effectively within Sourcewell, supports our overall mission, and applies our values in all interactions.

• Lead the team by delegating authority to team members to conduct daily operations while providing oversight to ensure that the unit operates according to the Cooperative Purchasing Program Document, other solution Program Documents and complies with all compliance and regulatory requirements.

• Manage the process of developing and maintaining strong relationships with participating agencies to ensure that Sourcewell is the preferred Cooperative for these agencies.  This includes:

• Manages a sales process that starts with the initiation of client outreach through conversion, interest, consideration, and adoption.

• Ensures that participating agency embracement increases by cultivating leads through intention outreach strategies.

• Ensuring that we deliver high touch support and meet service quality and timing goals for all inquiries.

• Developing procedures to ensure positive agency experiences by providing accurate, high quality, consultative answers to agency questions

• Training the team on the details of Cooperative Purchasing or other solutions.

• Developing Account Plans and conducting regular meetings with accounts to drive revenue

• Coordinating with the Cooperative Purchasing team to respond to inquires received through suppliers

• Participates in projects to better understand the Voice of our Customers

• Recommend and implement changes to processes and procedures

• Manage processes to ensure that the business unit works collaboratively with the Category Development; Cooperative Purchasing; Risk, Benefits, and Insurance (RBI); Procurement, Government Relations (GR), and Marketing teams.

• Manage training programs to ensure that the team follows best practices for engaging, developing, and growing accounts.

• Manages the teams use of outside resources (including consultants and data providers) to increase the impact that their teams make.

3. Manage team members. 

• Supervise, develop, train, and mentor assigned staff.

• Provide direction and actionable goals to ensure that the team understands how their performance impacts department, team and organizational strategies and goals.

• Work with the Director of Government Accounts to identify staffing needs and ensure that the team has appropriate headcount to support growth plans.

• Manage hiring, training, and onboarding processes and ensure that these are consistent with those followed by the Account team.

• Pattern our values of Seek, Empower and Impact to your direct reports and the entire Account team.

• Develop and lead your team to become open, transparent, innovative, and collaborative to the Sourcewell team and external partners.

4. Represent Sourcewell, Cooperative Purchasing, and Participating Agency concerns.

• Represent Cooperative Purchasing and Participating Agency concerns at internal events, board meetings and retreats.

• Represent Sourcewell at civic and social functions by attending local, regional, state, and national meetings, and conferences.

• Attend and present at conferences, trade shows, supplier meetings, client meetings and other public events.

5. Other related areas and duties as ass