Government Sales & Compliance Specialist (western Region) - Remote Eligible

Government Sales & Compliance Specialist

If you'd like the chance to make your mark with the world's largest equipment rental provider, come build your future with United Rentals!

As a Government Sales & Compliance Specialist, you will manage the government sales processes from beginning to end. You will perform as a sales and compliance expert for government customers and field sales teams. Will work closely with assigned Government Sales Managers and field employees by sourcing new Federal/State/Local/Set-Aside revenue opportunities through open bids and proposals.

You will drive the ease of doing business by actively managing bids from inception to project execution and rollout. Consulting with the field, our legal team and with contracting officers by educating and facilitating the process of new business acquisition. Will act as the subject matter expert to guide our branches on government compliance and regulations in coordination with United Rentals policies. Also, serve as a single point of contact to the government entities, set-aside partners, sales, branch operations, and government accounts team.

The selected person should be located in the Western Region

What you'll do:

Oversee the end-to-end government (Federal/State/Local/Set-Aside) sales process and coordinate cross-function teams including:

• Prospect, analyze, and qualify the scope of work for available government opportunities in assigned region via government online portals and direct customer requests.
• Determine qualifications of United Rentals to bid on available opportunities then engage with local branches and sales teams to complete the bid and guide on requirements and government regulations.
• Strategize through analysis of RFP requirements to ensure a compliant and competitive proposal with local branches, Legal, and Government Sales Team.
• Manage and delegate the responsibility of deliverables to be completed by other departments in support of meeting customer deadlines.
• Work hand-in-hand with legal department to provide customer exceptions and guidance to field sales teams.
• Leverage the competitive advantage and best practices by advising branches on best rates with historical win/loss data on all bid opportunities with authority to escalate if needed.
• Interact directly with government entity to administer and execute award/contract documents in alignment with our compliance regulations and/or bid submittal elevating within legal department as needed.
• Analyze market trends and industry insights for long-term sales strategies.
• Actively work with Sales/Marketing team to determine long-term plans for customer relationships aligned with business objectives.
• Develop relationships with contracting officers to navigate contract compliance with field and gain insight on lost bids.
• Identify new government leads and distribute to the field.

Serve as a Government Subject Matter Expert to the field and customers:

• Firm understanding of Federal and Local government compliance and regulations to guide branch and sales teams on proper contractual compliance.
• Function as a trusted advisor to the field sales teams on government compliance, regulations, and best practices.
• Assess Federal, State, and Local government documents/requests and determine proper actions for the sales teams to be within compliance of our contract regulations.
• Serve as liaison with Set-Aside partners and government entities on behalf of the company, GAMs, NAMs, RPDMs, and local branches.
• Resolve escalations from branch operations and sales while coordinating with required departments for solutions.
• Coordinate with legal department to review/prepare/execute legal correspondence and documentation with government customers electronically and process per retention policy regulations.
• Provide direction to the field with fulfilling current opportunities and strategically positioning the field for future Government awards.
• Attend trade events and conferences as required.
• Review best practices with sales, specialty, branch teams and internal departments.
• Implement procedures for contract management and administration in compliance with company policy.
• Provide ongoing government account education to field employees as a single point of contact via email and phone.
• Register, update, maintain and resolve issues regarding vendor registration for Federal, State and Local Agencies.
• Serve as the central point of contact for customers and field on government account processes and contractual matters.

Coordinate, track and report out on all activities related to government bid opportunities:

• Report work activities with the company's Salesforce.com platform.
• Maintain library of information for all bid opportunities which were evaluated and submitted.
• Provide reports to the Government Sales Team to track bid progress and identify action items.
• Other duties as assigned.

Requirements:

• Bachelor's Degree or equivalent job experience required
• 5-7 years Customer Service experience
• 2-4 years of direct experience with Government agencies, entities and/or small business partners
• Success in sales and/or government sourcing and relationship management
• Knowledge of construction equipment and government purchasing (GSA, State and Local cooperatives) preferred
• Excellent organizational and time management skills with heavy attention to detail
• Experience in negotiating, communicating and customer relationship management
• Must be able to work independently with focus on overall customer objectives
• Excellent verbal/written communication skills with an emphasis on clear articulation
• Strong focus on both internal and external customer service
• Ability to deal with a high volume of tasks, stressful, and sometimes unfamiliar situations
• Intermediate knowledge of MS Office applications (Word and Excel)
• Reliable with strong work ethic and commitment
• Bilingual (Spanish or French) preferred