[Hiring] Government Sales Business Development Manager @USTech Solutions

Role Description

Client is seeking an experienced Government Sales Business Development Manager (SRA) to support Fleet Government Sales through targeted business development initiatives within the Fire & Rescue and Emergency Response market, including fire departments, EMS agencies, rescue organizations, emergency management agencies, and related government entities.

• This contractor role provides specialized Fire & Rescue fleet expertise not replicated internally and is intended to accelerate market penetration, strengthen competitive positioning, and enhance customer experience across municipal, county, state, and federal organizations.
• The SRA will serve as a trusted advisor to both internal stakeholders and Fire & Rescue customers, leveraging deep industry knowledge, established relationships, and post-sale guidance to drive growth and long-term customer satisfaction.
• This position functions primarily as a Strategic Advisor and Industry Ambassador within the Fire & Rescue and Emergency Response market.
• Rather than serving as a traditional territory sales representative, the SRA will provide industry expertise, strategic guidance, customer advocacy, and relationship development support to strengthen presence within the Fire & Rescue community.
• The role leverages the individual's professional credibility, leadership experience, and established network to facilitate customer engagement, identify emerging market opportunities, and help align solutions with the evolving needs of Fire & Rescue agencies.
• This is a highly customer-facing role that requires travel (approximately 25-40%) to support agency meetings, field observation, industry events, fleet evaluations, vehicle launches, demonstrations, training sessions, and customer engagement activities across the continental U.S.
• Serve as a subject matter expert for Fire & Rescue vehicle requirements, fleet operations, and mission-specific applications within fire service, EMS, rescue, and emergency response environments.
• Support business development efforts by identifying, developing, and advancing opportunities with local, county, state, and federal Fire & Rescue agencies and emergency response organizations.
• Accelerate market penetration and competitive positioning by providing insights into Fire & Rescue procurement trends, operational requirements, funding mechanisms, grant opportunities, and competitive offerings.
• Establish credibility and trust with Fire Chiefs, Deputy Chiefs, EMS leaders, Emergency Managers, fleet managers, and government fleet customers through demonstrated industry experience and domain expertise.
• Leverage existing relationships with Fire & Rescue leaders, fleet managers, apparatus committees, procurement officials, emergency management personnel, and other key decision-makers to support customer engagement and sales efforts.
• Conduct in-person customer visits, attend industry conferences and trade shows, support vehicle demonstrations, and represent at Fire & Rescue fleet events.
• Serve as a strategic advisor to Fleet Government Sales leadership by providing insight into Fire & Rescue industry trends, customer priorities, competitive developments, and emerging operational requirements.
• Act as an ambassador within the Fire & Rescue community, representing the organization at industry associations, conferences, advisory boards, customer events, and industry working groups.
• Facilitate introductions and relationship development opportunities with Fire Chiefs, EMS leaders, emergency management officials, fleet decision-makers, and industry influencers.
• Provide strategic guidance during vehicle launches, customer evaluations, fleet demonstrations, and market development initiatives.
• Provide post-sale guidance to ensure successful vehicle deployment, upfitting coordination, fleet implementation, and lifecycle customer satisfaction.
• Collaborate closely with Fleet Government Sales teams, engineering, marketing, and leadership to align customer requirements with solutions.
• Support customer education regarding vehicle capabilities, operational applications, procurement options, grant funding opportunities, and emerging Fire & Rescue industry trends.
• Enhance the overall customer experience from pre-sale consultation through post-delivery support.
• Gather and communicate market intelligence, customer feedback, competitive insights, and emerging Fire & Rescue requirements to internal stakeholders.

Qualifications

• Bachelor's degree preferred; relevant Fire & Rescue, EMS, fleet, procurement, or leadership experience may be substituted for educational requirements.
• Experience with government fleet procurement, vehicle purchasing, fleet operations, or acquisition decision-making.
• Established relationships within local, state, and federal Fire & Rescue, EMS, or emergency management organizations.
• Strong knowledge of public-sector procurement processes, cooperative purchasing programs, grants, and government purchasing practices.
• Demonstrated credibility and influence within the Fire & Rescue community.
• Proven ability to support business development, market expansion, or customer relationship initiatives.
• Excellent communication, relationship-building, and collaboration skills, including delivering presentations to Fire Chiefs, EMS leaders, fleet decision-makers, government officials, and large industry audiences.
• 5-10 years of relevant Fire & Rescue or emergency response experience, with emphasis placed on quality and relevance of experience over strict tenure requirements.

Requirements

• Former or Retired: Fire Chief, Deputy Fire Chief, Assistant Fire Chief, EMS Chief or EMS Director, Emergency Management Director, Fire Marshal, Public Safety Executive or Senior Leadership Role.
• Experience influencing, managing, or approving fleet acquisition decisions.
• Fire, EMS, or emergency response fleet management experience.
• Government fleet, logistics, transportation, or vehicle management experience.
• Prior involvement with vehicle specification development, upfitting, deployment, or lifecycle fleet management.
• Familiarity with Fire & Rescue grant funding programs and cooperative purchasing contracts.

Key Competencies

• Stakeholder & Relationship Management: Build and maintain strong relationships with internal teams, executives, Fire & Rescue leaders, fleet managers, emergency management officials, and government decision-makers.
• Business Development & Market Expansion: Identify opportunities, strengthen customer engagement, and support growth initiatives across the Fire & Rescue and Emergency Response market.
• Governance, Compliance & Risk Management: Ensure activities align with corporate policies, government procurement regulations, and approval processes.
• Communication & Influence: Deliver clear, concise messaging and effectively influence stakeholders at all organizational levels.
• Fire & Rescue Industry Expertise: Demonstrate deep understanding of Fire & Rescue operations, EMS missions, emergency response requirements, procurement practices, and mission-specific vehicle applications.

Additional Details

• Travel Requirement: Approximately 25-40% travel, including overnight travel for customer visits, conferences, vehicle demonstrations, trade shows, Fire & Rescue industry events, and key customer engagements throughout assigned territories.
• Schedule: Part-Time, 20 hours per week. Work hours are flexible and may vary based on customer meetings, industry events, demonstrations, conferences, and business development activities.
• Work Arrangement: Remote. Candidates should expect periodic travel, with the remainder of their workweek conducted remotely from their home office.
• Performance Measurement: No direct sales responsibility or strict sales quotas. Success is measured through strategic advisory contributions, customer engagement, relationship development, market intelligence, industry advocacy, thought leadership, support of business development initiatives, and contribution to Fleet Government Sales growth objectives within the Fire & Rescue market.