Government Sales Specialist

Our client is seeking a driven and experienced Military/Government Sales Representative to focus on growing their business within the Department of Defense (DoD), military branches, prime contractors, and government-related sectors. This role will drive sales of custom MIL‑SPEC packaging solutions, build long‑term relationships with key decision‑makers, and help position client as a preferred compliant supplier for defense and aerospace packaging needs.

The ideal candidate has a proven track record in government/DoD sales, strong knowledge of military packaging requirements, and the ability to navigate complex procurement processes (including navigating SAM.gov, RFQs, and compliance standards).

• Prospect, qualify, and develop new business opportunities with DoD agencies, military bases, prime contractors, and subcontractors requiring MIL‑SPEC and compliant packaging.
• Manage and grow relationships with existing government customers and defense contractors.
• Understand and communicate capabilities in custom corrugated, wood, foam, and integrated packaging solutions that meet all relevant military specifications.
• Lead technical sales consultations, including site visits, needs assessments, packaging design reviews, and compliance guidance.
• Prepare and deliver compelling proposals, quotes, and presentations tailored to government requirements and procurement processes.
• Collaborate closely with in‑house engineering and production teams to develop and/or adhere to MIL‑SPEC packaging solutions, prototypes, and cost‑effective alternatives.
• Partner with production teams to support full compliance of MIL‑SPEC packaging and the requirements outlined in Quality Assurance Plan.
• Track and report on sales pipeline, forecasts, and opportunities in CRM systems.
• Stay current on DoD packaging regulations, federal acquisition regulations (FAR), and industry trends to provide value‑added expertise.
• Attend trade shows, industry events, and government procurement conferences as needed.
• Other duties as assigned.

• 3–7+ years of B2B sales experience, with a demonstrated track record of success in technical or industrial product sales (relevant experience, including military service, may substitute).
• Excellent communication, presentation, and negotiation skills.
• Comfortable engaging with engineers, procurement specialists, and senior executives.
• Self‑motivated, results‑oriented, with strong organizational and time‑management abilities.
• Willingness to travel (20–40%) for customer visits, trade shows, and site assessments.
• Must be eligible to work with government entities (U.S. citizen or authorized to work in U.S.).

• U.S. military veteran strongly preferred
• Sales experience in government, DoD, military, defense, or prime contractor accounts.
• Familiarity with government procurement processes (e.g., SAM registration, responding to RFQs/RFPs, navigating FAR/DFARS) is a plus, though training and support will be provided for the right candidate.
• Working knowledge of military packaging standards (e.g., PPP‑B‑1672E for reusable fiberboard and protection components) and broader DoD packaging/compliance requirements.
• Bachelor's degree in Business, Engineering, Supply Chain, or related field (relevant experience, including military service, may substitute).