Segment Manager, Federal Government

Job Overview

As the Segment Manager you will own and execute the corporate sales strategy for the Federal Government Segment, with full accountability for revenue growth and market expansion. This role is responsible for driving aggressive, profitable growth by strengthening strategic customer relationships and securing new, high‑value business opportunities.

• Identify, pursue, and close high‑value growth opportunities driving meaningful incremental annual revenue across national and key regional accounts.
• Develop and execute strategic growth plans for federal government agencies, including DoD (Navy, Army, DLA), DoE, Government Prime Contractors and the Army Corps of Engineers.
• Monitor federal budgets, procurement trends, and policy changes to anticipate and capitalize on market opportunities.
• Build and maintain relationships with executive‑level decision‑makers and key influencers.
• Analyze customer needs, purchasing behaviors, and existing supplier relationships to uncover new business opportunities.
• Clearly articulate and present the company’s value proposition to prospects and customers.
• Negotiate master service agreements aligned with company pricing, margin, and commercial objectives.
• Navigate federal procurement processes, including GSA schedules and SAM.gov requirements.
• Ensure compliance with all applicable federal regulations, including FAR, DFARS, and Buy American provisions.
• Oversee customer contracts to ensure compliance, performance, and long‑term value creation.
• Lead, manage, and train internal teams on government compliance, contract execution, and customer program requirements.
• Partner with Branch Managers, Operations, and other internal stakeholders to execute programs across assigned regions.
• Collaborate with leadership and Corporate Marketing to support segment‑specific initiatives.
• Conduct joint sales calls with federal customers, branches, and key prospects; significant travel is required to support segment growth.
• Serve as the primary executive point of contact for assigned accounts, ensuring consistent and high‑quality engagement.
• Maintain post‑implementation relationships to drive customer retention and account expansion.
• Lead and support quarterly business reviews with customers and internal stakeholders.
• Prepare and present customer proposals and contracts, including program structure, revenue forecasts, and margin expectations.
• Deliver quarterly sales results aligned with approved growth objectives.
• Maintain accurate pipeline reporting and provide regular updates on wins, losses, and strategic initiatives.
• Perform additional duties as required to support overall business objectives.

• Demonstrate care and concern for all team members.
• Understand and lead the execution of Mazzella safety programs and training for team members and stakeholders.
• Make safety a daily point of emphasis and regularly communicate with teams.
• Report all injuries, incidents and near hits immediately and investigate to identify root cause and corrective actions.
• Keep yourself and others safe by identifying hazards and implementing control measures to eliminate or reduce risk.
• Contact Director of Safety upon being contacted by any official of a regulatory agency such as OSHA, EPA, etc.
• Ensure that employees, including contractors, are aware of and follow all health & safety rules as defined in Mazzella’s written health & safety programs.

Education

A high school diploma or GED is required; an undergraduate degree from an accredited college or university with a focus in Business Administration, Finance, Accounting, Economics, Marketing, or related discipline is preferred. In the absence of a degree, directly related job experience in a management role in a government sales context may offset the degree requirement.

Experience & Skills

• Ten or more years of sales or business development experience in industrial distribution or a related field.
• Proven experience selling into federal government agencies or prime contractors.
• Strong understanding of federal government procurement processes and contract vehicles.
• Demonstrated success negotiating and closing complex, high‑value…