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Account Manager

2 weeks ago

Dartmouth, Nova Scotia, Canada Richelieu Hardware Full time

The Account Manager – Government & Defense Accounts is responsible for managing and growing relationships with assigned public sector customers, including government departments, military bases, and defense-related organizations. This role focuses on understanding customer needs, ensuring exceptional service delivery, and coordinating internal specialists to provide product expertise and tailored solutions. The Account Manager will act as the primary point of contact, fostering long-term partnerships built on trust, responsiveness, and value creation.

Key Responsibilities

Account Management & Customer Engagement

  • Manage a portfolio of government and defense customers; serve as their primary contact for all day-to-day needs.
  • Conduct regular onsite visits to military bases, government warehouses, and procurement offices to strengthen relationships and understand operational realities.
  • Maintain structured account plans for key accounts, identifying opportunities, risks, and strategic priorities.
  • Ensure customer satisfaction, timely follow-up, and proactive communication.

Needs Assessment & Solution Development

  • Develop a deep understanding of each customer's procurement processes,operational needs, project timelines, and compliance requirements.
  • Identify gaps, challenges, and product opportunities through field visits and conversations with end users, procurement teams, and decision-makers.
  • Collaborate closely with internal product specialists, technical advisors, and category managers to present the best solutions.
  • Facilitate demonstrations, training sessions, and technical discussions with the support of specialists.

Cross-Functional Coordination

  • Coordinate internal resources to support customer needs, including operations, logistics, pricing, and product teams.
  • Communicate customer feedback and requirements across departments to ensure seamless execution.
  • Participate in internal meetings to align account strategy and share market intelligence.

Business Development & Growth

  • Identify new business opportunities within government and defense sectors—new departments, projects, bases, or budgets.
  • Support tender submissions, RFP responses, and contract renewals.
  • Track and achieve assigned sales targets, growth objectives, and service KPIs.

Reporting & Administration

  • Maintain accurate CRM records, visit reports, and forecasting information.
  • Monitor contract performance, pricing agreements, and product availability.
  • Provide timely reporting to management on account status, competitive activity, and upcoming opportunities.

Qualifications

Required

  • 3–5 years of experience in account management, sales, or customer-facing roles.
  • Strong interpersonal and relationship-building skills.
  • Excellent communication, presentation, and problem-solving ability.
  • Comfortable visiting customer sites regularly, including military bases.
  • Valid driver's license and ability to travel throughout the region.

Preferred

  • Experience working with government, military, or public sector clients.
    Knowledge of procurement processes (RFQs, tenders, standing o- ers, etc.).
  • Familiarity with industrial, hardware, construction, or technical product lines (asset but not mandatory).

Key Traits for Success

  • Customer-focused mindset with a high sense of ownership.
  • Strong organizational skills and ability to manage multiple accounts.
  • Collaborative approach—comfortable working with product specialists and crossfunctional teams.
  • Professionalism and adaptability when working within structured government environments.

Working Conditions

  • Field-based role with frequent travel to customer sites (50–75% of time).
    Balance of on-site client visits and o- ice-based planning/administration.