Key Account Manager - State & Local Government (California)

About the Job Opportunity

This is a business development and pipeline generation role focused on identifying and qualifying new public-sector laboratory opportunities. You will prospect, research, and engage state and local government agencies and transition qualified opportunities to account leadership within state and local agencies such as Public Health, Forensics/Pathology, Environmental Protection, Transportation, and other scientific, regulatory, or analytical laboratories.  Primary focus on large state and local government laboratory systems, with an emphasis on California and other Western states. 

You will play a critical role in expanding PartsSource’s impact in the public sector by building relationships, uncovering operational needs, and positioning our industry-leading equipment service and procurement solutions.

What You’ll Do

Business Development & Pipeline Generation

• Identify, engage, and qualify new opportunities across California public laboratories through outbound calling, email outreach, LinkedIn engagement, events, and targeted campaigns.
• Research agencies to understand organizational structures, procurement pathways, budget cycles, and technical environments.
• Develop expertise in public sector procurement—including cooperative purchasing, state contracting vehicles, RFP processes, and compliance requirements.
• Maintain a strong pipeline of qualified opportunities and consistently meet activity and conversion metrics.

Public Laboratory & Government Agency Engagement

• Lead discovery conversations to understand laboratory workflows, equipment service needs, and procurement challenges.
• Clearly communicate PartsSource’s value proposition to scientific, operational, procurement, and financial stakeholders across city, county, and state agencies.
• Build trusted relationships with laboratory leaders, procurement officers, and administrative decision-makers.

 Account Advancement & Expansion Identification

• Nurture early-stage relationships and seamlessly transition qualified opportunities to account leadership.
• Identify expansion opportunities across satellite labs, field operations, public health divisions, environmental services, forensics, transportation, and other scientific agencies.
• Conduct ongoing follow-up to maintain engagement and alignment to agency priorities.

Cross-Functional Collaboration & Sales Support

• Collaborate with Sales leadership, Marketing, Contracts, Customer Success, and Operations to support territory strategy and opportunity development.
• Document all activities accurately in CRM systems and prepare reports on pipeline trends and performance.
• Share market intelligence from California public agencies to refine targeting and messaging strategies.

What You’ll Bring

Your Background

• 3–5+ years in business development, inside sales, or lead generation (required), ideally in B2B or public sector environments.
• Strong communication, presentation, and interpersonal skills.
• Ability to research complex public-sector accounts and identify decision-making structures and opportunity pathways.
• Experience using CRM tools (e.g., Salesforce) and sales engagement platforms.
• Strong comfort with activity expectations and metrics-driven goals.

 Preferred Qualifications

• Residence in California and familiarity with the state’s public sector ecosystem.
• Experience selling to regulated, compliance-driven customers (public sector, healthcare, labs, or government contractors) is highly valued.
• Knowledge of public health, environmental, forensic, or scientific laboratory operations.
• Bachelor’s degree in Business, Marketing, Public Administration, Life Sciences, or related field (preferred).

 Who We Want to Meet

• Act Like an Owner: You take initiative, follow through on commitments, and maintain a high-quality pipeline that supports organizational growth. (Accountability & Execution, Results Driven)
• Serve with Purpose: You listen carefully to public sector challenges and tailor solutions that reflect an understanding of customer needs. (Active Listening, Customer Centric)
• Adapt to Thrive: You remain effective while navigating evolving procurement processes, long sales cycles, and shifting public agency priorities. (Managing Ambiguity, Resilience)
• Collaborate to Win: You communicate clearly with cross-functional teams to ensure alignment and momentum on opportunities. (Influence & Communication, Alignment & Cohesion)
• Challenge the Status Quo: You ask insightful questions, diagnose root causes, and offer data-informed recommendations that introduce new ways for agencies to solve problems. (Curiosity & Problem Solving, Continuous Improvement)