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Job Title
Manager, Contract Strategy & Administration

Reports To
VP, Sales and Marketing

Role Summary
The Manager, Contract Strategy & Administration is responsible for proactively developing and managing contract vehicles that drive sales growth in the public safety market. This role shifts the company from a reactive, sales-fed contract approach to a deliberate strategy focused on influencing specifications, securing advantageous contract positions, and expanding the use of cooperative, state, and local purchasing programs.

This role partners closely with Sales, Finance, Product Management to ensure contracts are structured in a way that favors our product assortment, services, kits, and exclusive offerings, while making it easier for departments to purchase through approved vehicles.

Key Responsibilities

Contract Strategy & Development
• Identify and prioritize contract vehicles by state, agency type, and product category (Sourcewell, COSTARS, NASPO, state term contracts, county and municipal co-ops)

• Proactively pursue new contract opportunities and expansions in key states including NJ, MD, VA, WVA, DE, NY and PA

• Provide strategic oversight of the company’s GSA Schedule participation, including coordination with third-party administrators, SKU selection, pricing strategy, and alignment with broader contract goals

• Develop a multi-year contract roadmap aligned with sales and product strategy

• Own the contract renewal calendar and ensure timely, strategic renewal

Specification & Competitive Positioning
• Draft and influence contract specifications to align with our product assortment, future private label offerings, kits, and service capabilities

• Work with Product Management to determine which SKUs, bundles, and services should be emphasized in contract submissions

• Analyze competitor contract participation and identify opportunities to create differentiation or barriers to entry

• Ensure contract terms support margin goals while remaining competitive and compliant

• Evaluate contract structures and pricing strategies with a focus on optimizing net profitability, considering product margin, freight and shipping costs, operational complexity, and service requirements

Cross-Functional Collaboration
• Partner with Fire and LE Sales to educate and enable reps on effective use of contract vehicles

• Coordinate with the CFO and Finance team to review proposed contract terms and conditions, ensuring financial, legal, and risk considerations are addressed prior to submission or execution

• Work with Marketing to develop contract-specific sales tools, guidance, and customer messaging

• Serve as the internal point of accountability for contract-related questions and strategy

• Act as the internal point of contact for GSA-related strategy and coordination with external partners, Finance, and Product Management

·         Manage customer portals which may require uploading of documentation, notification of price changes, etc.  Examples ARIBA, WAWF

·         Complete documentation for State Contracts – This includes corporate documentation, insurance certificates, bid bonds, etc.

Performance Tracking & Optimization
• Track contract-driven revenue, utilization rates, and growth by contract and region

• Identify underperforming contracts and recommend corrective actions

• Provide regular updates to leadership on contract pipeline, wins, renewals, and risks

·         Update pricing annually for price increases in multi-year agreements.

·         Complete reporting required for contracts. An example might be annual sales under that contract.

·         Maintain account responsibility on new contract opportunities.

Success Metrics

First 6 Months
• Complete an audit of all existing contracts and cooperative purchasing vehicles

• Establish a prioritized contract roadmap by state and product category

• Take ownership of renewal timelines and eliminate reactive renewals

• Partner with Sales to improve visibility and understanding of contract usage

12 Months
• Secure new or expanded contract positions in targeted states or cooperatives

• Increase revenue flowing through contract vehicles year over year

• Demonstrate competitive advantage in at least one major contract through spec design or exclusivity

• Reduce reliance on sales-initiated contract discovery

Qualifications

Required
• Demonstrated experience with public sector or cooperative purchasing programs (government, public safety, education, or similar)

• Demonstrated experience managing or developing contracts, bids, RFPs, or cooperative agreements

• Strong understanding of procurement processes and compliance requirements

• Ability to think strategically while executing tactically

• Strong written communication skills, particularly in specification and proposal development

Preferred
• Experience in Fire, Law Enforcement, EMS, or related public safety markets

• Demonstrated experience with Sourcewell, COSTARS, NASPO, or similar cooperative contracts

• Experience working cross-functionally with Sales, Product, and Operations teams