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Lonestar Electric Supply is seeking a Director of Institutional Markets - Public Sector to lead the strategy and execution for expanding the company's presence within institutional and government markets. This role will focus on developing and scaling public sector opportunities including federal, state, and local government agencies, educational institutions, healthcare systems, and related organizations. The Director of Institutional Markets will build the framework and processes necessary to support successful participation in public sector procurement while partnering with operating companies and sales teams to win and execute institutional projects. This is a hands-on leadership role with direct accountability for building pipeline, securing contracts, and driving measurable revenue growth across institutional channels.
Responsibilities:
• Develop and execute the company's strategy for institutional and public sector market growth.
• Identify and prioritize target government agencies, public institutions, and procurement channels.
• Lead the pursuit and coordination of bids, RFPs, RFQs, and cooperative purchasing agreements.
• Establish repeatable processes for pricing, approvals, compliance documentation, and contract submissions.
• Partner with operations, supply chain, legal, and finance teams to support successful bid preparation and fulfillment execution.
• Support operating companies and sales teams with institutional market playbooks, training, and deal support.
• Build and maintain strong relationships with procurement officials, agency leadership, and institutional decision makers.
• Track institutional sales pipeline, contract awards, and performance metrics across participating operating companies.
• Monitor regulatory requirements and procurement standards to ensure compliance with public sector purchasing guidelines.
• Identify long-term contract vehicles and cooperative purchasing opportunities that expand access to institutional customers.
• Provide regular reporting to executive leadership regarding institutional pipeline development, bid activity, and revenue performance.
• Perform other related duties as assigned by leadership.
Requirements:
• Bachelor's degree in business administration, Marketing, Public Administration, or related field preferred.
• Minimum of 7-10 years of experience selling into institutional or public sector markets.
• Proven experience navigating regulated procurement environments including RFPs, RFQs, and contract vehicles.
• Demonstrated success developing strategy and driving revenue growth within public sector accounts.
• Strong understanding of government procurement processes and compliance requirements.
• Experience working with cross-functional teams to develop proposals and execute contracts.
• Electrical distribution, industrial supply, or wholesale distribution experience preferred.
• Experience operating within a multi-location or matrixed organization preferred.
• Excellent communication, relationship management, and organizational skills.
Physical Requirements:
• Must be able to remain in a stationary position 50% of the time.
• Regularly operates a computer and other office productivity machinery such as a calculator, copy machine, and computer printer.
• Travel may be required to support agency meetings, procurement events, and internal coordination across operating companies.
Benefits:
• Medical, dental, life and vision insurance
• 401(k) Retirement Plan and Match
• Paid Time Off
• Specified Holiday Pay
Disclaimer:
This job description is a general outline of the day-to-day duties to be expected and may not cover all job responsibilities that may be assigned by management.