Government Fleet Opportunity Analyst

Company & Position Overview:

J.B. Poindexter & Co., Inc. (JBPCO) is a privately held, diversified manufacturing company forecasting over $2.5B in annual revenues and employing over 8,000 team members. The six operating subsidiaries, covering 60 locations, are engaged in the production of commercial truck bodies, step-vans, utility trucks, ambulances, electric and alternative fuel vehicles, and expandable foam plastic packaging. For more information, visit https://www.jbpoindexter.com.

JBPCO is seeking a detail-oriented Government Fleet Opportunity Analyst to join the Commercial Excellence team. This role will help strengthen JBPCO's visibility to federal, state, local, and education government fleet opportunities by identifying relevant bids early, qualifying them, routing them to the right sales teams, and program managing the bid through final award.

This position will work closely with Sales Leadership and business unit teams to improve how government fleet opportunities are identified, qualified, pursued, and tracked across JBPCO. The Government Fleet Opportunity Analyst will coordinate opportunities throughout the sales cycle, ensuring stakeholders remain engaged, milestones are achieved, and opportunities progress through completion. The role will also provide reporting, historical contract analysis, and competitive insights by tracking contract awards, quote activity, win rates, loss trends, and the companies awarded opportunities, enabling more informed sales strategies that strengthen JBPCOs government fleet sales portfolio.

The Government Opportunity Fleet Analyst reports to the Sr. Manager, Commercial Excellence & Government Fleet Strategy.

Essential Duties and Responsibilities:

Government Opportunity Identification & Qualification

• Utilize Deltek GovWin IQ and other government procurement resources to identify federal, state, local, and education (SLED) fleet opportunities aligned with JBPCOs products and capabilities.
• Review and qualify opportunities based on customer requirements, business unit fit, timing, and estimated revenue potential.
• Identify and quantify total addressable market (TAM) opportunities within the government fleet sector to support long-term planning.

Opportunity Management

• Route qualified opportunities to the appropriate business unit sales teams with clear ownership and timing.
• Track opportunities throughout the sales cycle, including key milestones, next steps, deadlines, and final outcomes.
• Coordinate cross-business-unit opportunities when multiple JBPCO companies can provide a combined solution, facilitating communication and deadlines.
• Maintain visibility into the government opportunity pipeline and provide regular updates to Commercial Excellence and Sales Leadership. 

Reporting, Analytics & Historical Performance

• Analyze historical government contract activity, including opportunities won, lost, quoted, and not pursued, to identify trends, competitive activity, and future growth opportunities.
• Track and report key performance indicators including pipeline, total addressable market (TAM), quote rate, win rate, loss reasons, opportunity aging, contract awards, and follow-on opportunities.
• Conduct competitive product analysis to support opportunity strategy, identify competitive positioning, and provide insights that strengthen pursuit decisions.
• Develop monthly and quarterly reporting and executive dashboards using Salesforce, GovWin IQ, Microsoft Excel, and other business intelligence tools to support data-driven decision making.

Cross-Functional Collaboration

• Partner with Commercial Excellence, Sales Leadership, and business unit teams to improve government opportunity management processes.
• Support continuous improvement efforts related to opportunity qualification, reporting, tracking, and government sales execution.
• Serve as the primary resource and subject matter expert for Deltek GovWin IQ, establishing best practices, driving consistent utilization across JBPCO, and training sales teams on the platform.

Qualifications and Skills:

Required

• Bachelors degree in Business, Finance, Analytics, Supply Chain, or a related field.
• Minimum of five years of professional experience in business analytics, sales operations, government contracting, sales support, or a related field.
• Demonstrated Advanced Microsoft Excel skills, including Pivot Tables, Lookup functions, and data analysis.
• Strong analytical and problem-solving skills with the ability to provide context, analysis, insights, and implications to multiple levels of management.
• Strong project management and organizational skills with the ability to manage a fast-paced sales environment.
• Strong written, verbal, and presentation skills with the ability to communicate complex data and insights to executive leadership and cross-functional teams.
• Ability to build relationships and work effectively across multiple business units.

Preferred

• Experience with Salesforce.com
• Experience using Deltek GovWin IQ or similar government opportunity intelligence platforms.
• Commercial fleet, truck equipment, transportation, or manufacturing industry experience.
• Experience creating reports, dashboards, and performance summaries.
• Familiarity with federal, state, and local government procurement processes.
• Results-oriented with a demonstrated ability to build relationships and collaborate effectively across multiple business units and leadership teams.

J.B. Poindexter & Co., Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

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