Manager Government Sales & Engagement

Hendrick Automotive GroupLocation: 6000 Monroe Rd, Charlotte, North Carolina 28212

Summary: The Manager of Government Sales & Engagement is the senior strategic leader responsible for the vision, growth, and execution of all government-focused sales and engagement initiatives. This role owns the enterprise strategy for federal, state, local, and municipal business — ensuring compliance, competitive positioning, and long-term partnership development across public-sector entities.

This leader serves as the primary architect and steward of government relationships, aligning sales execution, regulatory requirements, and stakeholder engagement to drive sustainable public-sector revenue.

Supervisory Responsibilities:  This role will develop government sales managers, specialists and support teams.

1. Government Sales Strategy & Vision

• Define and own the enterprise government sales and engagement strategy.
• Establish go-to-market models for federal, state, local, and municipal customers.
• Identify priority agencies, contract vehicles, and growth segments.
• Serve as the authority on public-sector sales strategy.

2.  Revenue & Contract Ownership

• Own revenue targets and forecasting for government sales channels.
• Lead contract strategy, pricing models, and bid/no-bid decision frameworks.
• Oversee RFP, RFQ, and contract execution processes.
• Ensure disciplined pipeline management and forecast accuracy.

3.  Compliance, Risk & Governance

• Ensure full compliance with federal, state, and local procurement regulations.
• Partner with Legal, Compliance, and Finance to manage risk and audits.
• Establish policies and controls for ethical, transparent engagement.
• Serve as the internal authority on government contracting requirements.

4.  Stakeholder & Relationship Management

• Build and maintain executive-level relationships with government decision-makers.
• Act as sponsor for key accounts and long-term contracts.
• Coordinate engagement strategies across sales, operations, and service teams.
• Strengthen trust and credibility with public-sector partners.

5.  Organizational Leadership & Enablement

• Lead and develop government sales managers, specialists, and support teams.
• Define role clarity, performance standards, and development pathways.
• Drive training focused on compliance, contracting, and relationship management.
• Build a high-integrity, performance-driven culture.

6.  Operational Alignment & Execution

• Standardize government sales processes, tools, and reporting.
• Ensure seamless handoffs from sales to delivery, service, and support.
• Partner with Operations and Fleet teams to ensure contract fulfillment excellence.
• Optimize workflows to improve speed, accuracy, and customer satisfaction.
• Work closely with the Manager of Customer Engagement and Experience.

7.  Market Intelligence & Competitive Positioning

• Monitor regulatory changes, funding cycles, and legislative impacts.
• Track competitors, cooperative contracts, and market dynamics.
• Identify new contract vehicles and partnership opportunities.
• Ensure offerings remain competitive, compliant, and differentiated.

KEY DECISION AUTHORITY

• Government sales strategy and target markets
• Contract pursuit and bid prioritization
• Pricing, terms, and engagement models
• Compliance standards and controls
• Strategic partnerships and public-sector initiatives

IDEAL LEADERSHIP PROFILE

• Proven leader in government or public-sector sales

• Deep knowledge of procurement, compliance, and contracting

• Strong strategic and financial acumen

• High-integrity, relationship-focused leadership style

• Influential cross-functional communicator
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METRIC - FOCUS AREA

Government Sales Revenue Growth - Revenue & Pipeline

Contract Win Rates & Pipeline Health - Sales Execution

Compliance & Audit Performance - Governance & Risk

Customer Satisfaction — Public Sector - Relationship Quality

Contract Renewal & Expansion Rates - Account Growth

Team Performance & Capability Development - Organizational Health

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with medical conditions to perform the essential functions.

Desired Education:

Associates or Bachelor Degree preferred.

Desired Work Experience: 10+ years of sales management and applicable work experience

Certificates and Licenses: Valid Driver’s License

Technical Expertise: Enterprise-level customer strategist. Deep understanding of public sector process and customer lifecycle management. Strong data literacy and insight-driven mindset. Influential cross-functional leader. Passionate advocate for customer-centric culture.

Reasoning Ability:

Ability to apply common sense understanding to carry out instructions.  Ability to deal with complex situations and analysis.  Ability to work in fast-paced environment with shifting priorities.

Computer Skills: High level of proficiency with Microsoft products. Ability to learn and master use of dealership management software programs as needed.

Math Ability:

Ability to add, subtract, multiply and divide. Strong financial acumen with ability to apply complex thinking resulting in excellent financial decision making.

Communication Skills:

Ability to understand and follow instructions. Ability to communicate effectively with customers and company personnel in person and over the phone. Strong interpersonal and skills.

Attendance Expectations:

The position requires regular and predictable attendance at the Management Office. Scheduled shifts may include evening hours, weekends, and holidays. Position is not remote due to essential functions of the role.

Physical Demands:

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to sit; type on the computer and speak over the phone. Ability to lift 25 pounds. Movements required with high frequency: push, pull, sit, stand, twist, turn, squat, and reach.

Environment Demands:

Duties are primarily performed at a desk in the office environment.  Work involves continuous contact and interaction with management office personnel.  Work includes movement around facilities.  Work will require travel by car or air, more than 25% of the time.

Verbal and Writing Ability:

Ability to read and comprehend complex instructions, correspondence, and memos. Ability to receive and communicate with management office personnel/vendors/teammates courteously, efficiently, and professionally. Employee must be able to display professional phone and email etiquette. Ability to present data and metrics to senior leadership.

Government-Specific Requirements:

Knowledge of State Contracts, Coop Agreements, GSA contracts, bid portals etc.  

This job description in no way states or implies that these are the only duties and responsibilities to be performed by this employee.  The employee will be required to follow any other instructions and to perform any other duties and responsibilities upon the request of a supervisor.  This job description is subject to revision at the discretion of the company.

Hendrick is an Equal Opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. For more information regarding the EEOC, please visit https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf.