Government Account Specialist

Hendrick Automotive Group; Duluth (MN); On-site; USD 90,000 - 130,000; Full time

Job summary

Hendrick Automotive Group in Duluth, GA seeks an experienced Commercial Sales professional to source and grow fleet business across the assigned market. You will secure initial meetings, drive sales cycles, and forecast opportunities using CRM, while aligning with OEM partners and internal teams.

The role emphasizes delivering on sales objectives, maintaining high CSI, and participating in ongoing training and industry activities to strengthen market presence.

Qualifications

• Minimum five years of demonstrated outside sales experience.
• Bachelor degree preferred.
• Valid Driver’s License.
• Challenger Assessment completed with proficient scores.

Responsibilities

• Develop commercial accounts and market strategy.
• Lead the sales process from prospect to close with all stakeholders.
• Maintain CSI at or above company standards.
• Utilize CRM to record activities and forecast opportunities.
• Collaborate with fleet partners and internal teams.

Skills

Outside sales

CRM

Data analysis

Presentation skills

Education

Bachelor degree preferred

High School Diploma

Associate Degree

Tools

Excel

Word

PowerPoint

CRM

Job description

Rick Hendrick Chrysler Dodge Jeep Ram Duluth

Location: 2473 Pleasant Hill Road, Duluth, Georgia 30096

Summary

Sources, develops, and maintains commercial vehicle accounts for assigned market area.

Supervisory Responsibilities

This position has no direct reports.

Essential Duties and Responsibilities

include the following.

• Deliver on objectives for Sales and PO#s (Purchase Orders)
• Deliver on activity objectives for Appointments and Blitz Calls for Sales and Service Department
• Secure initial meetings primarily through Blitz Calls via phone and canvasing
• Penetrate all Commercial & Fleet Business in the market area through targeted questioning
• Conduct initial meetings to gain key insights for follow-up presentations
• Analyze and interpret complex data from varying sources
• Organize and deliver compelling, professional presentations (One on One & Group Presentations)
• Conduct complex presentations in a concise, professional, engaging manner
• Lead the sales process (start through close) by including and preparing all parties participating in the opportunity: Dealer Salesperson (and OEM Partners as needed)
• Demonstrate a high level of proficiency in account and territory sales forecasting
• Build rapport quickly while cultivating essential internal relationships based on trust, responsiveness, support, collaborative selling and "one team" values
• Utilize CRM database and identify business opportunities via Polk Data & Dealership to evaluate prospect’s position in the industry; research and analyze sales opportunities
• Contribute information to market strategy by monitoring competitive products and reactions from accounts and update data into the CRM
• Expand sales in existing accounts by introducing new products and services conquesting business from mixed fleets
• Actively participate in industry associations, internal training initiatives and assigned training opportunities (Include dealership personnel as needed)
• Maintains CSI at or above Company standards
• Maintains an organized, clean and safe work area
• Participates in required training
• Records all hours worked accurately in company timekeeping system
• Follows Safeguards rules and regulations
• Demonstrates the Company’s Core Values
• Complies with Company policies and procedures
• Observes all Federal, State, Local and Company safety rules and regulations in the performance of duties
• Other duties as assigned

Sales Activity and Expectations

• Sales Apts. & Blitz Calls: 80 per month (20/ HAG Store/Month)
• Sales (Delivered Units/Orders (W Cash Deposits): Months 1-6 = 8 Per Quarter; Months 7-12 = 36 Pre Quarter
• Deliver sales/orders objectives as set by Hendrick and BE Fleet Solutions Manager
• Update all activities, opportunities and results accurately and timely into the CRM
• Participate in team sales meetings
• Participate in training sessions as directed by HAG Management/BE Fleet Solutions Manager
• Monday Meetings with HAG Commercial Manager to outline itinerary for the week of CAS/ HAG Salesperson Ride A-longs (BE Fleet Solutions Manager will be copied on plan in writing)
• Friday Follow Up Meetings will be conducted with HAG Management/BE Fleet Solutions Manager to review the week’s productivity
• Participate in monthly Sales Performance meeting with HAG Management/BE Fleet Solutions Manager as directed
• Report monthly National Association activities and sales successes to HAG Management/BE Fleet Solutions Manager as directed.

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

• o GED
• o High School Diploma
• o Associate Degree √ Bachelor Degree (preferred)
• o Master Degree
• o Doctorate Degree

Desired Work Experience

• o up to 3 years
• o 3-5 years √ 5+ years

Certificates and Licenses

• √ Valid Driver’s License
• √ Completion of the Challenger Assessment with proficient scores

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.

Ability to interpret and analyze marketing data, reports, and spreadsheets.

Ability to apply common sense understanding to carry out instructions.

Education/Experience

Minimum of five years of demonstrated successful outside sales experience.

Physical Demands

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; and sit; use hands to finger, handle, and feel.

Computer Skills

Highly proficient in Excel, Word, PowerPoint & CRM

Communication Skills

Ability to understand and follow instructions. Ability to communicate effectively with customers and company personnel. Ability to work in a complex, matrixed sales environment.

Attendance Expectations

The position requires regular and predictable attendance. Scheduled shifts may include evening hours, weekends, and holidays.

Environment Demands

Duties are performed throughout the premises and off-premises, both indoors and outdoors and on customer test drives. Due to the nature of the position, may be exposed to various work environments and required to perform a variety of tasks. Work includes frequent movement around the company facilities and the outdoor car lot to interact with customers and other departments. Frequent travel by driving a vehicle is required.

Verbal and Writing Ability

Ability to read and comprehend instructions, correspondence, and memos. Ability to effectively present information in one-on-one and group situations to customers and other employees. Ability to produce professional written communications.

Math Ability

Ability to add, subtract, multiply and divide.

Core Values

• Servant Leadership Servant Leaders consciously put the needs of others before their own, because to serve people is to value them.
• Teamwork through Trust & Respect Diversity is strength, and when we trust and respect one another we can work as a team to achieve at a high level.
• Integrity Being honest and transparent with people, in an effort to do the right thing within the letter and spirit of the law, drives every action we take and every decision we make.
• Commitment to Customer Enthusiasm Every day we recommit ourselves to the customer experience, and we are empowered to exceed the expectations of our customers.
• Passion for Winning Hendrick’s tradition of winning is based on the idea of striving to be the best, not the biggest, and is therefore defined by how we treat our people.
• Accountability at All Levels Taking ownership of our actions and our decisions allows us to grow as individuals, and support each other as a team.
• Commitment to Continuous Improvement Every day we soften our hearts as well as our egos, in order to seek out and improve upon areas of opportunity within ourselves and our team.

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.

Hendrick Automotive Group believes that its people are its most important assets. Together, everyone achieves more. We work as a team, best utilizing our individual talents and skills to reach a common goal. Hendrick Automotive Group teammates help each other to balance their commitments to family and to the community they represent. Our 10,000 plus teammates across the country are empowered and trained to be leaders within our organization. At Hendrick Automotive Group we are defined by our integrity. We believe in doing what is right for our fellow teammates, our customers and our corporate partners. The core values of this company are what shape every action we take and every decision that is made. Our customers are important to us. They’re family. We genuinely desire for our customers to feel valued and cared about whenever inside our doors. Every day, Hendrick Automotive Group teammates recommit themselves to exceeding the expectations of our customers. The Hendrick name is synonymous with winning, at the dealership and on the race track. We are committed to continuing the Hendrick tradition of success and performance. Our teammates are empowered to overcome obstacles and do what it takes to satisfy our customers, lift up our fellow teammates and build profits. The automotive industry is rapidly progressing. Every day, Hendrick Automotive Group takes the initiative to find ways to achieve success through simpler, better, faster and leaner processes. We work daily to invest in the improvement of our teammates and develop resources to offer opportunities for personal growth and development. We strive for excellence in all that we do.