Manager Government Sales & Engagement

Hendrick Automotive Group; Charlotte (NC); On-site; USD 130,000 - 180,000; Full time

Job summary

Hendrick Automotive Group seeks a Manager of Government Sales & Engagement in Charlotte, NC to lead the vision, growth, and execution of public-sector sales initiatives. You will own strategy for federal, state, and local contracts, align stakeholders, and drive sustainable government revenue.

You will build leadership for government sales teams, ensure regulatory compliance, and partner across sales, operations, and fleet to fulfill contracts. This is a high-impact, enterprise role.

Qualifications

• 10+ years of sales management experience.
• Associates or Bachelor Degree preferred.
• Valid Driver’s License.
• Strong knowledge of governance, procurement, contracting and compliance.
• Ability to lead cross-functional teams and strategic initiatives.

Responsibilities

• Define and own the enterprise government sales strategy.
• Forecast revenue and manage contracts in government channels.
• Ensure compliance with procurement regulations.
• Build executive relationships with government decision-makers.
• Lead and develop government sales teams.
• Align sales with operations and fleet for contract delivery.
• Monitor regulatory changes and competitive positioning.

Skills

Government sales strategy

Stakeholder management

Compliance knowledge

Contracting knowledge

Cross-functional leadership

Financial acumen

Data literacy

Communication skills

Education

Associates or Bachelor Degree preferred

Tools

Microsoft Office

Dealership management software

Job description

Hendrick Automotive Group Location: 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.

Supervisory Responsibilities

• 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 undefined

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.

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.