Manager Government Sales & Engagement

hendrick; United States; On-site; USD 180,000 - 280,000; Full time

Job summary

Hendrick Automotive Group is seeking a strategic leader to serve as Manager of Government Sales & Engagement. You will own enterprise strategy for federal, state, local, and municipal government customers, ensuring compliant, competitive positioning and long-term public-sector partnerships.

As the senior leader, you will build and guide government sales teams, align engagement across sales, operations, and legal, and drive revenue growth through disciplined governance, compelling contracts, and

Qualifications

• Experience leading government sales and engagement programs.
• Strong knowledge of procurement regulations.
• Proven track record building executive-level relationships.
• Ability to navigate complex bids and contracts.

Responsibilities

• 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.
• 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.

Skills

Government sales

Stakeholder management

Compliance & contracting

Strategic leadership

Data literacy

Education

Associates or Bachelor's degree

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.

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.

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