Manager Government Sales & Engagement

Hendrick Automotive Group•Charlotte, NC

4d•Onsite

About The Position

The Manager of Government Sales & Engagement is the senior strategic leader responsible for the vision, growth, and execution of government-focused sales and engagement initiatives. The role owns enterprise strategy for federal, state, local, and municipal business, ensuring compliance, competitive positioning, and long-term partnership development across public-sector entities. The manager is the primary architect and steward of government relationships, aligning sales execution, regulatory requirements, and stakeholder engagement to drive sustainable public-sector revenue. This position develops government sales managers, specialists, and support teams. It owns government sales revenue targets and forecasting, contract strategy and execution, compliance and governance, executive stakeholder relationships, operational alignment, and market intelligence. The role works cross-functionally with Legal, Compliance, Finance, Operations, Fleet, sales, service, and support teams, and closely with the Manager of Customer Engagement and Experience. The position is based at the Management Office and is not remote. Duties are primarily performed at a desk in an office environment, with movement around facilities and travel by car or air more than 25% of the time. Scheduled shifts may include evenings, weekends, and holidays.

Requirements

10+ years of sales management and applicable work experience.
Valid driver’s license.
Knowledge of state contracts, cooperative agreements, GSA contracts, and bid portals.
Strong understanding of public-sector processes and customer lifecycle management.
Strong data literacy and insight-driven mindset.
Strong financial acumen and ability to make sound financial decisions involving complex analysis.
Ability to analyze complex situations and work in a fast-paced environment with shifting priorities.
Proficiency with Microsoft products and ability to learn and master dealership management software as needed.
Ability to communicate effectively with customers and company personnel in person and over the phone, and to present data and metrics to senior leadership.
Ability to read and comprehend complex instructions, correspondence, and memos, and communicate professionally with management office personnel, vendors, and teammates.
Ability to perform the physical demands of the role, including lifting up to 25 pounds and frequently pushing, pulling, sitting, standing, twisting, turning, squatting, and reaching.
Regular and predictable attendance at the Management Office is required; the role is not remote.
Travel by car or air more than 25% of the time.
Scheduled shifts may include evenings, weekends, and holidays.

Nice To Haves

Associate or bachelor’s degree preferred.
Proven leadership in government or public-sector sales.
Deep knowledge of procurement, compliance, and contracting.
Strong strategic acumen.
High-integrity, relationship-focused leadership style.
Influential cross-functional communication and leadership.
Passion for customer-centric culture.

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.
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, and maintain disciplined pipeline management and forecast accuracy.
Ensure compliance with federal, state, and local procurement regulations; partner with Legal, Compliance, and Finance on risk and audits.
Establish policies and controls for ethical, transparent engagement and serve as an internal authority on government contracting requirements.
Build and maintain executive-level relationships with government decision-makers; sponsor key accounts and long-term contracts.
Coordinate engagement strategies across sales, operations, and service teams to strengthen trust with public-sector partners.
Lead and develop government sales managers, specialists, and support teams; define role clarity, performance standards, and development pathways.
Drive training in compliance, contracting, and relationship management, and build a high-integrity, performance-driven culture.
Standardize government sales processes, tools, and reporting; ensure effective handoffs from sales to delivery, service, and support.
Partner with Operations and Fleet to ensure contract fulfillment excellence and optimize workflows for speed, accuracy, and customer satisfaction.
Work closely with the Manager of Customer Engagement and Experience.
Monitor regulatory changes, funding cycles, legislative impacts, competitors, cooperative contracts, and market dynamics.
Identify new contract vehicles and partnership opportunities, and ensure offerings remain competitive, compliant, and differentiated.
Attend the Management Office regularly and perform other duties as requested by a supervisor.