Overview

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, a