Manager of Government Sales - GM Fleet

 What drives GM Fleet 

GM Fleet’s reliable products and advanced technologies enhance fleet productivity. With proprietary electric, fuel cell and software platforms, along with unparalleled consultative support and holistic fleet services, GM Fleet empowers leaders to stay ahead. It unites brands like ACDelco, OnStar, Chevrolet, Cadillac, GMC and Buick for future business success. 

The Role:

GM Fleet is GM’s B2B and B2G center of expertise, focused on building relationships with rental, commercial and government customers by leveraging the full portfolio of GM vehicles, technology and services. As the Manager, Government Sales, you will be part of the Strategic Accounts and Revenue Enablement team, responsible for growing vehicle sales to government customers and developing innovative, customized solutions that drive engagement and profitability for GM. 

In this leadership role, you will manage the end-to-end federal vehicle sales contract, oversee government incentive programs, and lead a team that supports dealers and customers across the industry. You will also serve as a visible spokesperson for GM Fleet Government, representing the business at key shows, events and industry forums throughout the year. 

What You’ll Do:

• Lead Government Sales and Business Development 
• Manage government business development and sales support teams for Federal, State and Local Government sales activities for GM Fleet.
• Serve as the voice of the government customer, maintaining deep understanding of the government industry, procurement cycles, and competitive landscape to advocate for government-focused products and services and develop winning strategies.
• Lead strategies to expand offerings to include OnStar and GM Energy solutions for government customers. 

Own Federal Contracting and Execution 

• Manage and lead the sales and contracting processes for the Federal Government vehicle sales contract.

• Act as the subject matter expert (SME) for the GSA Vehicle Sales Contract within General Motors.

• Oversee and direct the entire order-to-delivery (OTD) process for GSA orders, ensuring accuracy and accountability to contract requirements.

• Drive process improvements and optimize workload distribution across the team. 

Incentives, Pricing and Field Support 

• Manage government incentive programs, including Bid Assistance for Federal, State and Local Government.

• Lead the annual Government FAIR process in collaboration with GM Fleet Finance to develop annual Bid Assistance plans for Federal (GSA), State and Local bids.

• Support the GM Fleet Government field team with pricing, bid assistance, ordering and constraints, OTD issues, product information, vehicle demos, local events and other information required to execute competitive bids. 

Industry Presence and Cross-Functional Collaboration 

• Direct key messaging for GM Fleet Government Sales and present at required government shows, leadership presentations and industry panels throughout the year.

• Build strong, cohesive relationships with regional Government field teams and ensure central office support for demos, marketing and product programs.

• Engage as One Team with GM Fleet Sales Operations, Service, Marketing, Government Contracts, Public Policy, Commercial Product Management, Finance and Order Fulfillment to develop and deliver integrated solutions. 

People Leadership and Financial Accountability 

• Lead and manage a team, including performance management, coaching, and development.

• Manage budgets associated with contract headcount, regional events and related government sales activities.

• Be accountable for meeting sales and financial targets assigned by leadership. 

Your Skills & Abilities (Required Qualifications) 

• Bachelor’s degree in Business or related field.

• 7+ years of experience in Business-to-Business (B2B), Business-to-Government (B2G), or Fleet environments

• Demonstrated people leadership experience with a track record of developing talent and leading teams.

• Strong understanding of fleet allocation, ordering, invoicing, pricing, incentives and key commercial product specifications.

• Expert analytical skills with strong attention to detail.

• Proven ability to lead cross-functional projects and influence without direct authority.

• Comfort operating and making sound business decisions in ambiguous, fast-paced environments.

• Demonstrated ability to prioritize and manage multiple assignments with competing deadlines.

• Strong project management skills and ability to drive initiatives from concept through execution.

• Ability to synthesize complex analysis into clear, concise summaries for senior leadership.

• Excellent oral and written communication skills, including executive-level presentations.

• Ability to travel up to 30% domestically.