Government & Fleet Account Manager at Pritchard Auto Company – Clear Lake, Iowa

Government & Fleet Account Manager

Pritchard Companies is a family-owned National Automotive Enterprise. With over 100 years of industry experience and a growing business portfolio, it’s an exciting time to join the Pritchard team.

Job Summary

The Government & Fleet Account Manager is responsible for generating vehicle unit sales and gross profit through government, education, and municipal customers by managing and executing the sales strategy tied to awarded public-sector purchasing contracts.

This role is fully dedicated to supporting public agencies such as cities, counties, state agencies, school districts, universities, utilities, and other government entities, working closely with a specialized internal team to grow contract utilization, awareness, and compliance.

The Government & Fleet Account Manager will serve as a trusted advisor to public-sector customers, ensuring seamless purchasing experience while demonstrating the Core Values of the Pritchard Companies.

Reporting Structure

Reports to Director of Business Development

Responsibilities

Government, Public Sector, and Fleet Account Management

• Manage and grow assigned government, education, and municipal accounts
• Serve as the primary point of contact for public-sector customers utilizing cooperative or contract purchasing programs
• Develop and maintain long-term, trusted relationships with key decision-makers, procurement teams, fleet managers, and administrators
• Ensure contract compliance, accurate pricing, and proper documentation aligned with public-sector requirements
• Support customers through phone, email, virtual meetings, presentations, and in-person visits as needed
• Act as a liaison between customers and internal teams including sales operations, logistics, upfitting, OEM Partners, and retail locations

Government, Public Sector, and Fleet Conquest Sales

• Own and execute the sales strategy for assigned government and public-sector purchasing programs
• Proactively identify and pursue new government, education, and municipal opportunities within assigned territories
• Maintain a strong pipeline of public-sector prospects and contract-eligible customers
• Educate customers on cooperative purchasing benefits and streamline the buying process
• Conduct presentations, product demonstrations, and contract overviews for public agencies and stakeholder groups
• Attend and represent Pritchard Companies at relevant government, municipal, and fleet trade shows and conferences
• Collaborate with internal marketing and leadership teams to drive awareness and adoption of public-sector contracts
• Customize approved marketing and presentation materials for government and education audiences
• Support outreach initiatives including email campaigns, contract announcements, and agency education efforts
• Track and report contract performance, utilization, and growth opportunities

Operational & Cross-Functional Support

• Develop vehicle build specifications to support ordering, inventory control, and compliance
• Coordinate vehicle upfits and establish relationships with approved body builders and upfitters
• Work closely with logistics and operations teams to ensure timely delivery and customer satisfaction
• Submit sales forecasts and periodic performance updates as requested
• Participate in OEM training and maintain required certifications
• Stay current on industry trends impacting public-sector and fleet customers

Other

• Use Marketing developed presentation collateral to customize, plan and deliver presentations to new and existing accounts
• Provide build specifications to facilitate vehicle ordering, inventory control, and enter orders as needed
• Submit annual sales forecasts as well as periodic updates as requested, meet or exceed agreed upon forecast
• Coordinate with other team members and departments to optimize the sales effort
• Use on-line and in-person OEM training to become and stay certified as a Sales Consultant
• Adhere to all company policies
• Keep abreast of industry trends that affect Pritchard Commercial and their customers
• Continuous professional development
• Additional Duties as assigned

(Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

Qualifications

• High School diploma or GED equivalent required
• Minimum of five years of sales experience in the automotive industry and/or selling to the public sector
• Demonstrated experience managing government or cooperative purchasing contracts
• Automotive, fleet, or commercial vehicle sales experience
• Proven ability to drive continuous process improvement through data analysis, root-cause identification, and implementation of sustainable solutions.
• Advanced skills in Microsoft Office Suite; specifically Excel.
• Proficient utilization of a CRM system
• Strong verbal and written communication skills
• Ability to create and deliver presentations tailored to the audience needs
• Relationship management skills and openness to feedback
• Proven ability to manage multiple projects at a time while paying strict attention to detail
• Ability to travel 25%, including occasional overnight and weekend travel
• Valid driver’s license with acceptable driving record required

We are an equal opportunity employer and prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.