Bridgestone Americas, Inc Manager, Government and Utility Sales in Nashville, Tennessee

Opportunity Details:


Nashville, Tenn.-based Bridgestone Americas, Inc. is the U.S. subsidiary of Bridgestone Corporation, the world’s largest tire and rubber company.

Bridgestone Americas and its subsidiaries develop, manufacture and market a wide range of Bridgestone, Firestone and associate brand tires to address the needs of a broad range of customers, including consumers, automotive and commercial vehicle original equipment manufacturers, and those in the agricultural, forestry and mining industries.

The companies are also engaged in retreading operations throughout the Western Hemisphere and produce air springs, roofing materials, and industrial fibers and textiles. The Bridgestone Americas family of companies also operates the world’s largest chain of automotive tire and service centers.

Guided by its One Team, One Planet message, the company is dedicated to achieving a positive environmental impact in all of the communities it calls home.

Position Summary:

The Manager of Government and Utility Sales has direct responsibility of sales to the federal, state and local governments for all tire related sales of Bridgestone and Firestone brands. This includes sales to Military Personnel, Police Agencies, Ambulances, School Buses, Fire, Federal Agencies (FBI, Border Patrol, etc.) all State agencies and local municipalities.



  • Identify, develop and implement sales programs specific to government agencies and utilities. This includes programs for school buses, ambulances, utility companies, mail haulers, etc. across the U.S.

  • Solicit new government/utility business and develop an effective sales and supply point network within the BATO family channel to service this business.

  • Manage expense budget within the specified parameters to meet the needs of government sales and comply with leadership guidelines.

  • Manage Government Sales of 1.4 million units and $255 MM across all tire business units of Consumer, Commercial, OTR, AG and Retreads.


  • Communicate RFP, RFQ and/or RFI requirements with appropriate internal cross functional teams including (but not limited to) Legal, HR, Product Planning, Pricing, Risk Management, Tax, Engineering, Credit and Billing Services to ensure BATO complies with overall company objectives and guidelines.

  • Establish relationship and communication plan with contracted customer’s procurement management teams. This role is the face of Bridgestone to all contracted Federal and State agencies.

  • Voice of the agency or utility Boss to Product Planning and OE Sales regarding tires for new vehicles in the market, new fitments, requested changes or issues.

  • Prepare, participate and present compliance review of terms and conditions for vendor meetings as required by Government and Utility customers.

  • Manage communications to the field sales teams related to government and utility sales to all affected divisions.


  • Government programs include pricing, production and distribution of promotional and sales materials to the field sales force, supply point network, and government accounts.

  • Determine trade associations, expos, councils and affiliations Bridgestone Government Sales participates in to increase tire sales.


  • Work with BATO internal and external sales and supply point networks to communicate Government sales and marketing programs.

  • Develop, present and distribute education presentations and materials regarding tire products and the government process to our dealers and stores.


  • Provide leadership and direct activities of three direct report teammates to obtain desired results

  • Develop staff to be accountable & responsible for specific segments of the business

  • Set, track & evaluate performance goals of teammates through performance management


  • Manage competitive situations of all government bids/tenders and requests to meet or exceed BATO sales objectives.

  • Comply with reporting of BATO government sales to contracted government agencies based on agencies terms and conditions.

  • Responsible to the leadership teams of all business units (Consumer, Commercial, Ag, OTR) of managing sales trends, competitive situations in the market and make recommendations based on analysis.


  • Bachelor's Degree in Sales, Marketing or related field

  • Minimum seven years’ experience in sales, marketing or related field or 4 years’ experience with government contracts

  • Detailed and results oriented

  • Ability to multi-task and build strong relationships

Employee Type Regular Full-Time

Degree Preferred 4 Year Degree

Requisition ID 2017-117025

Posted Date 8/29/2017

Location US-TN-Nashville

Zip Code 37201

Functional Area Consumer Sales

Category Sales

As an Equal Employment Opportunity (EEO)/Affirmative Action employer, it is the policy of Bridgestone to consider for employment all individuals regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, gender, sex, sexual orientation, gender identity and/or expression, genetic information, veteran status, or any other characteristic protected by federal, state or local law.