Job Description

The Director of Sales, National Fleet Accounts is focused on building and maintaining strategic relationships with Original Equipment Manufacturer (OEM) partners and accountable for driving revenue growth within the National Fleet Accounts. This role uses in-depth knowledge of national fleet operations to lead a team of inside and outside sales personnel, set and track key performance indicators (KPIs) and ensure National Fleet Accounts are fully satisfied with their service. This role will proactively anticipate OEM needs while holding the team accountable for successful execution. 

Responsibilities and Duties

National Fleet Strategy

• Develop and execute a national fleet sales strategy aligned with company growth objectives.
• Identify and pursue new business opportunities within national fleet segments.
• Analyze market trends, customer needs, and competitive positioning to inform strategy.
• Establish revenue targets and drive accountability for achieving sales and margin goals.
• OEM and Partner Relationship Management
• Contribute to relationships with OEM partners.
• Understand OEM partners’ short- and long-term goals and support the team to meet those goals.
• Build and maintain strong, trust-based partnerships to drive mutual growth.
• Represent the organization in partner meetings, negotiations, and strategic planning sessions.
• Ensure proper management and execution of National Fleet Accounts by sales team.
• Operational Excellence and Reporting
• Establish, communicate, and track KPIs related to sales performance, customer satisfaction, and team productivity.
• Leverage data insights to drive decision-making and pipeline visibility.
• Ensure disciplined sales processes, forecasting accuracy, and reporting cadence.
• Continuously improve processes to enhance efficiency and customer outcomes.

Sales Support and Training

• Serve as a mentor to sales team through support and feedback that furthers their growth and business results.
• Serve as a subject matter expert of the enterprise resource planning (ERP) system to optimize the sales team’s use of the system.
• Assist in resolving complex customer issues with a focus on long-term satisfaction and retention.
• Support team with escalated customer questions related to products, prices, availability, and product features.  
• Assist with invoice corrections, returns and pre-paid freight requests from the team’s customers.

Product Knowledge 

• Continually grow technical, product, and application knowledge of parts and national fleet operations essential to the heavy-duty vehicle aftermarket.
• Serve as an on-demand subject matter expert to sales personnel.
• Coach team to effectively communicate features, benefits, and warranty policy information to customers and suggest sale of related parts when identical replacements are not available.  

Leadership and Team Development

• Set vision for the department and align the team to produce profitable business results and achieve high performance. 
• Act as a company representative by leading change, communicating proactively and regularly setting and holding others accountable to goals and expectations.
• Safeguard the company through incident and conflict management.
• Participate in and help manage the full employee life cycle.
• Retain employees by engaging them, appreciating them, and building a positive team culture.
• Develop employees’ performance through coaching and feedback to foster a positive career path.
• Show up honestly and humbly.
• Engage thoughtfully, communicate clearly and maintain balance between challenge and connection with employees.

Skills and Qualifications

• Bachelor’s degree in sales, marketing, and/or business, OR 8-12 years of sales experience within national fleet accounts, heavy-duty truck and trailer parts sales or related industry experience.    
• Previous experience with national fleet accounts is preferred.
• Previous leadership experience is preferred.
• Proficient in Microsoft Office Suite products. 
• Previous experience with an ERP system.  
• Demonstrated ability to drive revenue growth and execute complex sales strategies.
• Proven experience managing and developing a high-performing sales team.
• Strong track record of building strategic partnerships, particularly with OEMs or large enterprise clients.
• Previous experience in continuous process improvement.
• Excellent verbal and written communication skills.   
• Strong analytical, critical thinking, and time management skills. 
• Strong active listening and strategic influencing skills. 
• Demonstrated ability to successfully negotiate large, strategic contracts and service agreements.
• Demonstrated ability to build strong relationships with all levels of internal and external personnel.  
• Ability to stay adaptable to changing environments and tasks. 

Physical Requirements

• Must be able to lift/carry 50 lbs. infrequently.   
• Prolonged periods of sitting at a desk and working on a computer.
• In-office position when not traveling.
• 50% or more travel required (driving and flying).

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