Position Purpose: The Fleet Sales Manager maintains and expands current relationships with strategically important large customers and hunts new strategically important large customers. This is a National Sales position with a concentrated sales focus on Implement Dealers throughout the country. The FSM is responsible for achieving sales quota and assigned strategic account objectives. The FSM represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company. The FSM reports to the Vice President Fleet Sales.
Duties and Responsibilities: - Focusing on key Implement Dealers across the country the FSM is expected to have technical knowledge of industrial equipment and can educate customers and distributors on the product.
- Develop comprehensive knowledge of competitors.
- Establishes productive, professional relationships with key personnel in assigned customer accounts
- Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers' expectations.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Leads solution development efforts that best address customer needs in the Industrial Products segment, while coordinating the involvement of all necessary company personnel.
- Understand how changes in the way customers are doing business may require new products or solutions.
- Communicate with those responsible for customer fulfillment and solve problems quickly for accounts.
- Responsible for expense and sales call reporting within guidelines.
Performance Measurements: - Achieves assigned sales quota in designated strategic accounts.
- Meets assigned expectations for profitability.
- Achieves strategic customer objectives defined by company management.
- Completes strategic customer account plans that meet company standards.
- Maintains high customer satisfaction ratings that meet company standards.
- Completes required training and development objectives within the assigned time frame.
Organizational Alignment: - Reports to the Vice President Fleet Sales
- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
- Closely coordinates company executive involvement with customer management.
- Works closely with Industrial Products Representatives to ensure customer satisfaction and problem resolution.
Position Skill and Educational background: - Four year college degree required or equivalent work experience.
- Candidate must be experienced in sales with a successful track record.
- People, communication and presentation skills are essential.
- Strong organizational and computer skills also required.
- Candidate must be dependable, proactive and willing to follow up on all issues.
- The ability to influence others is a required skill.
- Candidate must have a high level of integrity to adhere to corporate values.
Exposure: - Extensive travel will be required by car and plane.
- Physical ability to travel with luggage and navigate airports and mass transit.