Description:
This role is responsible for identifying and acquiring new business opportunities, managing and expanding existing customer relationships, and overseeing strategic partnerships. Leveraging automotive or fleet management company experience, the incumbent of this role will build and maintain a robust network of industry contacts. This is a field-based role requiring extensive travel, primarily by car, to engage with customers and business partners. Candidates must reside within their assigned territory to ensure effective coverage and responsiveness.
Responsibilities
- Identify and pursue new business opportunities by targeting conquest customers in the Passenger Car and SUV segment, leveraging industry knowledge and market trends to drive sales growth.
- Develop and execute strategic sales plans to expand the customer base and increase market share within the fleet sector, focusing on passenger vehicles, while aligning all initiatives with defined sales objectives and key performance indicators (KPIs) to ensure measurable growth and accountability.
- Manage and nurture existing customer relationships to ensure high levels of satisfaction, retention, and repeat business, while identifying opportunities for upselling and cross-selling.
- Establish and maintain strategic partnerships with key stakeholders, including commercial clients, fleet management companies / leasing companies, and industry influencers, to enhance brand visibility and drive long-term growth.
- Leverage a well-established book of business and a strong network of industry contacts to accelerate business development, unlock high-value opportunities, and drive strategic growth across targeted fleet segments.
- Conduct regular in-person meetings and site visits with conquest customers, existing customers, and strategic partners—traveling at least 25 times per quarter to build strong relationships and gain firsthand insights into client needs and market dynamics.
- Leverage CRM systems such as Salesforce to track customer interactions, manage sales pipelines, and generate actionable insights for continuous improvement.
- Collaborate with internal teams including commercial vans, marketing, product management, and customer service to ensure alignment of customer needs and deliver tailored solutions.
- Monitor competitive activity and market conditions to inform strategic decision-making and maintain a competitive edge in the fleet and alternate sales landscape.
- Prepare and deliver compelling presentations, proposals, and reports to prospective clients and senior management, clearly communicating the value proposition of the company’s Passenger Car and SUV offerings through Total Cost of Ownership (TCO) analysis, product demonstrations, and customer testimonials —focusing on long-term value rather than relying solely on incentives.
- Participate in industry events, trade shows, and networking opportunities to promote the brand and stay informed about emerging trends and technologies.
- Leverage a well-established book of business and a strong network of industry contacts to accelerate business development, unlock high-value opportunities, and drive strategic growth across targeted fleet segments.
Qualifikationen
Qualifications
- 5+ years of experience selling fleet vehicles — primarily passenger cars and SUVs — within the U.S. market with another automotive manufacturer or fleet management company.
- Proven track record of successful business development and relationship management in the automotive fleet industry.
- Established book of business and network of contacts within the industry.
- Strong understanding of CRM systems, with hands-on experience using Salesforce.
- Skilled in verbal communication, adept at tailoring messaging to varied audiences, facilitating impactful conversations, and resolving conflicts constructively — supported by strong negotiation and relationship-building skills.
- Ability to work independently and manage a field-based role with extensive travel requirements.
- Bachelor’s degree in Business Administration, Marketing, or a related field is preferred