Commercial Area Fleet Sales Manager - Maryland and Northern Virginia

About the position

The Commercial Area Manager (CAM) is a revenue generating sales position responsible for the direct sales of Chrysler, Jeep, Dodge, SUV, Mini-vans, and especially Ram Trucks and Vans to dealers, large commercial fleet and small business customers, developing new business with prospective accounts while maximizing sales and revenue with existing commercial customers. The CAM must bring a 'sales first' mindset to every interaction and develop the sales strategies to support the established targets in his/her region.

Responsibilities

• Develop strategies to conquest new accounts.
• Implement and maintain consistent prospecting methods.
• Maintain and build volume with existing commercial customers.
• Develop strategies to overcome customer objections and provide solutions.
• Provide customer support to reduce order to delivery.
• Support customers with cost control reduction (TCO) initiatives.
• Provide customers with accurate and timely updates on Stellantis programs including: VIP, incentives, Service Net, etc.
• Work closely with dealers to obtain dealership advertising and marketing commitments.
• Demonstrate commercial sales opportunities and revenue streams in all departments.
• Act as a liaison to support dealers and commercial businesses.
• Train and support the dealership's commercial account department.
• Manage and provide consultation on the dealership's inventory.
• Work with the Area Sales Manager and Ram Area Manager to ensure availability for the right commercial product.
• Serve as the primary local contact for commercial bailment pools.
• Provide accurate and fiscally responsible Volume Incentive Program proposals.
• Develop effective local events to promote product awareness and sales.
• Provide accurate monthly forecasts of production requirements.
• Support commercial initiatives and promote fiscal responsibility.
• Hold quarterly meetings within the region of responsibility.
• Ensure commercial sales are reported correctly by performing audits and making corrections where appropriate.
• Develop strong working relationships with fleet management representatives and with second stage manufacturers, up-fitters, and dealerships.
• Provide input on future product content and process changes to maximize competitiveness.
• Manage multiple priorities and aggressive timelines.

Requirements

• Bachelor's degree.
• 5+ years of experience in business to business sales.
• Must reside or be willing to relocate to the Maryland/Virginia area.
• Experience working in the automotive or fleet environment.
• Maintains a selling mindset.
• Excel in building positive working relationships.
• Self-motivated with demonstrated ability to achieve goals under minimal supervision.
• Willing and able to travel up to 60-80% of the time.

Nice-to-haves

• Knowledge or experience with dealership commercial sales processes.
• OEM field sales experience related to commercial market segment and products.
• MBA.
• Automotive background in a fleet management environment.
• Commercial vehicle product knowledge.
• Experience/relationship/understanding of Bailment Pool and/or commercial equipment Upfitters.
• Strong negotiating skills.