Director of Fleet Sales

Dejana Truck & Utility Equipment • Kings Park, NY

4h • Hybrid

About The Position

The Director of Fleet Sales is responsible for overseeing all fleet & utility sales-related activities within Dejana Truck Equipment. Provide leadership to outside fleet sales reps towards the achievement of company goals and sales objectives. Assist in planning and executing sales strategies, meetings, and presentations for new and existing accounts. Provide input and help coordinate bailment requirements to meet business needs and demand. Establish and implement sales strategies for fleet sales team. Lead the recruitment, onboarding, performance management, and development of the fleet sales teams, including succession planning and organizational effectiveness. Establish and manage sales forecasts. Collaborate cross-functionally with Operations, Engineering, Finance, and GSS to ensure alignment on product availability, lead times, pricing strategy, and customer delivery expectations. Support pricing strategy, margin optimization, and approval governance across fleet deals in partnership with finance and estimating teams. Manage fiscal budgets and appropriate funds accordingly. Identify and pursue new business opportunities in key markets. Help organize and participate in various trade shows, open houses, meetings, and events. Establish fleet sales and incentive programs. Support data collection including surveys of present and potential markets for new or supplemental distribution. Champion the voice of customer by translating feedback into actionable improvements in products, services, and sales processes. Accurately and concisely, report product/program concerns from the field in a timely manner through the provided call report & CRM platforms. Develop and discuss fleet sales plans with targets customers. Oversee the development of relationships with dealers and customers in key regions. Work to meet all assigned product and sales goals and continually look for opportunities to grow the business. Direct/lead the Fleet Estimating group to ensure quote workload, turnaround time, and accuracy, while maintaining profitability expectations/goals. Work with leadership team to develop and support quarter-ending and annual performance business updates. Ensure disciplined pipeline management, opportunity tracking, and forecasting accuracy through effective use of CRM systems and defined sales processes. Identify and mitigate commercial risks related to contracts, pricing, and large fleet agreements.

Requirements

• Proven ability to lead, develop, and support sales training.
• Proven ability to lead, mentor, and develop a sales team while promoting a culture of continuous improvement through regular feedback and coaching.
• Proven track record of consistently meeting or exceeding sales targets/goals.
• Strong analytical skills and the ability to think logically and make sound, practical decisions.
• Be an example to the Fleet Sales Team by demonstrating Douglas Dynamics' core values: Grow, Improve, and Engage.
• Bachelor’s degree; or equivalent in Sales Leadership Experience.
• Extensive knowledge of truck equipment industry including truck-related terms, applications, upfitting, and general industry, market, and competitive knowledge.
• High level of written and verbal communication skills as well as presentation skills.
• Working knowledge of Windows-based programs to include Word, Excel, Power Point, Outlook, etc.
• Eligible to work in the US.
• Must pass background checks.
• Driver positions also require mvr/drug/alcohol testing before and/or during employment.

Nice To Haves

• Experience with CRM platform (Salesforce, etc.) preferred.

Responsibilities

• Oversee all fleet & utility sales-related activities.
• Provide leadership to outside fleet sales reps.
• Assist in planning and executing sales strategies, meetings, and presentations.
• Establish and implement sales strategies for fleet sales team.
• Lead the recruitment, onboarding, performance management, and development of the fleet sales teams.
• Establish and manage sales forecasts.
• Collaborate cross-functionally with Operations, Engineering, Finance, and GSS.
• Support pricing strategy, margin optimization, and approval governance.
• Manage fiscal budgets and appropriate funds.
• Identify and pursue new business opportunities.
• Help organize and participate in various trade shows, open houses, meetings, and events.
• Establish fleet sales and incentive programs.
• Support data collection including surveys of present and potential markets.
• Champion the voice of customer by translating feedback into actionable improvements.
• Report product/program concerns from the field.
• Develop and discuss fleet sales plans with target customers.
• Oversee the development of relationships with dealers and customers.
• Meet all assigned product and sales goals.
• Direct/lead the Fleet Estimating group.
• Develop and support quarter-ending and annual performance business updates.
• Ensure disciplined pipeline management, opportunity tracking, and forecasting accuracy.
• Identify and mitigate commercial risks related to contracts, pricing, and large fleet agreements.

Benefits

• Competitive salaries
• Comprehensive suite of benefits
• Generous 401k match
• Profit sharing for all full-time employees
• Company sponsored program to help any employee (or their family member) earn their GED as they work for us (GEDWorks)

What This Job Offers

• Job Type: Full-time
• Career Level: Director