Lease Sales Representative - Business Development / B2B

Penske•Cleveland, OH

18d

About The Position

The Lease Sales Representative develops and closes business within an assigned territory, building executive-level relationships and providing customized transportation solutions to improve customers’ operations and efficiency. The role manages territory priorities independently and acts as a trusted transportation consultant, using Penske’s technology and business insights to address customer challenges. The representative identifies and qualifies prospects, negotiates leasing and maintenance agreements, and grows customer partnerships across Penske product lines. The role uses Salesforce, fleet analytics, and other business insight tools to manage the sales pipeline, review partnerships, and identify opportunities to expand customer relationships. It also collaborates with internal and Corporate Sales teams to develop growth strategies and support service delivery, and represents Penske at client meetings and industry events.

Requirements

Proven success meeting or exceeding sales quotas in competitive, field-based B2B environments; transportation, logistics, or fleet management experience is preferred.
Strong executive-level communication and negotiation skills, including the ability to influence C-suite stakeholders and close complex, multi-party deals.
Consultative selling approach and business acumen to understand customer needs, financial impacts, and growth opportunities.
Proficiency with CRM systems and data-driven tools, with the ability to manage pipeline, territory, and time effectively.
Self-motivation, adaptability, collaboration, resilience through long sales cycles, and ability to work cross-functionally.
At least 5 years of executive-level sales experience or experience in a sales support role with executive-level customer exposure; service and transportation selling experience is preferred.
Demonstrated consultative and strategic selling skills, including presenting multiple products and services verbally and in writing to C-level executives.
Ability to build rapport and relationships with internal and external customers at all levels.
Strong organizational and time-management skills and ability to prioritize multiple projects or work streams.
Skill operating computer software including Microsoft Word, Excel, PowerPoint, Outlook, and sales CRM software.
High school diploma or equivalent required.
Valid driver’s license required.
Regular, predictable, full attendance is an essential job function.
Willingness to travel as necessary, work the hours necessary to accomplish job duties, and work at the required location.
Completion of Penske’s employment application and submission to a background investigation and drug screening are required.

Nice To Haves

Bachelor’s degree in Sales, Marketing, or a related field.
Experience in transportation, logistics, fleet management, or service and transportation sales.

Responsibilities

Prospect, develop, and close new, add-on, and retention opportunities in an assigned territory to meet annual quota targets, including through cold calling, networking, and referrals.
Build and maintain strategic relationships with C-suite executives and other key decision-makers.
Understand customer operations and provide transportation advice and insights that improve business outcomes.
Negotiate leasing and maintenance agreements that create mutual value for customers and Penske.
Conduct partnership reviews using data and business insight tools to identify growth opportunities and expand customer relationships across product lines.
Collaborate with internal teams and Corporate Sales early in the sales process to present Penske’s value proposition, align on growth strategy, and support service delivery.
Qualify opportunities by assessing customer fit, deal structure, and long-term partnership potential.
Represent Penske at industry events, trade shows, and client meetings.
Monitor industry trends, competitors, and regulatory changes to position solutions effectively.
Manage the sales pipeline in Salesforce and maintain communication with prospects and customers throughout the sales cycle.