Lease Sales Representative - Business Development / B2B

Penske•Ontario, CA

2d•$65,300 - $84,900

About The Position

The Lease Sales Representative owns an assigned territory and is responsible for developing strategic business partnerships and growing revenue. The role involves prospecting, winning new business, expanding existing accounts, and retaining customers across Penske’s product lines. The representative serves as a transportation consultant, understands customer operations, and delivers customized solutions using Penske technology, fleet analytics, and business insights. The position requires executive-level relationship building, consultative selling, negotiation of leasing and maintenance agreements, and collaboration with internal and Corporate Sales teams to support growth and service delivery. The representative manages the sales pipeline and customer communications using Salesforce, represents Penske at industry events and client meetings, and stays current on industry trends, competitors, and regulatory changes. The role requires travel as necessary and attendance at the specific required location.

Requirements

At least 5 years of executive-level sales experience or sales support experience involving executive-level customer exposure.
Proven success meeting or exceeding sales quotas in competitive, field-based B2B environments; transportation, logistics, fleet management, or service-selling experience is preferred.
Demonstrated consultative and strategic selling ability, including presenting multiple products and services verbally and in writing to C-level executives.
Strong executive-level communication and negotiation skills, including the ability to influence C-suite stakeholders and close complex, multi-party deals.
Ability to build rapport and relationships with internal and external customers at all levels.
Business acumen to understand customer needs and financial impacts and identify growth opportunities.
Proficiency with CRM systems and data-driven tools, and ability to manage a pipeline, territory, and time effectively.
Strong organizational and time-management skills and ability to prioritize multiple projects or work streams.
Self-motivated, adaptable, collaborative, and resilient through long sales cycles; able to work cross-functionally.
Ability to operate 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 perform job duties, work at the specific required location, complete a Penske employment application, and undergo a background investigation and drug screening.
Ability to meet the job’s physical and mental demands, including occasionally lifting or moving up to 25 pounds.

Nice To Haves

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

Responsibilities

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