Public Sector Regional Sales Manager

Master's Transportation•Kansas City, MO

About The Position

The Regional Sales Manager – Public Sector & Airports proactively develops an assigned region by identifying, creating, developing, and securing new business with public sector, government, airport, and aviation-related customers. The position develops territories through customer visits and face-to-face relationship building, identifying customer needs, funding sources, fleet replacement cycles, procurement pathways, and opportunities before formal tenders or applications are published. Customers include municipalities, public transportation agencies, school districts, state and local government entities, airport authorities and operators, airlines, parking and rental car operators, ground transportation providers, and other organizations that purchase shuttle buses and passenger vans. The position manages the full sales cycle, from prospecting and customer needs assessment through route and capacity assessment, product recommendations, pricing, bid and RFP support, contract coordination, order and delivery coordination, and post-sale follow-up. The manager works with internal sales leadership and operations teams to expand market presence, strengthen customer relationships, and grow revenue in the assigned region. The role is full-time, exempt, and compensated with base salary plus commission. The work location varies by assigned region; work is performed in an office and in the field. Business hours are generally Monday through Friday, 8:00 a.m. to 5:00 p.m., with flexibility for travel, client meetings, industry events, and business needs. Regional travel is expected approximately 50% to 60%, including required overnight travel; occasional afternoon, evening, or weekend travel may be necessary.

Requirements

High school diploma or equivalent.
At least three years of successful sales experience; B2B, fleet, transportation, commercial vehicle, or public sector sales experience is preferred.
Ability to proactively develop an assigned territory, identify and create new business opportunities, build a pipeline, manage customer relationships, maintain accurate CRM activity and forecasting, and meet sales and revenue targets.
Experience using Salesforce or another CRM system to manage customer activity, sales opportunities, forecasts, and portfolio reports.
Valid driver's license and clean driving record.
Ability to travel approximately 50% to 60% within the assigned region; overnight travel is required, and occasional afternoon, evening, or weekend travel may be necessary.
Occasional ability to stand, walk, sit, use hands to manipulate or touch objects, tools, or controls, reach with hands and arms, climb stairs, speak, and listen.
Occasional ability to lift or move office products and supplies weighing up to 20 pounds.

Nice To Haves

Sales experience with public sector, government, education, public transportation, municipal, or fleet clients.
Experience with bidding processes, RFP responses, cooperative purchasing programs, government contracts, or government procurement requirements.
Previous sales experience with vehicles, shuttle buses, passenger vans, commercial vehicles, fleet vehicles, or transportation equipment.
Established relationships or previous account management experience in the assigned regional public sector market.

Responsibilities

Achieve regional sales and revenue objectives by selling shuttle buses, passenger vans, and related transportation solutions.
Acquire new customers and grow existing accounts through prospecting, outreach, field visits, relationship management, vehicle demonstrations, and follow-up.
Manage the full sales cycle, including prospecting, customer discovery, recommendations, presentations, pricing, proposals, negotiation, closing, order coordination, delivery, and post-sale follow-up.
Build, maintain, and convert a qualified regional sales pipeline, with appropriate activity levels and consistent opportunity progression.
Develop and manage public sector accounts, including airport authorities and operators, airlines, rental car and parking operators, municipalities, government entities, and transportation contractors.
Assess customer passenger volumes, routes, service frequency, capacity, accessibility needs, vehicle clearances, operating environments, duty cycles, fleet needs, reliability expectations, and total cost of ownership.
Assess airport-specific operating requirements, including passenger and employee transportation, terminal and parking operations, rental car transportation, luggage capacity, fleet replacement, and related needs.
Recommend shuttle buses, passenger vans, and transportation solutions that fit customers’ operational requirements, fleet needs, budgets, and intended applications.
Prepare and present customer-specific proposals, fleet recommendations, vehicle configurations, demonstrations, and pricing.
Negotiate pricing, vehicle configurations, delivery expectations, and other commercial terms within company guidelines.
Develop relationships with executives, operations leaders, procurement professionals, fleet and transportation managers, airport stakeholders, contractors, and other decision makers to generate sales, repeat business, referrals, and account growth.
Understand customer procurement requirements, purchasing timelines, cooperative and government contracts, funding considerations, bids, and RFP requirements.
Monitor and pursue applicable bids, RFPs, cooperative purchasing opportunities, government contracts, and other regional purchasing opportunities.
Own customer relationships through order and delivery, coordinating with sales leadership, operations, finance, fulfillment, and support teams.
Manage sales activity through customer outreach, territory planning, account management, pipeline development, visits, demonstrations, and participation in industry events and trade association meetings.
Maintain accurate customer activity, opportunities, forecasts, next steps, and pipeline information in Salesforce in accordance with company processes.
Provide regular forecasts and territory updates to the Director of Public Sector Sales, including pipeline status, expected closings, account activity, revenue opportunities, risks, and barriers.
Track competitor activity, purchasing patterns, market conditions, fleet replacement activity, and other factors that may affect sales opportunities or performance.
Travel regularly within the assigned region, including overnight travel, to meet customers, develop opportunities, demonstrate vehicles, attend events, support tender and RFP activities, and build customer relationships.