Public Sector Regional Sales Manager

Master's Transportation • Kansas City, MO

4h • Remote

About The Position

The Regional Sales Manager – Public Sector & Airports is responsible for proactively developing an assigned region by identifying, creating, developing, and securing new business with public sector, government, airport, and aviation-related customers. This position requires constant territory development, face-to-face interaction with customers, and the ability to identify their needs, funding sources, fleet replacement cycles, acquisition pathways, and upcoming opportunities before formal tenders or applications are published. The position focuses on building relationships with 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, including prospecting, customer needs assessment, route and capacity assessment, product recommendations, pricing, bid and RFP support, contract coordination, and post-sale follow-up. The Regional Sales Manager – Public Sector and Airports collaborates closely with internal sales leadership and operations teams to expand market presence, strengthen customer relationships, and drive revenue growth within the assigned region.

Requirements

• High school diploma or equivalent required.
• Minimum of three years of successful sales experience, preferably in B2B, fleet, transportation, commercial vehicle, or public sector sales.
• Demonstrated ability to proactively develop an assigned territory, identify and create new business opportunities, build a sales pipeline, manage customer relationships, maintain accurate forecasting and activity in the CRM, and meet regional sales and revenue targets.
• Experience with Salesforce or another CRM system to manage customer activity, sales opportunities, forecasts, and portfolio reports.
• Valid driver's license and a clean driving record are required.

Nice To Haves

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

Responsibilities

• Achieve assigned regional sales and revenue objectives through the sale of the company’s shuttle buses, passenger vans, and related transportation solutions.
• Acquire new customers and grow existing accounts through consistent prospecting, customer outreach, field visits, relationship management, vehicle demonstrations, and follow up.
• Manage the full sales cycle from initial prospecting and customer discovery through product recommendation, presentation, pricing, proposal development, negotiation, closing, order coordination, delivery, and post sale follow up.
• Build, maintain, and convert a qualified regional sales pipeline while maintaining appropriate activity levels and consistently advancing opportunities toward close.
• Develop and manage assigned public sector accounts throughout the region, including airport authorities, airport operators, airlines, rental car operators, parking operators, municipalities, government entities, and contractors supporting passenger transportation operations.
• Conduct customer discovery to understand passenger volumes, route requirements, service frequency, capacity, accessibility needs, vehicle clearances, operating environments, duty cycles, fleet requirements, reliability expectations, and total cost of ownership.
• Recommend appropriate shuttle bus, passenger van, and transportation solutions based on the customer’s operational requirements, fleet needs, budget, and intended application.
• Prepare and present customer specific proposals, fleet recommendations, vehicle configurations, demonstrations, and pricing that address operational, financial, and purchasing requirements.
• Negotiate pricing, vehicle configurations, delivery expectations, and other commercial terms within established company guidelines to successfully close sales opportunities.
• Build and maintain relationships with executives, operations leaders, procurement professionals, fleet managers, transportation managers, airport stakeholders, contractors, and other key decision makers to generate new vehicle sales, repeat business, referrals, and long-term account growth.
• Understand customer procurement requirements, purchasing timelines, available cooperative contracts, government contracts, funding considerations, bids, and RFP requirements as necessary to successfully advance and close sales opportunities.
• Monitor and pursue applicable bids, RFPs, cooperative purchasing opportunities, government contracts, and other purchasing opportunities within the assigned region.
• Maintain ownership of the customer relationship throughout the order and delivery process, coordinating with internal sales leadership, operations, finance, fulfillment, and support teams to ensure customer expectations are met.
• Manage regional sales activity through regular customer outreach, territory planning, account management, pipeline development, customer visits, vehicle demonstrations, and participation in appropriate industry events and trade association meetings.
• Maintain accurate customer activity, sales opportunities, forecasts, next steps, and pipeline information in Salesforce in accordance with company sales processes.
• Provide regular sales forecasts and territory updates to the Director of Public Sector Sales, including pipeline status, expected closings, account activity, revenue opportunities, risks, and barriers to achieving sales goals.
• Track competitor activity, customer purchasing patterns, market conditions, fleet replacement activity, and other factors that may affect sales opportunities or regional sales performance.

Benefits

• Generous Paid Leave and 12 Paid Holidays.
• Competitive health insurance, dental, vision, company-paid life insurance, and short/long-term disability benefits.
• 401(k) with company match.
• Flexible Spending and Health Savings Accounts.
• Discounts for travel, entertainment and more.
• Investment in Employee Development

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED