Sales Account Manager – Southwest

ABC Companies•Grand Prairie, TX

About The Position

The Sales Account Manager is responsible for driving sales performance, developing new business, and managing customer relationships within an assigned Southwest territory. The position sells and leases new and pre-owned motorcoaches and serves as the primary sales contact for assigned accounts, managing the sales cycle from prospecting and needs assessment through vehicle presentations, pricing negotiations, documentation, and delivery coordination. The role develops new customer relationships and grows existing accounts by understanding fleet operations, purchasing considerations, and transportation needs. It also monitors market and competitive activity, maintains sales pipeline and CRM records, prepares forecasts and reports, and provides updates to sales leadership. The Sales Account Manager collaborates with Finance, Credit and Collections, Sales Operations, and other internal teams to support transactions and customer needs. Regular travel throughout the assigned territory is required, and additional accounts or geographic responsibilities may be assigned based on business needs. The position reports to the Senior Vice President of Sales.

Requirements

Demonstrated successful sales experience.
Experience managing assigned accounts, developing new business, and negotiating sales transactions.
Ability to obtain and maintain a Class B Commercial Driver's License (CDL) with passenger endorsement within 180 days of employment if not already qualified, including completion of applicable DOT requirements.
Proficiency with Microsoft Office applications, including Word, Excel, and Outlook.
Experience using CRM platforms, sales automation tools, and other business systems.
Willingness and ability to travel up to 50% throughout the assigned territory.
Strong consultative selling, relationship management, and business development abilities.
Effective negotiation, persuasion, and customer communication skills.
Ability to identify customer needs and recommend appropriate transportation solutions.
Strong organizational, time management, and territory planning skills.
Ability to manage multiple sales opportunities, competing priorities, and deadlines.
Ability to maintain accurate CRM records, sales pipelines, and forecasts.
Sound business judgment and ability to balance customer expectations with company objectives.
Strong interpersonal skills and ability to collaborate across departments.
Self-motivated, results-oriented approach and ability to work independently.
Commitment to professionalism, integrity, and exceptional customer service.
Ability to lift, move, or handle items weighing up to 50 pounds.
Ability to stand, walk, and move for extended periods, potentially 80–100% of a shift during certain activities.
Ability to enter, exit, inspect, and demonstrate commercial vehicles as required.
Ability to travel regularly throughout the assigned territory, including driving and visiting customer locations.
Ability to perform administrative tasks involving prolonged computer use.

Nice To Haves

Sales experience involving motorcoaches, buses, automobiles, trucks, or commercial heavy vehicles is preferred.
Five years of successful bus sales experience with ABC Bus, Inc., or eight years of relevant industry experience is preferred.
Experience with commercial vehicle sales, fleet operations, or transportation-related products is strongly preferred.

Responsibilities

Develop and execute sales activities to increase new and pre-owned motorcoach sales and leasing opportunities in the assigned territory.
Identify, prospect, and develop relationships with commercial fleet operators, transportation providers, and other potential customers.
Maintain and grow existing accounts through regular engagement, relationship management, and identification of further business opportunities.
Conduct customer visits, presentations, vehicle demonstrations, and product discussions.
Assess customer needs and recommend appropriate vehicle configurations, products, and transportation solutions.
Monitor territory performance, market penetration, competitive activity, and emerging business opportunities.
Maintain current knowledge of motorcoach products, industry developments, marketplace conditions, and competitive offerings.
Represent ABC Companies professionally at customer meetings, industry events, and other business development activities.
Manage the sales process from initial engagement through quotation, negotiation, order placement, and vehicle delivery.
Prepare and present vehicle quotations, proposals, and sales or lease documentation.
Negotiate vehicle pricing and trade-in values according to company guidelines and approval processes.
Present, operate, and explain ABC motorcoach products and related features.
Coordinate incoming and outgoing motorcoach inspections to verify conformance with sales agreements and documented specifications.
Work with internal departments on financing arrangements, insurance requirements, and transaction documentation.
Assist the Credit and Collections department with customer-related matters as requested.
Address customer questions and coordinate resolution of sales-related issues throughout transactions.
Serve as a primary contact for assigned accounts throughout the sales lifecycle.
Understand customers’ fleet operations, replacement cycles, purchasing plans, and long-term transportation needs.
Communicate with customers about quotations, orders, vehicle availability, delivery schedules, and transaction status.
Coordinate internal follow-through on customer requests and commitments, and identify opportunities for retention, repeat business, and account growth.
Maintain accurate CRM records of prospects, customer interactions, quotations, orders, sales, and leases.
Prepare and submit weekly sales activity reports to the Senior Vice President of Sales.
Track and report customer visits, opportunities, pipeline activity, deliveries, financing status, and other relevant sales information.
Monitor performance against territory objectives and identify opportunities for improvement.
Provide sales forecasts, market intelligence, and other information requested by sales leadership.
Use sales automation tools and business applications to manage customer relationships and daily sales activities.
Partner with Sales leadership and internal departments to support business objectives and customer satisfaction.
Maintain professional relationships with customers, vendors, colleagues, and business partners.
Comply with company policies, sales procedures, and applicable regulatory requirements.
Obtain and maintain required commercial driving qualifications within established timelines.
Perform other duties as assigned to support sales operations and organizational objectives.