Sales Strategy Manager - Heavy Duty & Industrial Fleets
About The Position
The Sales Strategy Manager HD&I is responsible for driving expansion within heavy-duty fleet segments by building strategic accounts with technical expertise. This role requires a results-oriented leader with strong filtration commercial acumen, digital strategy expertise, and proven ability to manage complex accounts. The ideal candidate will have direct experience in fleet distribution models, contract management, and filtration solutions for heavy-duty and off-road applications. Additionally, the role demands technical expertise to help customers optimize Total Cost of Ownership (TCO) through inventory optimization, superior product duration, and warranty management.
Requirements
- Bachelor’s degree in Engineering or Business
- 8+ years in business development, sales, or account management within heavy-duty aftermarket
- Proven track record in setting up fleet customers with Class 6/7/8 trucks
- Proven expertise in direct-to-fleet distribution model development
- Contract management for fleet customers
- Class 6, 7 and 8 fleet operations knowledge
- Technical sales expertise with engineering background and TCO (Total Cost of Ownership) analysis
- Strong negotiation, leadership, and analytical skills
Nice To Haves
- MBA
- Experience in the filtration industry
- Experience in agriculture fleet replacement parts business
- Experience in construction filtration business
- Experience in mining filtration business
- Proven success in key account management and revenue growth
- Ability to lead digital initiatives and process optimization projects
- Strategic thinker with strong execution capabilities
Responsibilities
- Identify and target key fleet segments (Class 6/7/8 trucks, construction, agriculture, mining)
- Drive expansion within heavy-duty fleet segments by building strategic accounts with technical expertise
- Help customers optimize TCO by optimizing inventories and addressing warranty concerns
- Evaluate market opportunities from market research and leads from existing sales team
- Build compelling value propositions from analysis of fleet operator buying behaviors and TCO challenges
- Develop account-specific entry strategies (define customer-specific SWOT) and bring the right internal support team
- Build relationships with key fleet operators and represent the company at industry events
- Develop tailored pricing strategies aligned with product management and sales leadership
- Establish and optimize direct-to-fleet distribution models for Class 6, 7 and 8 fleets
- Drive digital transformation initiatives to enhance customer engagement and operational efficiency
- Partner with engineering, marketing, and operations teams to deliver integrated solutions
- Champion process improvement
- Monitor KPIs including revenue growth, customer retention, and pipeline conversion
- Provide actionable insights through data analytics and CRM tools
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
