VP, Fleet Account Executive

JD Power • Troy, MI

3d • Remote

About The Position

The VP, Fleet Account Executive is a strategic sales leader responsible for driving profitable revenue growth across the North American fleet industry by leveraging JD Power’s data, advisory, and predictive analytics solutions. The role develops and maintains C-suite client relationships, expands the company’s fleet-industry revenue base, manages sales opportunities, and presents tailored solutions that address client needs. It also represents JD Power at fleet industry events as a company representative and subject matter expert.

Working with business development, account management, customer success, customer solutions, product development, and project managers, the executive shapes fleet-specific product and service strategies, oversees client engagement and satisfaction, and supports delivery of client projects. The role includes identifying new business, negotiating and closing sales, managing contracts, developing pricing and account strategies, and contributing to cross-sell, up-sell, and product development efforts. The position is remote in the USA, reports to the SVP, OEM Sales, and requires travel as needed (up to 15–50%).

Requirements

• 8–10 years of fleet industry experience, preferably with a fleet organization.
• Bachelor’s degree.
• Experience in sales, marketing, customer success, or product development.
• Experience working with cross-functional teams.
• Fluency in the fleet and adjacent industries, including their organizational structures and business challenges.
• Working understanding of online marketing tools and technologies for tier 1, tier 2, and tier 3 channels.
• Ability to consult with clients to analyze and define creative solutions or concepts.
• Demonstrated knowledge of OEM variable marketing strategies, including incentives, and their impact on sales volume.
• Strong knowledge of data analytics and consulting and their complementary solutions.
• Ability to identify industry trends and understand macroeconomic cycles.
• Expertise and established contacts and relationships in the North American fleet industry.
• Ability to build and maintain strong client relationships and follow professional protocols.
• Analytical, evaluative, and problem-solving abilities.
• Excellent communication, time management, and organizational skills.
• Expertise in creating and delivering impactful presentations.
• Proficiency in drafting and negotiating Statements of Work (SOW), Change Orders (CO), Master Service Agreements (MSA), License and Service Agreements (LSA), and commercial Terms & Conditions (T&C).
• Advanced proficiency in Salesforce for opportunity management and tracking.
• Advanced skills in Microsoft Excel, Word, PowerPoint, and Outlook.
• Self-motivated, results-oriented, and adaptable to fast-paced environments.
• Ability to manage multiple priorities effectively.
• Willingness to travel as required (up to 15–50%).
• Legally authorized to work in the country where employment is offered; employment sponsorship is not provided.

Nice To Haves

• Advanced degree.

Responsibilities

• Develop a comprehensive understanding of JD Power’s data, products, advisory, and predictive analytics solutions and their value to the fleet industry.
• Serve as a fleet-industry leader and subject matter expert, representing the company at industry forums and functions and through presentations, speaking, and writing.
• Expand the business and revenue base within the fleet industry, including developing and maintaining C-suite relationships and pursuing new sales.
• Define product and service bundles for the North American fleet industry and help develop new offerings.
• Negotiate and close new sales deals.
• Manage day-to-day client interactions, expectations, and customer satisfaction.
• Build knowledge of each client’s business, organization, and objectives.
• Source, develop, and nurture relationships within target client accounts; use existing contacts, cold calling, and networking to generate new contacts.
• Understand competitive products and solutions and communicate the differentiation and unique selling points of JD Power’s offerings.
• Manage the Salesforce sales pipeline, ensure timely follow-ups, and maintain a consistent cadence for renewals and new opportunities.
• Create professional PowerPoint proposals and presentations that showcase solution capabilities and value propositions.
• Complete or support responses to RFI, RFP, and RFQ requests.
• Collaborate with other JD Power product groups to develop and execute cross-sell and up-sell strategies.
• Develop, review, and manage contractual documents to align with client needs and organizational standards.
• Build trusting, professional relationships with client stakeholders, budget holders, and executives.
• Lead discovery in client meetings and presentations to identify client challenges and opportunities and align existing or potential solutions to those needs.
• Develop client-specific annual sales and pricing strategies, including carryover services, upselling and cross-selling existing solutions, and roadmaps for product enhancements and new product development.
• Work with JD Power project managers to proactively oversee projects and ensure deliverables meet client expectations.

Benefits

• Eligible employees may participate in medical, dental, vision, disability, and life insurance.
• Retirement savings programs.
• Paid time off.
• Wellness programs.
• Other company-sponsored benefits, which vary by country and employment status.
• Flexible work arrangements.
• Opportunities for learning and development.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive