Director, Strategic Fleet Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a select group of Kooner's most valuable strategic fleet prospects.

• Formulate strategic account plans that encompass organizational structures, fleet profiles, maintenance models, buying processes, stakeholders, vendors, and competitors.

• Cultivate multi-tiered relationships with leaders in fleet, transportation, procurement, operations, finance, safety, maintenance, and executive roles.

• Develop outreach strategies aimed at securing meetings with high-level decision-makers.

• Conduct thorough investigations into fleet operations, maintenance practices, staffing, outsourced services, downtime, service levels, technology, and procurement.

• Assess the operational and financial repercussions of current maintenance models.

• Create tailored value propositions and business cases focused on quantifiable customer outcomes.

• Spearhead pricing models and commercial strategies for intricate opportunities.

• Draft proposals, presentations, pricing schedules, business cases, and executive recommendations.

• Design pilot programs, set objectives and success metrics, and create phased strategies for regional or national rollouts.

• Manage the entire enterprise sales cycle through contract execution, including RFPs, negotiations, legal, finance, IT, procurement, and executive approvals.

• Coordinate internal resources across executive leadership, operations, recruiting, finance, and account management.

• Keep CRM records updated, along with account plans, forecasts, pipeline data, and next steps for opportunities.

• Provide regular strategic account updates to executive leadership.

• Represent Kooner FMS at conferences, customer meetings, industry events, and partner meetings.

• Track competitors, industry trends, outsourcing strategies, and customer purchasing behaviors.

• Identify emerging market opportunities and enhance Kooner's reputation among major commercial fleets in North America.

⛳️ Requirements

• A minimum of 10 years of experience in fleet, transportation, automotive, commercial vehicle, fleet maintenance, fleet technology, or related B2B sales.

• Proven experience selling directly to large national fleets and enterprise organizations.

• Established relationships with leaders overseeing major commercial fleets.

• Experience engaging with organizations of similar size and complexity to Walmart, The Home Depot, FedEx, UPS, Amazon, PepsiCo, Coca-Cola, Sysco, Ryder, Penske, major utilities, national rental fleets, or comparable entities.

• Demonstrated success in navigating complex enterprise sales cycles involving multiple stakeholders.

• Proven track record of securing large strategic accounts with substantial annual revenue potential.

• Strong knowledge of fleet maintenance operations and the economics influencing fleet uptime, technician productivity, preventive maintenance, repair services, and asset utilization.

• Ability to convert operational challenges into financial business cases.

• Experience in developing customized pricing and commercial models.

• Proficiency in designing pilot initiatives and phased enterprise rollouts.

• Strong executive presence with the ability to communicate effectively with senior corporate leaders.

• Advanced skills in negotiation, presentation, discovery, and relationship-building.

• Capability to manage a limited number of highly complex opportunities with diligence and persistence.

• Strong financial acumen and analytical capabilities.

• Proficient in CRM platforms, Microsoft Office, and presentation tools.

• Willingness to travel 50-75% for customer meetings, site visits, conferences, and strategic initiatives.

• Possession of a valid driver's license and a clean driving record.

🏝️ Benefits

• Uncapped commissions paid quarterly.

• Company car allowance.

• 401(k) plan with company matching.

• Medical, dental, and vision insurance.

• Life and disability insurance.

• Employee assistance program.

• Employee referral program.

• Flexibility for remote work.

• Direct access to Kooner's executive leadership.

• Opportunity to influence Kooner's national strategic account strategy.

• Significant career advancement opportunities within a rapidly growing organization.