Director, Strategic Fleet Sales
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Job Description
Director winning national fleet maintenance accounts for Kooner Fleet Management Solutions. Owning complex enterprise sales cycles, pilots, pricing, and nationwide rollout strategies.
Responsibilities:
- Own a defined list of Kooner's highest-value strategic fleet prospects
- Develop strategic account plans covering organizational structures, fleet profiles, maintenance models, buying processes, stakeholders, vendors, and competition
- Build multi-level relationships with fleet, transportation, procurement, operations, finance, safety, maintenance, and executive leaders
- Create executive-level outreach plans and secure meetings with senior decision-makers
- Lead comprehensive discovery into fleet operations, maintenance practices, staffing, outsourced services, downtime, service levels, technology, and procurement
- Quantify operational and financial impacts of current maintenance models
- Develop customized value propositions and business cases focused on measurable customer outcomes
- Lead pricing models and commercial strategies for complex opportunities
- Develop proposals, presentations, pricing schedules, business cases, and executive recommendations
- Design pilot programs, establish objectives and success metrics, and develop phased regional or national rollout strategies
- Own the full 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
- Maintain CRM records, account plans, forecasts, pipeline data, and opportunity next steps
- Provide regular strategic account updates to executive leadership
- Represent Kooner FMS at conferences, customer meetings, industry events, and partner meetings
- Monitor competitors, industry trends, outsourcing strategies, and customer buying behavior
- Identify emerging market opportunities and strengthen Kooner's reputation among major commercial fleets in North America
Requirements:
- 10+ years of fleet, transportation, automotive, commercial vehicle, fleet maintenance, fleet technology, or related B2B sales experience
- Demonstrated experience selling directly to large national fleets and enterprise organizations
- Existing relationships with leaders responsible for major commercial fleets
- Experience calling on organizations comparable in size and complexity to Walmart, The Home Depot, FedEx, UPS, Amazon, PepsiCo, Coca-Cola, Sysco, Ryder, Penske, major utilities, national rental fleets, or similar organizations
- Proven success navigating complex enterprise sales cycles involving multiple stakeholders
- Track record of winning large strategic accounts with significant annual revenue potential
- Strong understanding of fleet maintenance operations and the economics surrounding fleet uptime, technician productivity, preventive maintenance, repair services, and asset utilization
- Ability to translate operational challenges into financial business cases
- Experience developing customized pricing and commercial models
- Experience designing pilots and phased enterprise rollouts
- Strong executive presence and ability to communicate with senior corporate leaders
- Advanced negotiation, presentation, discovery, and relationship-development skills
- Ability to manage a small number of highly complex opportunities with discipline and persistence
- Strong financial and analytical skills
- Proficiency with CRM platforms, Microsoft Office, and presentation tools
- Willingness to travel up to 50-75% for customer meetings, site visits, conferences, and strategic pursuits
- Valid driver's license and clean driving record
Benefits:
- Uncapped commissions paid quarterly
- Company car allowance
- 401(k) with company match
- Medical, dental, and vision insurance
- Life and disability insurance
- Employee assistance program
- Employee referral program
- Remote work flexibility
- Direct exposure to Kooner's executive leadership
- Opportunity to help shape Kooner's national strategic account strategy
- Significant career growth opportunity within a rapidly expanding organization
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