Territory Sales Manager - Work & Delivery Vehicles

About the Role: 

We are seeking a results-driven Territory Sales Manager to drive fleet and OEM sales within the work and delivery vehicle market. This role is responsible for developing and expanding relationships with fleet management companies, vehicle upfitters, and OEMs to drive sales growth. The ideal candidate will have a deep understanding of the commercial vehicle space, strong business acumen, and a passion for sales. 

KPIs & Metrics: 

• BCN Dollars: Achieve and exceed quarterly and annual targets for BCN dollars to contribute directly to revenue growth. 

• Opportunity Dollars: Identify and convert new business opportunities within the target market, with a focus on increasing opportunity dollars. 

• Rush Orders: Improve processes and collaboration to efficiently manage and increase the volume of rush orders. 

• Customer Engagement: Enhance customer relationships through regular touchpoints and strategic engagement, aiming for high customer satisfaction and loyalty. 

Primary Responsibilities: 

• Execute a strategic sales plan to drive revenue growth within the work and delivery vehicle segment. 

• Strengthen relationships and grow revenue within an existing book of business while identifying new business opportunities. 

• Oversee long and short-range sales and marketing strategies to include competitive analysis of market trends and identification of new market opportunities. 

• Act as a trusted advisor to fleet management companies, OEMs, and vehicle upfitters, providing tailored solutions. 

• Collaborate with internal teams, including product management and engineering, to align offerings with customer needs. 

• Work with Product Teams to develop pricing strategy and market insights to optimize product offerings. 

• Represent the company at industry events, trade shows, and customer meetings to drive brand visibility and lead generation. 

• Create and implement annual forecasts to include revenue, profits, and expenses. 

• Track and report on sales performance, pipeline management, and market trends. 

Qualifications & Business Experience: 

• 5+ years of experience in fleet management, vehicle upfitting, or OEM final state manufacturing. 

• Proven success in B2B sales within the commercial vehicle space. 

• Strong executive presence, negotiation skills, and presentation capabilities. 

• Ability to translate strategy into executable tactics with strong business acumen. 

• Passion for field sales with the ability to build and maintain strong customer relationships. 

• Ability to travel 40-50%, depending on home location. 

• Bachelor’s degree preferred.

• Excellent analytical, leadership, and communication skills.