Fleet Operations Sr. Manager

Senior Manager of Bus Sales – responsible for driving revenue growth, profitability, and market expansion across Cox Fleet and Wisconsin Bus Sales. This leader manages a high‑performing, customer‑focused sales team responsible for growing existing accounts and acquiring new business, and partners closely with Vehicle Operations, senior leadership, OEMs, and suppliers to execute go‑to‑market strategies and deliver integrated solutions.

• Develop and execute strategic sales plans to maximize revenue, margin, and market share across bus sales and fleet solutions.
• Identify and pursue new business opportunities across municipal, school district, commercial fleet, and private transportation sectors.
• Lead account‑growth strategies for existing customers, including vehicle replacement cycles, expansion opportunities, and contract renewals.
• Drive adoption of leasing, maintenance management, and bundled service offerings to support long‑term customer relationships.
• Oversee inventory strategy and pipeline management for bus products, ensuring alignment with market demand and financial targets.
• Partner with OEMs and suppliers to optimize product availability, pricing strategies, and rebate opportunities.
• Direct execution of sales processes, policies, and performance standards to achieve revenue and profitability goals.
• Review and approve sales proposals, contracts, and commission structures to ensure accuracy and alignment with margin expectations.
• Provide guidance and coaching to sales team members on deal strategy, pricing, and customer engagement.
• Coordinate regional marketing efforts, trade shows, and industry events in partnership with marketing teams.
• Foster a high‑performance, accountable, and customer‑centric sales culture.
• Build and maintain strong relationships with customers, OEM partners, and internal stakeholders across Cox Automotive.
• Recruit, develop, and retain top sales talent; provide ongoing coaching, mentoring, and performance management.
• Promote continuous learning and professional development aligned with current and future business needs.
• Ensure effective use of CRM tools (e.g., Salesforce) for pipeline visibility, forecasting, and performance tracking.
• Take on additional responsibilities as assigned to support business objectives.

• Bachelor’s degree in a related discipline and 8 years’ experience in a related field (alternative combinations such as a master’s degree with 6 years or a Ph.D. with 3 years are considered).
• 3+ years’ experience in a management or leadership role.
• Proven track record of achieving or exceeding sales targets in a complex, solution‑based sales environment.
• Strong understanding of fleet operations, vehicle lifecycle management, and transportation industry dynamics.
• Demonstrated ability to build and maintain relationships across diverse customer segments (public sector, commercial, etc.).
• Strong negotiation skills with the ability to balance customer needs and margin objectives.
• Experience in strategic sales planning, forecasting, and territory management.
• Ability to analyze market trends, customer needs, and financial data to inform sales strategy.
• Experience working with OEM partners and understanding of dealership or distribution models.
• Demonstrated ability to lead teams, drive accountability, and deliver results through others.
• Strong cross‑functional collaboration skills across sales, operations, and leadership teams.
• Proficiency with Salesforce and Microsoft Office.
• Excellent verbal and written communication skills.
• Ability to travel up to 50% (including overnight travel).

We are an equal‑opportunity employer, including disability/vets.