Strategic Sales Manager

Job Overview

The Strategic Sales Manager is a highly visible position responsible for developing new business for mid‑size prospects, targeting companies with mid‑size fleets, and employing consultative selling skills to win new accounts in the region. The manager will execute business development strategies and manage all aspects of a multi‑level sales cycle. The role may be based in a major metropolitan area within a given territory, working from a home office with 50% of the time spent in the field.

Most travel involves day trips by car and two or three nights out‑of‑town per month.

• Successfully win new business to increase sales.
• Negotiate contract terms and product pricing to attain mutually beneficial business relationships with new clients.
• Identify key decision‑makers and stakeholders and develop multi‑level relationships within target companies.
• Establish credibility as a knowledgeable industry resource.
• Determine credit worthiness of target accounts and establish priority prospects.
• Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.
• Collaborate with internal resources to develop and execute effective sales strategies.
• Prepare and present winning sales proposals that address the specific needs of the prospective client and differentiate the unique service solutions that are offered.
• Support the new account integration process and partner with the designated Account Team to ensure new clients receive the full benefit of the established contract.
• Maintain an accurate, up‑to‑date database on all prospects.
• Report relevant information regarding potential new accounts, target companies, and competitor’s practices.
• Achieve sales goals and annual plans.

• Analytic skills – effectively coach prospective clients through complex financial issues and value economics of $100 million+ sourcing decisions.
• Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.

• Comfortable working in a collaborative fashion with the AVP of Business Development, the SRVP Sales and Client Relations, the CEO, and other functional leaders.
• Know when and how to bring in senior management to enhance the sales process.
• Experience selling value versus price, and excellent solution selling skills.
• Enthusiasm – stay positive and be a port in the storm during the most difficult situations.
• Strategic thinking – navigate complex deals with complex issues and relationships.
• Versatility – function skillfully across a wide variety of issues and people.
• Personality – build relationships with key decision influencers across prospective clients and with key resources within the company.
• Strong negotiation and influence management skills, excellent customer relationship skills.
• Extraordinarily strong customer service orientation.
• Excellent presentation and facilitation skills, superb written, verbal, and people skills.
• Able to pursue multiple customers at once, high organization and prioritization skills.
• Experience and comfortable with 50% travel.
• Passion for winning—winning new business is the performance metric that matters.
• Demonstrate self‑discipline to work without direct supervision.
• Valid driver’s license with a good record.

Bachelor’s degree (BA) or related experience. Five (5) plus years of sales experience in industry with similar characteristics.

Position Type:
Full‑time, Monday through Friday. Travel: 50% Travel. Physical Demands:
Must regularly talk, hear, and use hands and fingers to operate call center tools. Work Environment:
The job is based on a virtual home office set up.

Pay Range: $97,600–$136,600. Base salary range listed above. Eligible to participate in the annual incentive plan based on company and individual performance. Actual pay offered will be determined on a case‑by‑case basis.

Wheels is a Drug‑Free Workplace. All employment is contingent on successful completion of drug and background screening. Wheels is an equal opportunity affirmative action employer and…