Strategic Sales Manager

Job Overview

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

Most of the travel involves day trips by car, plus 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.
• Achievement of sales goals and annual plans.

• Analytic skills – effectively coach prospective clients through the 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.

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Comfortable working in a collaborative fashion with the AVP of Business Development, the SRVP Sales and Client Relations, the CEO, and other functional leaders. Must know when and how to bring in senior management to enhance the sales process.
• Experience selling value versus price, 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 in the end the performance metric that really matters.
• Able to demonstrate self‑discipline to work without direct supervision.
• Valid driver's license with good record.

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

• Integrity – Always act with integrity and honesty.
• One Team – Treat others with dignity and respect; act as a cohesive, inclusive and accountable team that is making a difference.
• Innovation – Drive continuous improvement, spark creativity and embrace next generation thinking.
• Customer Success – Ensure that customer and driver success is at the heart of everything we do.