Idealease Sales Director

Idealease Sales Director Job Description

The Idealease Sales Director (ISD) is responsible for achieving net fleet growth by growing and retaining the full service lease (FSL) and full service equity lease (FSEL) fleet across assigned RWC Idealease markets. The role builds the annual growth plan for each market, develops and coaches the Idealease Account Managers (IAMs) who the ISD will work with to achieve objectives, and personally holds senior-level relationships with the largest current and prospective accounts.

This is a market-facing sales and leadership role, not an administrative one. Success depends on consistent physical presence in each assigned market, a disciplined sales process, and the ability to influence current and prospective customers.

The ISD reports directly to a home-market Idealease General Manager and has dotted-line coordination responsibility with General Managers in the other markets they support. Idealease Account Managers (IAMs) report to their local General Manager; the ISD works through a dotted-line relationship with IAMs and collaborates closely with Idealease Service Managers (ISMs) and Rental Managers.

• Set market sales goals, activity expectations, and account strategy with each local General Manager.
• Coach IAMs through joint calls, skill development, and written performance/input; participate in IAM selection while the local General Manager retains final hiring authority.

• Achieve annual FSL/FSEL net fleet growth through additions/retention with existing accounts and new customer acquisitions all to include national accounts.
• Own customer retention and a rolling 12–24 month lease-expiration pipeline; lead account reviews, renewal strategies, and recovery plans for at-risk customers.
• Build and manage annual market/IAM growth plans, including targets, priority conquest accounts, required activity, and regular performance assessments.

• Make joint calls with IAMs, strengthen sales process from prospecting through close and post-sale follow-up, and coach effective presentations and proposals.
• Maintain senior-level relationships with major current and prospective customers and participate in local industry/customer organizations that create sales opportunities.
• Assess IAM development needs and partner with General Managers on training, performance input, and hiring.

• Coordinate with ISMs on service plans, Rental on rental-to-lease opportunities, and the General Manager/CFO on customer qualification and deal approval.
• Price leases using the Idealease Rating System and structure business to achieve President’s Club margins; exceptions require General Manager approval.
• Maintain complete and accurate CRM activity, opportunity stages, lease expirations, and monthly market forecasts, and hold IAMs to the same pipeline standards.

• Be a consistent, visible presence in each assigned market and build relationships from the shop floor to the executive suite.
• Use emotional intelligence, sound judgment, urgency, and follow-through with customers and internal partners.
• Lead through influence, credibility, and results in a matrix structure and bring the right internal resources to meaningful sales opportunities.

• Measure
  :
  Net fleet growth
  Definition
  :
  Net FSL and FSEL units added across assigned markets (additions less returns)
  Target
  : ____ units
  Frequency
  :
  Monthly / Annual
• Measure
  :
  Lease retention rate
  Definition
  :
  Percentage of units on expiring leases renewed, replaced, or extended
  Target
  : ____%
  Frequency
  :
  Monthly
• Measure
  :
  New customer account units
  Definition
  :
  Customer units signed with no prior FSL/FSEL business with RWC Idealease
  Target
  : ____ units
  Frequency
  :
  Quarterly
• Measure
  :
  National account performance
  Definition
  :
  Unit additions and new customer units less returns on Idealease national account business
  Target
  : ____ units
  Frequency
  :
  Quarterly
• Measure
  :
  Pipeline coverage
  Definition
  :
  Qualified CRM pipeline value relative to remaining annual target
  Target
  : ____x
  Frequency
  :
  Monthly
• Measure
  :
  Gross profit per unit
  Definition
  :
  Average gross profit on newly signed FSL/FSEL units. Both medium and heavy measured.
  Target
  : $____ Medium
  $____ Heavy
  Frequency
  :
  Quarterly
• Measure
  :
  Rental-to-lease conversion
  Definition
  :
  Percentage of seeded rental units converted to a signed lease
  Target
  : ____%
  Frequency
  :
  Quarterly
• Measure
  : CRM discipline
  Definition
  :
  Activity logging, stage accuracy, and forecast accuracy in the CRM
  Target
  : ____%
  Frequency
  :
  Monthly
• Measure
  :
  Customer satisfaction
  Definition
  :
  Results of customer satisfaction survey or account review process
  Target
  : ____
  Frequency
  :
  Annual

• Seven (7)+ years in commercial truck lease/rental or comparable commercial transportation, fleet management, equipment leasing, or finance, including five (5)+ years in sales management or sales leadership.
• Proven…