Idealease Sales Director

Fleet Growth, Planning, and Retention

• 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.

Sales Leadership and Customer Development

• 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.

Cross-Functional Execution, Pricing, and CRM

• 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.

Behaviors That Drive Success

• 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.

Performance Measures

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

Qualifications

• 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 ability to sell and build relationships at all customer levels, including owner/executive level, with working knowledge of full service lease structures, terms, and contract negotiation.
• Strong strategic planning, analytical, communication, presentation, and CRM/business-system skills.
• Bachelor's degree in business or related field, or commensurate experience.
• Valid driver's license and insurable driving record; ability to travel weekly, including overnight, and work from an assigned RWC location.
• Ability to pass a pre-employment background check and drug screen in accordance with company policy.

Preferred

• Idealease or competing full-service lease provider experience (e.g., Ryder, Penske, NationaLease).
• Familiarity with International, Hino, and Isuzu products.
• Multi-location/multi-state territory experience and success leading sales in a matrix organization.