Regional Fleet Account Executive

About the role

At JIT Parts we invest in and grow businesses that disrupt their industries by putting the customer’s needs first. We expect our team members to act with an owner mindset: relentless about creating value for the customer, dogged about finding efficiencies, and ready to stand arm-in-arm with the team until the job is done—and to do it again the next day with a smile.

Summary

The Regional Fleet Account Executive is a results-driven fleet sales professional responsible for driving profitable growth by helping fleet customers reduce total cost of ownership, minimize truck downtime, and improve operational efficiency. This role demands deep industry and technical expertise, disciplined execution, and a relentless “go get” mentality to win and grow fleet business. The executive must be a solutions provider comfortable dealing with all levels of an organization—from the mechanic on the floor to the Owner/Senior Executive—developing close relationships and determining the customer’s needs. The position is involved in all aspects of the account and region, including pricing, new product development, logistical issues, operational compliance, and market/competitive analysis.

Responsibilities

• Customer – Develop lasting relationships with customers and provide an excellent purchasing experience that leads to dedicated and residual business partnerships.
• People – Maintain a team-oriented attitude and approach with the GVW group and customer base; recognize that people drive the business.
• Product & Sales – Develop and execute customer-specific sales strategies with fleet customers in the assigned territory.
• Market – Understand each customer’s market and communicate any competitor market developments to the leadership team.
• Operational Excellence – Understand each customer’s market and communicate any competitor market developments to the leadership team.

Position Requirements

• Minimum of 5 years of sales experience, preferably in commercial vehicle and/or trailer parts.
• Verifiable history of exceeding goals.
• Strong desire to win and be a great teammate.
• Passionate about customer service.
• Open to coaching and feedback.
• Technology proficient (Microsoft Office including Word, Excel, PowerPoint, Teams, Outlook).

Travel/Residence Requirements: Must be a resident of Louisville, KY or live within a 45-mile radius; travel as needed.

Key Competencies

• Heavy-Duty Truck Parts Industry Expertise
  • Deep working knowledge of the heavy-duty truck parts aftermarket, including refuse, vocational, vocational-OTR crossover, and fleet maintenance environments.
  • Strong understanding of OE vs. aftermarket (Common OE, Exclusive, Private Label) parts strategies and when to deploy each.
  • Knowledge of fleet purchasing behaviors, maintenance cycles, warranty considerations, and regulatory/DOT requirements.
  • Understands how fleets evaluate value beyond price: uptime, availability, service, reliability, and ease of doing business.
• Technical Truck Parts Knowledge
  • Strong technical understanding of core product categories (drivetrain, braking, electrical, suspension, HVAC, consumables, and wear items).
  • Able to confidently engage fleet technicians, maintenance managers, and shop foremen on fit, form, function, and troubleshooting.
  • Can identify failure patterns, substitute parts, and alternative configurations to solve real-world fleet issues.
  • Translates technical detail into clear business value for procurement and leadership.
• Intellectual Curiosity & Discovery – Conduct thorough needs assessment.
• Solution-Based & Consultative Selling
  • Provide alternative solutions when OE or traditional options are constrained by price, availability, or lead time.
  • Design custom and tailored solutions for fleets, including kit solutions, common/match-made (private label) alternatives, inventory strategies, and speed-to-service/delivery solutions.
  • Focused on reducing fleet downtime, improving first-time fix rates, and simplifying fleet maintenance operations.
  • Position JIT as a partner, not just a parts supplier.
• Execution & Personal Attributes
  • “Go-Get” Grinder Mentality – Highly competitive, hungry, and motivated by earning business and winning accounts; comfortable prospecting, chasing opportunities, reopening dormant accounts, and pushing deals across the finish line; willing to outwork competitors through activity, follow-up, and persistence; embraces accountability for results; proven sales performance; ownership mindset; resilience and grit; closing discipline.
  • Discipline & Self-Motivation – Highly disciplined self-starter who plans the week, executes daily, and tracks outcomes; strong adherence to Individual Sales Plans (ISPs), CRM usage, pipeline management, and forecasting discipline; manages time effectively between field activity, customer follow-up, internal coordination, and opportunity development; consistently executes agreed-upon actions without constant supervision; coachability.
  • Communication & Relationship Management – Strong communicator across multiple fleet stakeholders (fleet technicians and shop managers; procurement and sourcing leaders; fleet executives and ownership); tailors messaging (technical detail for the shop; cost, savings, and reliability for procurement; strategic value and partnership for executives); builds trust through responsiveness, transparency, and follow-through.
  • Competitive & Market Awareness – Deep understanding of the competitive landscape (OE dealers, aftermarket distributors, private-label competitors); knows competitor strengths, weaknesses, pricing strategies, service gaps, and delivery models; anticipates competitive threats and proactively positions JIT’s value, differentiation, and service advantages; brings competitive intelligence back to the organization to inform pricing, product, and service decisions.
• Business Acumen

Benefits

• Competitive compensation that recognizes skills, experience, and impact.
• Comprehensive medical, dental, vision, and life and AD&D insurance, plus short-term and long-term disability to support well-being.
• 401(k) with company match to help invest in the future.
• Paid time off and company holidays to rest, recharge, and maintain work-life balance.
• A high-impact role with real ownership.