Regional Fleet Sales Account Manager (OEM Program)

About the role

This position is responsible for driving commercial sales growth across an assigned territory by working directly with local dealerships and fleet customers. The Regional Fleet Sales Account Manager (OEM Program) will serve as the field sales expert for the OEM client's commercial vehicle lineup, partnering with Sales Representatives to convert qualified leads into commercial fleet sales. This role also develops and coaches dealer networks to strengthen commercial sales capabilities and deliver exceptional sales and service support.

Responsibilities

• Build and expand a robust regional commercial fleet sales pipeline, directly engaging business accounts and key stakeholders.
• Partner closely with virtual Sales Representatives to receive qualified "hot leads," co-manage high-value accounts, and drive local sales conversions.
• Train, mentor, and coach dealership staff on commercial vehicle prospecting, sales processes, fleet financing, and ongoing service requirements.
• Meet directly with fleet owners and commercial buyers to understand vehicle requirements (payload, towing, custom upfits) and present tailored vehicle solutions.
• Represent the brand at regional trade shows, commercial vehicle test-drive events, and local dealership fleet expos to build brand awareness and capture prospects.
• Ensure participating dealers adhere to commercial standards, including service department capabilities, loaner vehicle programs, and fleet customer experience protocols.

Requirements

• 5+ years of B2B field sales, commercial vehicle sales, or automotive dealer consulting/fleet management experience.
• Proven ability to build strong, consultative relationships with dealership leadership, fleet buyers, and executive stakeholders.
• Demonstrated success in training and enabling sales teams to adopt new sales strategies, processes, and service standards.
• Willingness to travel frequently within the assigned region (75% travel / field time visiting dealerships and customers; varies depending on assigned market).
• Bachelor’s degree in Business Administration, Marketing, or a related field (or equivalent practical automotive field experience).

Skills

• Proficient computer skills including CRM systems, Microsoft Office, Email, and Web.
• Strong B2B sales and commercial fleet sales skills.
• Effective pipeline development and revenue growth skills.
• Strong relationship-building and consultative selling skills.
• Effective dealership coaching, training, and mentoring skills.
• Strong customer needs assessment and solution-selling skills.
• Effective lead management and inside/outside sales collaboration.
• Strong communication and presentation skills.
• Strong organizational and territory management skills.
• Ability to ensure dealer compliance with commercial standards and processes.
• Ability to work independently and manage frequent field travel.

Additional Highlights

• Direct, hands-on role influencing regional market share for leading commercial vehicles.
• Drive strategy from initial virtual lead hand-off to physical delivery and long-term customer service support.
• Balance active field customer visits and dealership visits with strong cross-functional support from inside sales teams.