RVP, Fleet Sales - West Coast

What will I do:

• Creates and communicates an inspirational vision for the sales region, establishes individual sales goals and executes against the sales plan.
• Actively promotes strong performers and executes performance management process when sellers underperform vs. expectations.
• Actively generates, as well as receives and evaluates, sales leads.
• Directs sales efforts to focus on the strongest leads and determines resources required to close the sale.
• Reviews prospective sales from a comprehensive business perspective taking into account credit risk, contractual issues and delivery/service.
• Collaborates internally with various departments to assist with closing the sale and negotiate lease agreement terms.
• Maintains awareness of the status of prospective sales in the pipeline and provides accurate and realistic updates, forecasts and reports to key stakeholders.
• Collaborates with internal departments to communicate client needs once a new client agreement has been put in place to ensure a successful transition.
• Manages BDMs both in the field and virtually; trains, develops and coaches them to maximize their potential and ensures that the sales talent is aligned in the appropriate positions for long term results.
• Coaches BDMs on developing sales plans and accompanies them on sales calls.
• Provides feedback to help BDMs develop and refine their sales skills.
• Routinely evaluates the overall talent of the sales force both informally through regular communication/feedback and formally through quarterly and annual performance reviews.
• Affords assistance in the development and recommendation of incentive compensation structures for BDMs.
• Stays abreast of competitors and industry trends, as well as explores non-traditional market opportunities.
• Maintains an active network of contacts and recruits top sales force talent.
• Organizes timely team meetings and hosts weekly 1:1’s with each BDM.
• Ensures the company CRM system is being accurately maintained.
• Trains on all processes and ensures their team follows the processes.
• Attends and engages with the Senior Team and all activities, including the development of strategic initiatives.

What Do I Need:

• Minimum of 5 years’ experience in a sales leadership role and 10 years of experience in a strategic sales role, with leadership experience being preferred.
• Bachelor’s degree in marketing, business, accounting, finance, or related field. Master’s degree in a relevant subject area (i.e. MBA) is preferred.
• Previous experience and/or training in various sales systems.
• Strong communication skills that allow for the incumbent to effectively communicate both verbally and in writing; with the ability to adjust his/her communication style as required for varying audiences.
• Natural collaborator, someone who is collegial, charismatic and comfortable in working in partnership with others.
• High moral and ethical standards.
• Superior intellect with a combination of curiosity, creativity, analytical ability and sound decision-making skills.
• Financial knowledge/expertise.
• Business travel 50-75% with personal flexibility for overnight travel.