Commercial Fleet Sales Director
The Commercial Fleet Sales Director is a national role targeted at high volume and high profile potential customers who operate buses as core or context to their respective businesses.
They will take the lead in creating sales opportunities and delivering on unit sales and revenue objectives across North America. This position will be responsible for creating the winning selling strategy and programs that will drive market share leadership and dramatic revenue ramp for the company with customers in the private commercial market place.
Essential Job Functions/Responsibilities
Creates a fresh approach to communicating our bus benefits, changes the way customers think of expanding and operating their fleets and convinces prospects now is the time to do it.
Engages the right customers for Proterra, qualifies their willingness and ability to buy, manages the sales process to timely close, manages the business negotiations of purchase and represents our products so that customers understand and accepts the value to price ratio benefits of EV bus technology.
Sales Cycle Management:
Develops the strategies and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers.
Orchestrates the presentation of Proterra's technical prowess at the right time with the right contacts will be important to customer wins.
Customer Relationship Management:
Develops the relationships with customers that lead to long-term loyalty to Proterra products.
Partners with other Proterra members of the go-to-market team to support the objectives of volume repeat business with Proterra's valued customers.
Oversees all customer interaction related to purchasing Proterra products and services.
Understands dynamics of customer needs, navigation of purchase decision-making and key elements of successful sales cycles, in a variety of commercial markets.
Pricing and Financing Programs:
Leads procurement process for our enterprise customers.
Executes effective price negotiation strategies and offers that both expedite the sales cycle and produce expected Proterra objectives.
Utilizes financing programs in sales negotiations as well as available regional and local incentives.
Education and Experience
Bachelor’s degree in business, marketing or related field with 10 years sales experience in a quota-carrying sales roles in the commercial transportation business. MBA is a plus.
Proven business builder who has a demonstrated winning track record of consistently exceeding revenue, unit sales and market share objectives.
Knowledgeable in complexities of multi-million dollar product sales to large businesses.
Experienced, connected and versed in delivering big vehicle deals from major enterprises is mandatory.
Experience with a variety of commercial fleet transportation markets would be highly desirable, e.g. buses, trucks, fleet automobiles, heavy equipment.
Previous or current experience with hybrid or CNG vehicles is preferable, but not mandatory.
Talented at managing the sales cycles with large, private enterprises.
Knowledge, Skills and Abilities
Functions comfortably with initiating contact and interacting with CXO level executives to drive a ‘top-down’ sales.
Knowledge of or familiarity with the specific components of sales cycles with commercial accounts - including but not limited to - RFP processes, account servicing, customer influencer management and building trusted long term relationships.
Ability to quickly understand and communicate Proterra's product innovation approach to solve relevant and critical transportation issues of customers.
Known as an excellent, confident communicator and able to articulate product vision and value propositions to prospects, customers, partners and executive-level audiences.
proterra - 16 months ago