Fleet Parts Sales Manager
Description
At Hunter Truck, our people are the driving force behind our success. As one of the largest Peterbilt dealer groups in the country, we combine the resources and opportunities of a growing organization with a culture where people are empowered to make an impact. With twenty-eight locations across Pennsylvania, New Hampshire, New Jersey, New York, Vermont, and West Virginia, we offer the scale, support, and career opportunities to help you take your career to the next level.
POSITION AT A GLANCE
Status: Full-Time
Shift: Monday through Friday, 8:00am - 5:00pm
Location: Southern Region
FLSA Status: Exempt
Reports to: Senior Vice President of Parts
SUMMARY
The Fleet Parts Sales Manager will be responsible for driving growth in parts and service sales among National Fleet Accounts and targeted large fleet customers. This role will collaborate closely with Regional Parts Directors, Regional Service Directors, Parts Outside Sales Representatives, and PACCAR Parts Fleet Sales Managers to strengthen customer relationships, identify sales opportunities, and maximize fleet account growth. Additionally, the Fleet Parts Sales Manager will serve as a key resource for Regional Vice Presidents, Parts Managers, Service Managers, Product Support Representatives, and fleet customers by providing guidance and support on fleet programs, benefits, and program requirements.
ESSENTIAL DUTIES include the following. Other duties may be assigned.
- Develop and grow parts and service sales with existing fleets assigned to Parts Outside Sales Representatives through regular communication and joint customer visits.
- Work closely with the PACCAR Parts Fleet Services team to develop and execute fleet pricing strategies utilizing market basket pricing, volume rebates, and other fleet programs.
- Conduct new and prospective fleet account sales calls on a regular basis.
- Develop annual fleet account growth strategies and business plans.
- Maintain strong relationships with key contacts at existing and targeted fleet customers while supporting assigned Product Support Representatives responsible for day-to-day account servicing.
- Analyze and monitor dealership parts and service sales to fleet accounts and provide periodic reporting to dealer management.
- Identify, evaluate, and pursue new sales opportunities with existing and prospective fleet customers.
- Develop and strengthen relationships with out-of-network and in-transit fleets to drive additional service and parts business into branches.
- Collaborate with Service Support personnel to develop, negotiate, and implement service agreements and customized pricing structures for fleet customers.
- Assist in resolving escalated customer concerns, service issues, and operational challenges impacting fleet relationships.
- Track account performance, sales activity, fleet program participation, and growth opportunities using available reporting tools and systems.
- Coordinate with dealership leadership to ensure consistent execution of fleet programs, customer commitments, and service expectations.
- Provide training and support to fleet customers and dealership personnel regarding fleet programs, products, services, and account management best practices.
- Deliver superior customer service to all assigned and prospective accounts.
- Maintain a strong understanding of industry trends, competitive activity, and customer needs within the transportation and fleet marketplace.
- Adhere to and promote all company health, safety, and environmental policies and procedures.
- Perform additional duties and special projects as assigned.
CORE COMPETENCIES
- Strategic account management and business development skills.
- Excellent customer relationship and sales skills.
- Strong negotiation and influencing abilities.
- Ability to effectively communicate with fleet ownership, senior leadership, and operational stakeholders.
- Superior customer service and problem-solving skills.
- Strong presentation, training, and facilitation skills.
- Excellent written and verbal communication skills.
- Strong analytical and critical-thinking abilities.
- Ability to analyze account performance, profitability, and growth opportunities.
- Self-motivated with the ability to work independently and manage multiple priorities.
- Proven ability to build and maintain long-term customer relationships.
- Strong organizational and time-management skills.
- Proficiency with Microsoft Office applications and customer relationship management (CRM) tools.
- Demonstrated professionalism, integrity, and sound business judgment.
- Ability to travel extensively and maintain schedule flexibility as required.
TRAVEL REQUIREMENTS
Travel is required up to 50% of the time and may include a combination of local and overnight travel. The position requires regular travel to fleet customer locations, Hunter
Truck dealerships, industry events, and business meetings. Overnight travel will be necessary based on customer needs, geographic territory, and business requirements.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION AND WORK EXPERIENCE
High school diploma or general education degree (GED) required
Post-secondary degree in a related field preferred
Three years of industry experience, including two years of heavy-duty truck or parts sales experience, with a thorough understanding of heavy-duty trucks, truck dealers, suppliers and fleets preferred.
Proficient in Microsoft Word, Excel, and PowerPoint
LANGUAGE SKILLS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
MATHEMATICAL SKILLS
Ability to calculate discounts, pricing structures, rebates, margins, commissions, percentages, and sales performance metrics.
Ability to analyze account profitability, market opportunities, and business trends using basic mathematical and financial concepts.
Ability to interpret sales reports, pricing models, and operational performance data.
REASONING ABILITY
Ability to analyze customer needs and identify appropriate business solutions.
Ability to evaluate sales opportunities, assess business risks, and make sound decisions with limited information.
Ability to manage multiple priorities while maintaining focus on customer service and business objectives.
Ability to interpret and apply written, oral, operational, and technical instructions.
CERTIFICATES, LICENSES, REGISTRATIONS
Valid driver's license required and must meet company insurability standards.
Ability to travel by vehicle and air as business needs dictate.
Valid passport preferred based upon business travel requirements.
PHYSICAL DEMANDS
The physical demands described here are representative of those required to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals to perform the essential functions.
- Prolonged periods of sitting while driving, working at a desk, and performing computer and telephone-related tasks.
- Frequent use of computers, mobile devices, and other office equipment.
- Occasional walking through dealership facilities, customer locations, warehouses, and service environments.
- Regular travel by vehicle and occasional air travel.
- Periodic work at dealership locations, customer facilities, and remote work environments.
- Occasional work in parts warehouses, shipping and receiving areas, service departments, and at parts counters.
- Occasionally required to lift and/or move up to 50 pounds.
Specific vision abilities required include close vision, distance vision, peripheral vision, depth perception, color vision, and the ability to adjust focus.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
While performing the duties of this position, the employee regularly works in office settings, dealership facilities, and customer locations. The employee may occasionally be exposed to moving mechanical parts, vehicle traffic, fumes, airborne particles, varying weather conditions, and moderate noise levels while visiting service departments, warehouses, and customer facilities.
Hunter Truck is an Equal Opportunity Employer. We celebrate diversity and are committed to building an inclusive workplace for all employees.