Senior Manager, National Sales (Cox Fleet)

Senior Manager, National Sales (Cox Fleet) at Cox Automotive summary:

Senior National Sales Manager responsible for driving national account growth and revenue (~$9M AAR) for Fleet Services and FleetNet by developing multi-year strategies, managing ~18 major fleet accounts, and selling integrated fleet maintenance, management, and digital solutions. Role requires executive-level relationship building, consultative/Challenger-style selling, heavy travel (up to 80%), CRM-driven pipeline management, forecasting, and collaboration across internal teams to deliver tailored enterprise solutions. Requires a bachelor’s degree (or equivalent experience) and 8+ years progressive complex account sales experience with strong financial literacy and executive communication skills.

**This person can sit anywhere in the country, but will travel frequently.**

The Senior National Sales Manager is a senior sales leader responsible for achieving ambitious sales objectives, driving account growth, and ensuring ongoing business continuity and customer satisfaction for Fleet Services and FleetNet, with a strong focus on selling our comprehensive fleet solutions. This role is responsible for managing and expanding our national fleet accounts, developing tailored strategies for large fleet organizations.

Success in this role requires the ability to cultivate and manage executive-level relationships, influence C-suite and boardroom stakeholders, and articulate the combined FleetNet and Fleet Services vision. The Sr National Sales Manager will innovate and co-create multi-year plans with industry leaders and disruptors, leveraging deep industry knowledge to deliver value and drive adoption of advanced fleet solutions. The position demands a proactive approach to identifying opportunities, resolving client issues, and ensuring alignment with key decision makers.

What You'll Do

• Lead sales efforts for FleetNet and Fleet Services, targeting national fleet clients and driving adoption of fleet maintenance, management, and digital solutions.
• Own and exceed annual sales targets, including upsell and cross-sell opportunities for FleetNet and Fleet Services.
• Manage an average book of business of approximately 18 accounts, with an expected annual revenue responsibility of around $9 million.
• Develop annual account plans to manage, grow, and retain assigned account revenue and contractual relationships, with a focus on fleet solutions.
• Build and expand account relationships through effective sales and marketing activities, developing deep understanding of client organizations and aligning fleet offerings to meet ongoing needs.
• Utilize RITE-based and consultative selling approaches to manage and successfully close complex sales opportunities for FleetNet and Fleet Services.
• Advise clients on industry trends, strategies, and challenges, providing thought leadership and co-creating innovative solutions for fleet management.
• Manage sales activities via CRM, build and manage an active pipeline, and submit accurate monthly forecasting.
• Partner with customers to understand their business needs and objectives, tailoring service solutions to drive client success.
• Effectively communicate the value proposition through proposals and presentations.
• Demonstrate advanced communication skills and executive presence in all client interactions.
• Perform other duties as assigned by senior leadership.

What's In It for You?

• A competitive salary and top-notch bonus/incentive plans.
• A pro-sales culture that honors what salespeople (like you!) contribute to our success.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare benefits, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Professional development and continuing education opportunities.
• Access to financial wellness/planning resources.

Who You Are

Qualifications:

Minimum Required:

• Bachelor's degree in a related field and 8+ years of progressive experience in sales role servicing large complex accounts. The right candidate could also have a different combination, such as a master's degree and 6 years' experience; a Ph.D. and up to 3 years of experience; or 12 years' experience in a related field.
• Demonstrated track record of sales growth and account relationship management, including expanding accounts nationally as well as incremental sales in an assigned account.
• Foundational financial literacy skills. Ability to review P&L, 10k, and other financial documents and interpret revenue, cost, and margin trends effectively.
• Must be willing and able to commit to extensive travel; up to 80% travel (day and overnight trips).

Preferred:

• Understanding and demonstration of Challenger skills.
• Proven experience partnering with Executives to mutually plan, prepare and execute within a complex sales cycle.
• Positive attitude, high energy, passion, and a competitive spirit - you should be driven to win and close deals.
• Experience with contractual services sales and account retention and renewal processes, ideally with business process outsourcing.
• Ability to develop senior-level relationships (functional and C-suite) to drive effective sales conversations relevant to customer demands and business drivers.
• Strong team leadership skills to orchestrate "total company" solutions, including exceptions, specials, or adaptation of service offerings to meet customer and/or competitive needs.
• Demonstrated advanced communication skills (interpersonal, written, verbal, and presentation) required.
• Experience utilizing CRM technology.
• Proficiency with Microsoft Excel, PowerPoint, and digital literacy with social media platforms, particularly LinkedIn.
• Other duties as needed or required
• Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes to meet business requirements.
• Ability to tailor communication to the client's needs.
• Ability to systematically solve problems and hypothesize possible client pain points, expectations, and needs.

Fuel an amazing career with Cox Automotive Mobility Fleet Services. Apply today!

USD 109,800.00 - 164,800.00 per year

Compensation:

Compensation includes a base salary of $109,800.00 - $164,800.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $70,000.00.

Benefits:

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. No OPT, CPT, STEM/OPT or visa sponsorship now or in future.

Keywords:

national account sales, fleet management solutions, enterprise sales, fleet services, fleet maintenance, consultative selling, executive relationship management, CRM pipeline management, quota attainment, strategic account planning