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I. Position Identification
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Job Title
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Fleet Account Manager – Commercial Sales – East Region
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Job Function
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Sales
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Report to
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Director of TB Corporate Sales /
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II. Job Purpose
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The Fleet Account Manager is responsible for the development of new business and long-term growth with regional and national strategic accounts. Although this position is geared towards medium to large trucking fleets, other accounts may include truck stops, national buying groups, commercial bolt-on dealers and wholesale distributors with a multi-region footprint, and select OEM accounts. This individual is responsible for developing new business while maintaining and growing relationships with existing clients.
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III. Key Accountabilities
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- Build business with key assigned accounts within the US through the development of sales programs, RFP quotes, contracts, and sales promotions.
- Key liaison with respective accounts to ensure all operational items are documented and tracked to include, inventory supply, demand planning/forecasting, regular reporting to ensure tracking toward goals, ensuring that all documentation/billing is accurate to achieve timely and accurate payments, and necessary problem solving.
- Partnering with Commercial Tire Managers & Region Directors in the growth objectives of assigned key customers.
- Responsible for delivering the Hankook Tire message to key accounts through customer meetings, new product
introduction/training, customer events, sales promotions, and trade shows.
- Create business opportunities by identifying prospects and evaluating their position in the industry through research and analysis.
- Sell products and services by establishing multi-level relationships, identifying needs and opportunities, and offering feasible solutions, acting as a business consultant (i.e. providing support, information, guidance and research to include identifying best practices, sales opportunities and profitability improvements).
- Identify product improvements or new product needs by remaining current on industry trends, market activities, and competitors.
- Prepare relevant reports by collecting, analyzing, and summarizing competitive market information.
- Maintain quality of service by recommending and enforcing established organization standards.
- Reports to Director of TB Corporate Sales (Commercial Division).
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IV. Level of Accountabilities
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Manager of assigned accounts headquartered in the East region that may have locations crossing multiple regions or a national footprint.
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V. Core Competencies
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- Proficient in Microsoft Office (Outlook, Excel, Word, Teams, and PowerPoint), and daily documentation of sales activity in a CRM system. A working knowledge of SAP is also a plus.
- Experience in aftermarket sales, presentation skills, client relationships, contract
negotiation, emphasizing operational excellence, prospecting skills, meeting sales goals, etc.
- Creativity and a high-energy level are a must.
- Attention to detail and the ability to respond to customers’ needs in a swift and comprehensive fashion.
- Ability to adapt to the fluidity of a fast-growing company with multiple initiatives occurring simultaneously.
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VI. Qualification
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- 4 Year College Degree (BS/BA) and a minimum of 5 years’ sales experience. Tire manufacturer and/or experience calling on commercial trucking fleets is preferred.
- Prior experience as an Account Manager, Territory Manager or equivalent. Preference will be given to those with demonstrated experience in managing large fleets, truck stop channel/accounts, and/or large dealers/distributors based in this region.
- Ideal candidate will reside within the Eastern US with reasonable access to a major airport. This is a remote position.
- Must be able to travel 50-75%, including overnight travel. This is a customer-facing position with the need to develop strong business relationships and grow the Hankook commercial business.
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