Fleet Sales Executive: Commercial & Government Accounts

Dick Hannah Ford; Sandy (OR); On-site; USD 43,000 - 53,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

HSA/FSA

Life Insurance

Disability Insurance

401(k) Plan

Job summary

Dick Hannah Ford is seeking an experienced Commercial Account Manager to lead and grow our fleet sales operations. You will build relationships with government agencies, utilities, leasing companies, and other fleet customers to increase vehicle sales and service opportunities, guiding the end-to-end fleet process.

This role requires strong sales, business development, and operational discipline. You will negotiate, bid, order, deliver, and follow up on payments, while coordinating with

Qualifications

• Experience in fleet sales, commercial vehicle sales, or B2B sales.
• Strong relationship-building, prospecting, negotiation, and account management skills.
• Excellent written and verbal communication and organizational skills.
• Ability to learn systems and manage multiple priorities.

Responsibilities

• Develop and maintain relationships with federal, state, and local government agencies, municipalities, utilities, commercial businesses, and leasing companies.
• Identify, solicit, and develop new commercial fleet accounts.
• Actively pursue government and commercial business through competitive bidding processes.
• Maintain and grow existing fleet relationships while identifying opportunities to expand account penetration.
• Coordinate with other dealership departments to support fleet customers and maximize sales and service opportunities.
• Manage the fleet sales process from prospecting and vehicle specifications through ordering, delivery, and payment follow-up.
• Ensure all fleet vehicles are delivered accurately, professionally, and on schedule.
• Coordinate national and local courtesy deliveries, including providing vehicle specifications and order information as required.
• Provide out-of-stock vehicle solutions for fleet accounts and local leasing companies in coordination with the GSM.
• Assist with new-vehicle ordering and manufacturer-related processes.
• Coordinate and facilitate dealer trades.
• Monitor inventory levels and inventory turn to support efficient operations and profitability.
• Routinely follow up on payments for delivered fleet, lease company, and commercial account vehicles.
• Provide the General Manager and General Sales Manager with monthly forecasts for fleet car and truck deliveries.
• Monitor sales volume, gross profit, F&I production, and other key performance indicators.
• Develop, maintain, and manage a B2B-style sales funnel for target fleet and commercial accounts, tracking each company's position in its buying cycle and sales pipeline. Provide monthly reporting on account status, sales opportunities, anticipated purchasing timelines, and specific planned action items for each target company.
• Maintain accurate, organized, and up-to-date B2B CRM records by customer company name, including customer orders, current fleet details, purchasing history, vehicle preferences, communications, key annual dates, customer expectations, next action items, and follow-up commitments. Ensure CRM practices support consistent relationship management, proactive sales development, and accountability across the customer lifecycle.
• Manage fleet vehicle disposal and replacement opportunities when customers retire vehicles from service. Evaluate and coordinate appropriate disposition strategies, including dealer trade-ins, wholesale auctions, and remarketing channels, to maximize vehicle value and support customer needs. Proactively work with fleet customers to identify replacement vehicle opportunities and maintain ongoing account relationships.
• Develop, document, and maintain standardized processes and process maps for department operations.
• Assist with onboarding new employees and establishing manufacturer system logins.
• Participate in management meetings as requested.
• Identify opportunities to improve efficiency, customer satisfaction, sales growth, and departmental profitability.

Skills

Fleet sales

Account management

Business development

Negotiation

CRM

Sales forecasting

Communication

Microsoft Excel

Tools

CRM software

MS Excel

Job description

Dick Hannah Ford is seeking an experienced Commercial Account Manager to lead and grow our fleet sales operations. You will build relationships with government agencies, utilities, leasing companies, and other fleet customers to increase vehicle sales and service opportunities, guiding the end-to-end fleet process.

This role requires strong sales, business development, and operational discipline. You will negotiate, bid, order, deliver, and follow up on payments, while coordinating with