Regional Sales Manager

Fontaine Modification Company; Charlotte, Northern (NC, KY); Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Medical insurance

401(k) plan

Full benefits

Job summary

Fontaine Modification Company seeks a Regional Sales Manager to drive growth across the western United States by cultivating high‑value dealer, fleet, OEM, and vocational accounts.

The role emphasizes strategic relationship management, consultative selling, and coordinated internal execution from opportunity through quote and production.

Qualifications

• Bachelor’s degree preferred; equivalent industry experience may be considered.
• 7+ years of sales, account management, business development, truck specification, or related experience.
• Strong understanding of the truck sales process, dealer influence, ship-thru value, and upfit needs.
• Proven ability to build long-term relationships with dealers, fleets, OEMs, and other stakeholders.
• Able to identify decision-makers and influencers across multiple levels; competent with CRM and planning.

Responsibilities

• Serve dealers, OEMs, fleets, and strategic accounts within the assigned region and align services to their needs.
• Develop and maintain trusted relationships with key dealers, fleets, and OEM contacts.
• Identify and cultivate high-value opportunities to achieve growth targets.
• Create and execute a regional account plan with markets, contacts, and targets.
• Lead consultative sales by understanding customer applications, upfit requirements, and timing.
• Support quote development and qualification with internal teams to ensure proper scoping and pricing.
• Maintain relationships, monitor satisfaction, and protect key accounts from churn.
• Represent Fontaine Modification professionally in meetings, events, and industry discussions.

Skills

Relationship building

Consultative selling

Forecasting

Communication

Education

Bachelor’s degree

Tools

CRM tools

Microsoft Office

Reporting tools

Job description

Fontaine Modification Company As a part of the global industrial organization Marmon Holdings—which is backed by Berkshire Hathaway—you’ll be doing things that matter, leading at every level, and winning a better way. We’re committed to making a positive impact on the world, providing you with diverse learning and working opportunities, and fostering a culture where everyone’s empowered to be their best. Fontaine Modification focuses on the design and manufacturing of innovative solutions for heavy truck manufacturers, dealers, and commercial truck users worldwide. We fill the niche between what OEM truck chassis builders can produce in their manufacturing plants and what the market needs for a wide variety of fleet and vocational truck applications. Fontaine’s long history of providing innovative and custom‑engineered solutions in an environment of integrity, customer responsiveness, quality products, and superior workmanship has made us a recognized leader in the industry.

Fontaine Modification Company is seeking a Regional Sales Manager to lead growth within the western region by developing high‑value dealer, fleet, OEM, and vocational account relationships. The ideal candidate will be based in the western United States and located near key trucking, dealer, and fleet markets such as Dallas, Houston, Phoenix, Salt Lake City, Sacramento, Denver, or Northwest Arkansas. This is a remote position based in the Western U.S. region, with its corporate HQ located in Charlotte, NC. The role’s priority is not simply geographic coverage, but ownership of strategic dealer and fleet relationships that influence specification decisions, generate sustained revenue growth, and expand Fontaine Modification’s market presence. The primary focus will be developing and growing relationships with major dealer groups, fleet customers, and strategic accounts that create repeatable, scalable opportunities for the business. Success in this role requires relationship building, consultative selling, disciplined account planning, commercial judgment, and the ability to coordinate internally to deliver a high‑quality customer experience from opportunity development through quote, production, and execution.

CORE RESPONSIBILITIES

• Serve dealers, OEMs, fleets, and strategic accounts within the assigned region by understanding their needs and aligning Fontaine Modification’s value‑added services to those needs.
• Develop and maintain trusted relationships with key dealers, large dealer groups, fleets, OEM regional contacts, national account managers, vocational influencers, and other stakeholders who affect truck specification and upfit decisions.
• Achieve new business growth goals within the assigned region by identifying, qualifying, and developing high‑value opportunities with dealers, fleets, and strategic accounts.
• Create and execute a regional account plan that identifies priority markets, key contacts, conquest opportunities, retention targets, and win‑back opportunities.
• Identify accounts where Fontaine’s ship‑thru access, engineering capability, production scale, and customer support can create meaningful value for dealers and end users.
• Lead consultative sales activity by understanding customer applications, upfit requirements, timing constraints, operational pain points, and decision drivers.
• Support quote development and deal qualification by working closely with inside sales, sales engineering, operations, procurement, and leadership to ensure major opportunities are properly scoped, priced, qualified, and executable.
• Maintain strong account relationships, monitor customer satisfaction, identify at‑risk business early, and create action plans to protect and expand strategic accounts.
• Represent Fontaine Modification professionally in customer meetings, dealer visits, fleet reviews, trade events, OEM engagements, and industry discussions.
• Maintain disciplined commercial execution by tracking opportunities, forecasting revenue, managing travel and entertainment responsibly, following up on commitments, and communicating clearly across internal teams.

EDUCATION / COMPETENCIES / EXPERIENCE

Bachelor’s degree from an accredited college or university preferred; equivalent industry experience may be considered. Seven or more years of sales, account management, business development, truck specification, commercial vehicle, upfitting, leasing, or transportation‑related experience preferred. Strong understanding of the truck sales process, fleet buying behavior, dealer influence, ship‑thru value, and post‑production modification needs. Proven ability to build long‑term relationships with dealers, fleets, OEM representatives, body companies, or other commercial vehicle stakeholders. Ability to identify the right decision makers and influencers across multiple levels of an account, including sales, maintenance, operations, purchasing, and leadership. Consultative selling style with the ability to connect customer needs to engineered solutions, production capabilities, and business outcomes. Disciplined approach to account planning, opportunity tracking, forecasting, follow‑up, and internal communication. Strong commercial judgment, including the ability to balance customer needs, profitability, operational feasibility, and long‑term relationship value. Technically conversant with truck terminology and comfortable discussing customer applications, specifications, and upfit requirements. Able to manage frequent customer, OEM, dealer, vendor, and internal conversations in a professional and organized manner. Proficient with CRM tools, Microsoft Office, reporting tools, and structured account planning.

Key Competencies

• Communication: Listens effectively, transmits information accurately and understandably, and actively seeks feedback non‑defensively, whether from customers, suppliers, dealers, OEM representatives, or Fontaine employees.
• Customer Focus: Understands and meets the needs of customers while addressing the interests and concerns of key organizational stakeholders.
• Flexibility: Performs a wide range of tasks, responds to changes in direction and priorities, and accepts new challenges, responsibilities, and assignments.
• Attention to Detail: Monitors adherence to standards and actively checks for accuracy of data received or generated before passing it on.
• Professionalism: Deals directly and forthrightly with people and problems, persists to get the job done, and manages personal responses and stress appropriately.
• Dependability / Reliability: Follows through on commitments, produces timely work to required or higher standards, and pitches in to get the job done.
• Teamwork: Builds cooperation across individuals and departments, shares information and resources, and works to achieve group goals and outcomes.
• Interpersonal Influence: Builds strong work relationships and adjusts effectively to how individuals, organizational units, customers, and cultures function and react.
• Directive Influence: Provides direction or instruction when needed, supports accountability, and values input from key internal and external resources.

Compensation and Benefits

We offer a competitive compensation package and full benefits, including comprehensive medical insurance coverage and a 401(k) plan.

Fontaine Modification Company is an EEO Employer of Females/Minorities/Veterans/Individuals with Disabilities Following receipt of a conditional offer of employment, candidates will be required to complete additional job‑related screening processes as permitted or required by applicable law.

We are an equal opportunity employer, and all applicants will be considered for employment without attention to their membership in any protected class.

If you require any reasonable accommodation to complete your application or any part of the recruiting process, please email your request to [e-mail], and please be sure to include the title and the location of the position for which you are applying.

Welcome to the biggest small business you’ll ever find. Part of Berkshire Hathaway, Marmon is a global industrial organization made of 11 industry groups with 30K employees and $12 billion in annual revenue. While we’re all unique, we all share a common commitment to doing things that matter, leading at every level, and winning a better way. When you work at Marmon, you’re advancing our everyday world and beyond. Our engineering solutions help millions around the world stay connected, healthy, and safe. Wherever you’re at in your career, our people and resources will help you go further. As you grow your skills, you can also move up and around our 120+ companies. Work at a place you can stand behind. We show up to win every day, uphold the highest ethical standards, and always look to put each other in the best position to win.