Sales Strategy Manager – Heavy Duty & Industrial Fleets
MANN+HUMMEL
full-time
Posted on:
Location Type: Office
Location: Gastonia • North Carolina • United States
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About the role
- Identify and target key fleet segments (Class 6/7/8 trucks, construction, agriculture, mining)
- Drive expansion within heavy-duty fleet segments by building strategic accounts with technical expertise
- Help customers optimize TCO by optimizing inventories and addressing warranty concerns
- Evaluate market opportunities from market research and leads from existing sales team
- Build compelling value propositions from analysis of fleet operator buying behaviors and TCO challenges
- Develop account-specific entry strategies (define customer-specific SWOT) and bring the right internal support team
- Build relationships with key fleet operators and represent the company at industry events
- Develop tailored pricing strategies aligned with product management and sales leadership
- Establish and optimize direct-to-fleet distribution models for Class 6, 7 and 8 fleets
- Drive digital transformation initiatives to enhance customer engagement and operational efficiency
- Partner with engineering, marketing, and operations teams to deliver integrated solutions
- Champion process improvement
- Monitor KPIs including revenue growth, customer retention, and pipeline conversion
- Provide actionable insights through data analytics and CRM tools
Requirements
- Bachelor’s degree in Engineering or Business
- 8+ years in business development, sales, or account management within heavy-duty aftermarket
- Proven expertise in direct-to-fleet distribution model development
- Contract management for fleet customers
- Class 6, 7 and 8 fleet operations knowledge
- Technical sales expertise with engineering background and TCO (Total Cost of Ownership) analysis
- Strong negotiation, leadership, and analytical skills
- MBA (preferred)
- Experience in the filtration industry (preferred)
- Experience in agriculture fleet replacement parts business (preferred)
- Experience in construction filtration business (preferred)
- Experience in mining filtration business (preferred)
- Proven success in key account management and revenue growth (preferred)
- Ability to lead digital initiatives and process optimization projects (preferred)
- Strategic thinker with strong execution capabilities (preferred)
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
business developmentsalesaccount managementdirect-to-fleet distribution model developmentcontract managementTCO analysisdata analyticsCRM toolsmarket researchpricing strategies
Soft Skills
negotiationleadershipanalytical skillsstrategic thinkingexecution capabilitiesrelationship buildingprocess improvementcustomer engagementteam collaborationcommunication
Certifications
Bachelor’s degree in EngineeringBachelor’s degree in BusinessMBA