Business Development Manager, Truck & Equipment

About this role

Job Description:
JOB OVERVIEW

The Business Development Manager, Truck & Equipment is responsible for driving B2B sales growth and expanding the customer base, delivering tailored leasing solutions and advancing services opportunities while developing skills and capabilities in a growing line of business. This role manages full‑cycle business development activities with direction and support, including prospecting, relationship development, solution presentation, negotiation, and deal closure.

Success in this role requires a growth mindset, strong initiative, and a commitment to continuous development. Additional duties may be assigned as needed.

KEY RESPONSIBILITIES - ESSENTIAL FUNCTIONS

• Sales Development: Actively prospect and sign new clients to Wheels’ Truck & Equipment Division. Responsible for delivering against an annual order and revenue budget. Work with our Sales Excellence team and Fleet Consulting Executives to identify and research potential clients for leasing heavy trucks and equipment. Utilize various resources and networking channels to build a robust pipeline of leads.

• Relationship Building: Identify key stakeholders within targeted prospects and establish and nurture strong relationships with key decision-makers and stakeholders within client organizations, fostering trust and becoming a dependable partner.

• Client Relationship Management: Establish and maintain strong relationships with new and existing clients, understanding their specific needs and providing personalized solutions to meet their leasing requirements.

• Consultative Approach: Employ a consultative selling approach to understand clients' pain points and objectives, demonstrating how our leasing and services can add value and address their business challenges effectively.

• Quota Achievement: Meet and exceed assigned sales targets and key performance indicators (KPIs) on a consistent basis.

• Sales Presentations: Develop and deliver compelling presentations to potential clients, highlighting the benefits and features of our leasing and services solutions.

• Negotiation and Contracting: Negotiate terms and conditions with clients, prepare and close deals, and ensure smooth contract execution.

• Sales Systems: Work with Operations, Contracts, and Syndication team to setup new lease schedules in Salesforce as assets are delivered. Support and maintain the Truck & Equipment systems, including Salesforce.

• Lease Quoting: Develop and present lease quoting, including residual requests and follow-up, as directed by management.

• Lead Qualification: Qualify prospects in targeted industries based on the Truck & Equipment group’s criteria.

• Market Research: Keep abreast of Truck & Equipment industry trends, competitors, and emerging opportunities in the commercial leasing space to inform sales strategies.

• Collaboration: Work closely with cross-functional teams, including Marketing, Account Management, Syndications, and Operations, to ensure a seamless customer experience and achieve common business goals.

LEADERSHIP RESPONSIBILITIES

• This position has no people leadership responsibility

COMPETENCIES - SKILLS

• Growth Mindset: Open to learn and allow time to develop yourself, naturally motivated to compete in a positive way, and always look to the best way to achieve results.

• Drive and Ambition: A strong desire to excel in a sales-driven environment, coupled with the ambition to continuously improve and achieve personal and organizational goals.

• Customer Focus: An innate ability to understand customer needs and deliver tailored solutions, fostering long-lasting relationships and customer satisfaction because you care about it.

• Communication Skills: Excellent verbal and written communication skills to effectively convey the value proposition of our leasing and fleet management services to clients.

• Resilience: The capacity to handle rejection and setbacks positively, maintaining a positive attitude and a persistent approach towards achieving sales objectives.

• Adaptability: The flexibility to adapt sales strategies based on client feedback and changing market conditions to stay ahead of the competition.

• Team Player: A collaborative individual, collaborating seamlessly with colleagues and sharing insights to drive collective success.

• Integrity: An unwavering commitment to ethical business practices and transparent communication with clients and colleagues.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in business administration, Sales, Marketing, or related fields (preferred but not required).

• Three (3) to five (5) years of experience in sales or customer-facing roles

• Be enthusiastic about trucks & equipment.

• Proficiency in MS Office suite and CRM software.

• Salesforce experience preferred

• A valid driver's license and willingness to travel for client meetings or industry events.

• Effective communication, negotiation, and interpersonal skills.

• Proven ability to understand and articulate complex solutions.

• Initiative-taking, results-driven, and customer-focused mindset.

• Adaptability to a dynamic and demanding environment.

CORE VALUES

At Wheels, we believe in fostering a culture that is built on our Core Values and Guiding Principles. We cultivate a culture of excellence and innovation by upholding these values, driving our collective success and growth.

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Integrity – Always act with integrity and honesty.

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One Team – Treat others with dignity and respect; act as a cohesive, inclusive and accountable team that is making a difference.

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Innovation – Drive continuous improvement, spark creativity and embrace next generation thinking.

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Customer Success – Ensure that customer and driver success is at the heart of everything we do.

CULTURAL ATTRIBUTES

At Wheels, our culture guides us how we work every day, and we look for team members who show these behaviors:

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Discipline Drives Quality – Plan the Trip: Think proactively, hold a high bar,…