Commercial Sales Manager

Position Summary

The Commercial Sales Manager is responsible for developing, managing, and growing the dealership's commercial vehicle sales business. This position focuses on building long-term relationships with local businesses, fleet customers, contractors, municipalities, and commercial accounts while leading all aspects of the commercial sales process from prospecting through delivery and post-sale support.

The Commercial Sales Manager serves as the primary point of contact for commercial customers and works closely with sales, service, finance, and manufacturer representatives to maximize customer satisfaction and dealership profitability.

Key Responsibilities

Business Development

• Prospect and develop new commercial and fleet business opportunities.
• Establish and maintain relationships with local businesses, government agencies, municipalities, and fleet accounts.
• Conduct outside sales calls and networking activities to generate new business.
• Develop and execute strategic plans to increase commercial market share.
• Attend community, industry, and networking events to promote dealership services.

Sales Management

• Manage all commercial vehicle sales activities, including quoting, vehicle sourcing, ordering, and delivery.
• Identify customer needs and recommend appropriate vehicle solutions.
• Prepare competitive proposals, bids, and fleet pricing packages.
• Maintain an active sales pipeline and follow up on all leads and opportunities.
• Achieve monthly and annual sales objectives.

Customer Relationship Management

• Provide exceptional customer service throughout the sales and ownership experience.
• Conduct regular account reviews and maintain ongoing communication with commercial clients.
• Coordinate vehicle upfitting, customization, and delivery requirements.
• Resolve customer concerns promptly and professionally.
• Develop long-term partnerships that lead to repeat and referral business.

Inventory & Operations

• Monitor commercial inventory levels and vehicle availability.
• Coordinate vehicle orders and inventory acquisitions with management and manufacturers.
• Work closely with finance and insurance departments to facilitate commercial transactions.
• Collaborate with service and parts departments to support fleet maintenance programs.

Reporting & Administration

• Maintain accurate customer records and sales activities within the CRM system.
• Monitor market trends, competitor activities, and industry developments.
• Ensure compliance with dealership policies and manufacturer standards.

Qualifications

• Minimum 3-5 years of automotive sales experience, preferably in commercial, fleet, or business-to-business sales.
• Proven track record of meeting or exceeding sales goals.
• Strong networking, prospecting, and relationship-building skills.
• Excellent communication, negotiation, and presentation abilities.
• Proficiency with CRM systems and Microsoft Office applications (DealerTrack and VinSolutions is a plus) 
• Valid driver's license with an acceptable driving record.

Preferred Qualifications

• Commercial vehicle or fleet sales experience.
• Established network of local business contacts.
• Knowledge of commercial vehicle upfitting and fleet management.
• Experience with manufacturer fleet programs and government bidding processes.