Director of Fleet Strategies

Company Description

EMKAY is a leading fleet management company providing comprehensive vehicle financing and fleet management solutions throughout North America, including the US, Canada, Mexico, and the Caribbean. Established in 1946, EMKAY is the oldest privately held company in the industry and is well-recognized for its innovative approaches and award-winning technology, such as its online fleet dashboard and mobile apps. Named one of the Best Places to Work in Illinois and among Chicago's 101 Best and Brightest Companies, EMKAY prioritizes operational excellence and a supportive work environment. With services ranging from vehicle leasing and maintenance to telematics and safety solutions, we deliver exceptional value for commercial fleets.

Role Description

Full-time position based in Western Canada. In this role, the Director of Fleet Strategies has new business development responsibility for a selected geography, plus account management responsibility for selected clients within a geographical area. In the account management aspect of this role, the sales executive will have complete ownership of selected accounts, provide proactive consulting, provide strategic recommendations to drive account process efficiencies while taking cost out, make policy recommendations, identify and close new service opportunities, conduct quarterly client meetings, conduct web training and be able to go vertical (C-level)

and horizontal in an account to expand our client touch points. The new business development responsibility includes individual sales quotas, activity standards, and territory development. The role will report to either an Assistant Vice President or Regional Vice President.

Essential Duties & Responsibilities

• Exhibits powerful presentation skills in one-on-one and group presentations, including C-Level executive presentations
• Exhibits powerful sales consulting skills and powerful closing skills.
• Strong listening skills and can effectively translate discussions into action items.
• Must be able to execute individual sales objectives with new and existing accounts
• Must have powerful analytical and problem-solving skills.
• Exhibits strong technology skills (Web, Outlook, Excel, PowerPoint, Mobile, Salesforce CRM, Microsoft Suite of products).
• Exhibits strong written communication skills (ex: effective follow-up notes, email prospecting)
• Exhibits strong and compelling verbal communication skills (ex: presentations, room command, confidence)
• Exhibits strong time management and organizational skills.
• Contributes proactively to Stand-Up meetings with the Sales Team
• Manages a new deal pipeline, following the defined sales process
• Accountable for individual activity levels and quota expectations
• Develops and provides ongoing strategic recommendations for discussion with clients each quarter.
• Develops consultative topics on an ongoing basis.
• Delivers a high level of customer service to clients, vendors, and EMKAY employees in other company departments using a professional, pleasant, and articulate manner.
• Powerful consulting skills to position and sell new services within designated accounts.
• In a consultative manner, works with clients to create vehicle selectors and generate new vehicle orders. Works with Client Support Team staff to research and recommend the types and numbers of vehicles and fleet management services needed to address the customer's transportation needs most cost-effectively and satisfactorily.
• In response to client inquiries, works with the designated Client Support Team on the calculation of lease charges, interest, cost of vehicle, upfitting, anticipated mileage, applicable taxes, and fleet management services requested by the client.
• Employee must have powerful web presentation skills and be able to demonstrate the features and benefits of the EMKAY technology (web portal, mobile apps, interactive presentation tools).
• Must have in-depth knowledge of finance and the capital markets.
• Must have in-depth knowledge of the fleet industry and all aspects of vehicle use, such as: Vehicle maintenance, TCO/Cost Lifecycle, OEM volume programs, insurance, fuel best practices, etc.
• Attends trade shows and all EMKAY sales meetings as appropriate or requested.
• Coordinates and creates agenda, HQ prospect/client visit documentation for all of the EMKAY HQ visits
• Position requires out-of-town travel, up to 50% of the time.

Qualifications

• Must be highly detail-oriented, a self-starter, well-organized, and able to prioritize workload.
• Minimum of a four-year college degree.
• 5+ years of sales experience.
• Fleet industry sales experience a plus.