Strategic Account Executive, Leasing Sales

Headquartered in Portland, Oregon, TEC has 30+ locations from Seattle to San Diego to the Midwest, serving thousands of customers across Washington, Oregon, California, Nevada, Arizona, Nebraska, Iowa and South Dakota.

TEC Equipment features Mack and Volvo heavy-duty trucks, Hino and Isuzu medium duty trucks, Wabash trailers and Cottrell auto transport trailers. We offer a large and desirable inventory of new Mack and Volvo heavy-duty trucks and all makes of used trucks. Our full-service line-up also features quality parts, state-of-the-art service, collision centers and fuel, leasing/rental, financing, and insurance. Our locations are authorized service centers for Mack, Volvo, Cummins, Meritor, Eaton and Fuller warranties. TEC truly offers the convenience of one-stop shopping for all trucking-related needs.

The Strategic Account Executive, Leasing Sales (SAE) drives revenue growth for all aspects of the leasing business in their assigned area of responsibility (AOR) and is responsible for leading the sales effort to maximize market share in the region. The SAE is an expert in sales processes and is a leading example in all areas of sales. Strategic Account Executive, Leasing Sales have completely adopted the TEC sales processes and can train, coach, and mentor new and seasoned sales reps to their peak performance. The SAE is an expert in the markets for their region with a deep understanding of the various business cycle's, customer demands, and market potential. This position typical spends 80% of the time personally driving revenue growth through sales efforts and 20% of their time mentoring assigned sales reps. SAEs have extensive autonomy when selling and running sales initiatives with unlimited potential to grow the revenue, profits, and their personnel income. The Strategic Account Executive, Leasing Sales acts as a steward of TEC's company values: Teamwork, Entrepreneurship, and Customer Focus; and ensure every member of the Service team is delivering a customer experience that ensures TEC Equipment continues to be recognized by customers as their Best Business Partner.

Manage the revenue mix to grow each of the product lines in the full service lease portfolio responsibly. Maintain a heavy focus on growing stable revenue streams of full service lease and guaranteed maintenance. Moderate growth in volatile revenue streams like rental and PM+ to industry recommended limits and minimize the impact during market driven down cycles.
• Personally, sell full service lease and contract maintenance in the assigned AOR surpassing assigned volume quotas and surpassing gross profit sales targets.
• Manage a book of high potential prospects with large volumes of equipment throughout TEC's footprint. Coordinate sales within the region and with other regions to maximize share of wallet with assigned prospects.
• Work hand in hand with Region Director of Leasing and Region Sales Manager to build development plans for each sales rep in the region.
• Foster a team-based atmosphere between all sales reps with a heavy focus on building relationships between the rental managers and lease sales team. Encourage collaboration and the conversation of rental customer to lease customers as well as frequent lead sharing from this relationship.
• Lead monthly sales meetings to educate the sales team on the latest industry and market knowledge
• Lead monthly sales blitzes throughout the region to increase proposal and activity volume.
• Provide group-training session 2 to 4 times per year to build skills across the sales team.
• Organize frequent collaboration events with our dealership sales partners in new truck, parts & service, and used truck to foster collaboration and coordinate sales efforts that mutually benefit all of TEC's business units. Be the primary example of teamwork with dealer sales partners to encourage lead sharing and sales that are the best for all business units.
• Personally, develop a deep and thorough understanding of all prospects with sales opportunity within your marketplace.
• Maximize use the CRM offered at TEC and ensured the sales database accurately represents the opportunity in the AOR. Ensure you use Salesforce to record key events for customers, manage their proposals and opportunities, and updates key customer information.
• Personally maintain a working database of all existing or future prospects with large sales opportunities in the region, updating the status of key contacts, value drivers, and relationships status in the CRM offered by TEC.
• Work hand in hand with the Region Director of Leasing to ensure proper staffing to achieve market share and growth objectives.
• Occasionally work with Region Director to analyze win / loss, prospecting activity, and other key metrics to uncover potential opportunities or challenges.
• Monitor and distribute new or dormant prospects between sales reps to maximize market penetration, limit duplicate efforts, and offer sales reps equal opportunity to surpass their objectives.
• Monitor the new truck delivery order board and new deal approval status to keep stakeholders informed of the timing of deliveries so they can begin managing the new truck delivery process
• Assist the field sales and corporate fleet manager when the team is selling special case or unique trucks or add-ons not commonly leased which, includes sourcing pricing, working with operations to determine maintenance costs, and gaining approval from Region Director.
• Be the region expert and a resource to other sales reps for contract language, competitive pricing comparisons, lease vs. ownership proposals, and leasing deal pricing.
• Work with all other departments in the branch and TEC as a whole to maximize dealer profitability & ensure impeccable customer service. Prepare for and participate in meetings with management.
• Proactively prioritize own professional development to increase knowledge of business acumen and organizational development best practices in order to positively impact TEC Equipment's profitability. Increase professional and technical knowledge by attending education workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Make decisions and role model behaviors in alignment with TEV Values.
• Sales Force Software, Microsoft Excel and Microsoft Outlook profiency

• Education and/or experience equivalent to a Bachelor's Degree in Business, Management, or related field.
• 7+ years of direct sales experience required
• 5+ years of contract sales experience in a business to business environment
• 1+ years of direct sales or sales management experience preferred
• Mastery of sales process and personally capable of prioritizing and acquiring quality sales for business to business transactions
• Strong knowledge of truck repair quality standards
• Strong knowledge and understanding of trucking/leasing industry
• Intermediate knowledge of basic software and applications including Windows, Microsoft Office Suite, etc., and ability to learn new computer programs quickly
• Makes quality decisions and deals with ambiguity effectively.
• Strong business acumen with ability to analyze, prioritize, identify, create, and execute solutions
• Excellent at directing others, developing direct reports and conflict management.
• Demonstrates good composure, patience, and compassion for direct reports and peers.
• Exceptional customer focus, written and oral communication, and interpersonal skills.
• Ability to build effective relationships with external and internal partners
• Ability to work independently and remain detail-oriented and composed under pressure and in a fast-paced environment
• Ability to act as a team player and remain flexible and adaptable
• Understanding the Business (Business Acumen, Functional Skills (lease and contract sales))
• Making Complex Decisions (Decision Quality, Problem Solving)
• Focus on the Bottom Line (Perseverance, Drive for Results)
• Organizationally Savvy (Agility, Political Savvy)
• Communicating Effectively (Presentation Skills, Written Communication)
• Relating Skills (Approachability and Interpersonal Savvy)
• Managing Diverse Relationships (Customer Focus, Peer Relationships, Understanding Others)
• Inspiring Others (Motivating Others, Negotiating)
• Acting with Honor and Character (Ethics, Integrity)
• Being Open and Receptive (Listening, Patience)

TEC provides our employees and their families with a full menu of health, wellness, and retirement benefits.

New hires are eligible to participate in TEC Equipment's comprehensive benefits plan the first of the month following your date of hire.

• Choice of two comprehensive medical plan options that include prescription drug coverage
• Choice of two dental plans that cover preventative and diagnostic care, basic and major services, and orthodontia for children
• Vision care, discounted hearing exams, and hearing aids
• 401(k) retirement savings plan with company contribution
• Life, accident, and disability insurance
• Employee Assistance Program (EAP)
• Education assistance
• Seven paid holidays, vacation accrual of at least 48 hours per year, and paid sick

All offers of employment are contingent upon successful completion of all applicable screenings.

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.