Director of Light Duty Commercial Sales

Job Description

Scope:

The Director of Light-Duty Commercial Sales is responsible for leading the strategy, growth, and performance of the Company's commercial sales business. This role provides strategic and operational leadership across customer acquisition, sales execution, account growth, retention, and sales performance to drive revenue, profitability, customer growth, and long-term customer value. The Director leads and develops the commercial sales organization, establishes sales strategies and performance expectations, and ensures the team has the tools, processes, and insights needed to effectively identify, acquire, activate, and grow commercial customers. This role works closely with cross-functional teams including Commercial Operations, Marketing, Finance, Pricing, Technology, and Customer Service to optimize sales programs, strengthen the commercial offering, and deliver a consistent and scalable customer experience. Success in this role requires a strategic and results-oriented sales leader with strong B2B sales expertise, proven team leadership capabilities, sound business judgment, and the ability to translate strategy into measurable sales and business results.

Responsibilities:

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• Develop and execute the overall commercial sales strategy to drive customer acquisition, revenue growth, profitability, and long-term business development.
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• Lead customer acquisition, activation, retention, and account growth strategies to achieve established sales and business performance objectives.
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• Develop annual sales plans, forecasts, performance goals, and key performance indicators to establish accountability and drive consistent execution.
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• Lead, coach, develop, and motivate the commercial sales team while fostering a high-performing, collaborative, and customer-focused culture.
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• Build and manage a strong sales pipeline, including prospecting, lead generation, customer conversion, activation, and ongoing account development.
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• Identify and pursue new markets, customer segments, partnerships, and business opportunities to expand the commercial customer base.
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• Develop strategies to improve customer acquisition, retention, account penetration, and overall sales productivity.
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• Monitor sales activity, customer growth, revenue, profitability, pipeline performance, and other key metrics to identify opportunities and improve business results.
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• Leverage customer, market, competitive, financial, and sales performance data to evaluate effectiveness and inform strategic business decisions.
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• Partner with Pricing, Finance, Marketing, Commercial Operations, Technology, and other internal teams to optimize customer offers, sales programs, tools, processes, and the overall customer experience.
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• Develop and implement scalable sales processes, tools, and best practices that improve sales execution and organizational effectiveness.
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• Build organizational capability through talent development, succession planning, workforce planning, and continuous improvement initiatives.
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• Identify opportunities to improve sales channels, customer engagement strategies, and commercial sales processes.
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• Communicate business performance, opportunities, risks, and recommendations to senior leadership.
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• Ensure sales activities, customer commitments, and applicable agreements align with Company policies, standards, and requirements.
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Qualifications:

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• 8 or more years of progressive experience in commercial sales, B2B sales, business development, inside sales, fleet, fuel, payments, transportation, or a related industry.
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• 5 or more years of leadership experience managing, developing, and leading high-performing sales teams.
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• Demonstrated success developing and executing sales strategies that drive measurable revenue growth, customer acquisition, retention, and account expansion.
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• Experience building, leading, or optimizing inside sales operations, including lead generation, pipeline management, customer conversion, account development, and sales performance management.
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• Experience leading multi-channel or geographically dispersed sales organizations, including inside and field/outside sales teams, preferred.
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• Experience within fuel, convenience retail, fleet, transportation, commercial payments, or a related industry strongly preferred.
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• Strong understanding of B2B sales cycles, customer acquisition, retention, account development, and pipeline management.
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• Proven ability to lead, coach, develop, and motivate high-performing sales teams.
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• Strong commercial and strategic business acumen with the ability to translate business strategy into actionable sales plans.
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• Demonstrated ability to analyze sales and financial performance data and use insights to drive business decisions.
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• Excellent communication, presentation, relationship-building, negotiation, and influencing skills.
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• Strong organizational, prioritization, and decision-making abilities.
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• Ability to effectively collaborate across functions and influence stakeholders at multiple levels of an organization.
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• Demonstrated ability to lead through change, develop scalable processes, and drive continuous improvement.
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