Regional Fleet Account Executive
On-siteLouisville, Kentucky, United States
Job Summary
Develop and execute customer-specific sales strategies with fleet customers in the assigned territory to reduce total cost of ownership and minimize truck downtime. Build lasting relationships with stakeholders ranging from shop technicians to senior executives, providing alternative solutions like kit configurations and inventory strategies when standard options are constrained. Communicate competitor market developments to leadership and manage pricing, logistical issues, and operational compliance across the region. Maintain strict discipline on Individual Sales Plans, CRM usage, and forecasting while prospecting, reopening dormant accounts, and pushing deals to closing. Resident of Louisville, KY or within a 45-mile radius; travel as needed.
Required Qualifications
- Min of 5 years of sales experience
- preferably commercial vehicle and/or trailer parts experience
- History of verifiable exceeding goals
- Must be resident of Louisville, KY
- Must live within 45-mile radius
- Must be open to coaching and feedback
- Must be Technology proficient (MS Office including Word, Excel, Powerpoint, Teams, Outlook)
- Deep working knowledge of the heavy‐duty truck parts aftermarket
- Strong understanding of OE vs. aftermarket (Common OE, Exclusive, Private Label) parts strategies
- Knowledge of fleet purchasing behaviors, maintenance cycles, warranty considerations, and regulatory/DOT requirements
- Strong technical understanding of core product categories (drivetrain, braking, electrical, suspension, HVAC, consumables, and wear items)
- Able to confidently engage fleet technicians, maintenance managers, and shop foremen on fit, form, function, and troubleshooting
- Can identify failure patterns, substitute parts, and alternative configurations to solve real‐world fleet issues
- Ability to provide alternative solutions when OE or traditional options are constrained by price, availability, or lead time
- Designs custom and tailored solutions for fleets, including: Kit solutions, Common/Match‐Made (private label) alternatives, Inventory strategies, Speed‐to‐service / delivery solutions
- Focused on reducing fleet downtime, improving first‐time fix rates, and simplifying fleet maintenance operations
- Positions JIT as a partner, not just a parts supplier
- Highly competitive, hungry, and motivated by earning business and winning accounts
- Comfortable prospecting, chasing opportunities, reopening dormant accounts, and pushing deals across the finish line
- Willing to outwork competitors through activity, follow‐up, and persistence
- Embraces accountability for results
- Proven sales performance
- Ownership mindset
- Resilience and grit
- Closing discipline
- Highly disciplined self‐starter who plans their week, executes daily, and tracks outcomes
- Strong adherence to Individual Sales Plans (ISPs), CRM usage, pipeline management, and forecasting discipline
- Manages time effectively between field activity, customer follow‐up, internal coordination, and opportunity development
- Consistently executes agreed‐upon actions without needing constant supervision
- Strong communicator across multiple fleet stakeholders, including: Fleet technicians and shop managers, Procurement and sourcing leaders, Fleet executives and ownership
- Able to tailor messaging: Technical detail for the shop, Cost, savings, and reliability for procurement, Strategic value and partnership for executives
- Builds trust through responsiveness, transparency, and follow‐through
- Deep understanding of the competitive landscape, including OE dealers, aftermarket distributors, and private‐label competitors
- Knows competitor strengths, weaknesses, pricing strategies, service gaps, and delivery models
- Anticipates competitive threats and proactively positions JIT's value, differentiation, and service advantages
- Brings competitive intelligence back to the organization to inform pricing, product, and service decisions
- Business acumen
Desired Qualifications
- Strong desire to win and be a great teammate
- Passionate about customer service
- Intellectual curiosity
- Discovery and needs assessment
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