Sales Account Manager – Southwest

ABC Companies is a leading provider of transportation solutions, offering vehicles for 8–81 passengers, along with parts, service, and financing to support fleet operators across North America. Family-owned and operated since 1972, ABC is driven by its mission to advance the transportation industry through innovative, collaborative solutions that redefine the standard.

Guided by its core values of Integrity, Trust, Collaboration, and Innovation, ABC is committed to delivering customer-focused, high-quality solutions that enhance safety, performance, and reliability. We're seeking a motivated, relationship-driven Sales Account Manager – Southwest to expand our presence across the region through the sale and lease of new and pre-owned motorcoaches.

Drive business growth, build lasting customer relationships, and help shape the future of commercial transportation with ABC Companies. In this role, you'll take ownership of your assigned territory, develop new business opportunities, and serve as a trusted advisor to fleet operators seeking transportation solutions that meet their operational and financial needs.

From identifying prospects and presenting vehicles to negotiating agreements and coordinating deliveries, you'll play an integral role in the customer experience and ABC's continued growth. If you're an experienced sales professional who thrives on building relationships, navigating complex sales cycles, and turning opportunities into long-term partnerships, this is an opportunity to represent an established industry leader in commercial transportation.

Benefits

& Perks At ABC Companies, we recognize that our employees are our greatest asset. We offer a comprehensive benefits package designed to support your health, financial well-being, and work-life balance, including: Medical Insurance Dental Insurance Vision Insurance 401(k) Retirement Plan Company-Paid Short-Term Disability Insurance Company-Paid Long-Term Disability Insurance Company-Paid Basic Life & AD&D Insurance Voluntary Term Life & AD&D Insurance Flexible Spending Accounts (FSA) Hospital Indemnity Insurance Employee Assistance Program (EAP) Paid Time Off (PTO) Paid Holidays Training and Professional Development Opportunities Career Growth and Advancement Opportunities Benefits eligibility and offerings are subject to plan terms and company policies.

Position Overview

The Sales Account Manager – Southwest is responsible for driving sales performance, developing new business, and managing customer relationships within an assigned geographic territory. Reporting to the Senior Vice President of Sales, this position focuses on the sale and lease of new and pre-owned motorcoaches while supporting ABC Companies' broader commitment to delivering comprehensive transportation solutions.

Serving as the primary sales contact for assigned accounts, the Sales Account Manager manages the full sales cycle, including prospecting, relationship development, customer needs assessments, vehicle presentations, pricing negotiations, sales documentation, and delivery coordination. The position requires an understanding of commercial transportation operations, fleet purchasing considerations, and the ability to recommend solutions that align with customer requirements.

In addition to developing new business, the Sales Account Manager is responsible for strengthening existing customer relationships, identifying opportunities for repeat business, monitoring competitive activity, and evaluating territory performance. This includes maintaining an accurate sales pipeline, preparing forecasts, tracking sales activity, and providing regular updates to sales leadership.

The position works collaboratively with internal departments, including Finance, Credit and Collections, Sales Operations, and other operational teams, to support transactions, resolve customer needs, and ensure a consistent experience throughout the sales process. Success requires a proactive, self-directed sales professional with strong business acumen, negotiation skills, and the ability to balance customer satisfaction with profitable sales growth.

The position involves regular travel throughout the assigned territory and may include additional accounts or geographic responsibilities based on business needs. What Success Looks Like In this role, you'll make an impact by: Growing Territory Sales: Consistently developing new business opportunities and converting qualified prospects into new and pre-owned motorcoach sales and lease agreements.

Building Strong Customer Relationships: Establishing trusted, long-term partnerships with fleet operators while maintaining strong relationships with existing customers and identifying repeat business opportunities. Managing the Sales Pipeline: Maintaining accurate prospect, opportunity, quotation, and sales information in the company's CRM system to support forecasting and business planning.

Delivering Consultative Sales Solutions: Understanding customer fleet requirements, operational challenges, and purchasing priorities to recommend appropriate vehicles and transportation solutions. Negotiating Profitable Transactions: Effectively managing pricing discussions, trade-in evaluations, and sales negotiations while supporting company profitability and customer satisfaction.

Executing a Seamless Sales Process: Coordinating with internal departments to ensure accurate documentation, financing communication, vehicle inspections, and timely delivery. Strengthening Market Presence: Monitoring industry trends, competitive activity, and territory opportunities to expand ABC's customer base and market penetration.

Key Responsibilities

Territory Sales & Business Development Develop and execute sales activities designed to increase new and pre-owned motorcoach sales and leasing opportunities throughout the assigned Southwest territory. Identify, prospect, and develop relationships with potential customers, including commercial fleet operators and transportation providers.

Maintain and grow existing accounts through regular customer engagement, relationship management, and identification of additional business opportunities. Conduct customer visits, sales presentations, vehicle demonstrations, and product discussions to support purchasing decisions. Evaluate customer needs and recommend appropriate vehicle configurations, products, and transportation solutions.

Monitor territory performance, market penetration, competitive activity, and emerging business opportunities. Maintain current knowledge of motorcoach products, industry developments, marketplace conditions, and competitive offerings. Represent ABC Companies professionally during customer meetings, industry events, and other business development activities.

Sales Negotiations & Transaction Management Manage the sales process from initial customer engagement through quotation, negotiation, order placement, and vehicle delivery. Prepare and present accurate vehicle quotations, proposals, and sales or lease documentation. Negotiate vehicle pricing and trade-in values in accordance with company guidelines and established approval processes.

Demonstrate the knowledge and ability to properly present, operate, and explain ABC's motorcoach products and related features. Coordinate incoming and outgoing motorcoach inspections to verify conformance with sales agreements and documented vehicle specifications. Work with internal departments to support financing arrangements, insurance requirements, and transaction documentation.

Assist the Credit and Collections department with customer-related matters as requested. Address customer questions and coordinate the resolution of sales-related issues throughout the transaction process. Account Management & Customer Experience Serve as a primary point of contact for assigned customer accounts throughout the sales lifecycle.

Develop an understanding of customer fleet operations, replacement cycles, purchasing plans, and long-term transportation needs. Maintain regular communication with customers regarding quotations, orders, vehicle availability, delivery schedules, and transaction status. Collaborate with internal departments to ensure timely follow-through on customer requests and commitments.

Identify opportunities to strengthen customer retention, repeat business, and overall account growth. Promote ABC Companies' commitment to exceeding customer expectations through responsive communication, professionalism, and reliable service. Sales Reporting & CRM Management Maintain accurate and current records of prospects, customer interactions, quotations, orders, sales, and leases within the company's CRM system.

Prepare and submit weekly sales activity reports to the Senior Vice President of Sales. Track and report customer visits, sales opportunities, pipeline activity, vehicle deliveries, financing status, and other relevant sales information. Monitor sales performance against territory objectives and identify opportunities for improvement.

Provide sales forecasts, market intelligence, and other information requested by sales leadership. Utilize sales automation tools and business applications to manage customer relationships and daily sales activities. Collaboration, Compliance & Professional Standards Partner with Sales leadership and internal departments to support business objectives and customer satisfaction.

Maintain professional relationships with customers, vendors, colleagues, and business partners. Comply with company policies, sales procedures, and applicable regulatory requirements. Obtain and maintain required commercial driving qualifications within established timelines. Perform other duties as assigned to support sales operations and organizational objectives.

Qualifications

Demonstrated successful sales experience required, preferably involving motorcoaches, buses, automobiles, trucks, or commercial heavy vehicles. Five years of successful bus sales experience with ABC Bus, Inc., or eight years of relevant industry experience preferred. Experience managing assigned accounts, developing new business, and negotiating sales transactions.

Experience with commercial vehicle sales, fleet operations, or transportation-related products strongly preferred. Ability to obtain and maintain a Class B Commercial Driver's License (CDL) with passenger endorsement within 180 days of employment if not already qualified, including completion of applicable DOT requirements.

Proficiency with Microsoft Office applications, including Word, Excel, and Outlook. Experience using CRM platforms, sales automation tools, and other business systems. Willingness and ability to travel up to 50% throughout the assigned territory. Skills Strong consultative selling, relationship management, and business development abilities.

Effective negotiation, persuasion, and customer communication skills. Ability to identify customer needs and recommend appropriate transportation solutions. Strong organizational, time management, and territory planning skills. Ability to manage multiple sales opportunities, competing priorities, and deadlines. Proficiency in maintaining accurate CRM records, sales pipelines, and forecasts.

Sound business judgment and the ability to balance customer expectations with company objectives. Strong interpersonal skills and the ability to collaborate across departments. Self-motivated, results-oriented approach with the ability to work independently. Commitment to professionalism, integrity, and exceptional customer service.

Physical Demands Ability to lift, move, or handle items weighing up to 50 pounds. Ability to stand, walk, and move for extended periods, potentially 80–100% of a shift during certain activities. Ability to enter, exit, inspect, and demonstrate commercial vehicles as required. Ability to travel regularly throughout the assigned territory, including driving and visiting customer locations.

Ability to perform administrative tasks involving prolonged computer use. ABC Companies is an equal opportunity employer. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, age, national origin, disability, veteran status, genetic information, and other legally protected categories.