Aftermarket and Fleet Sales Representative - Job Description

Position Summary

The Aftermarket and Fleet Sales Representative is responsible for driving revenue growth through the sale of aftermarket products, parts, accessories, maintenance programs, and fleet solutions to commercial customers. This role develops and maintains relationships with fleet operators, business owners, government agencies, and strategic accounts while identifying opportunities to increase market share and customer retention.

Key Responsibilities

Sales & Business Development

• Develop and execute sales strategies to grow aftermarket and fleet sales revenue.
• Identify, prospect, and acquire new fleet and commercial customers.
• Promote parts, accessories, service contracts, maintenance programs, and fleet solutions.
• Prepare quotations, proposals, and bid responses for commercial and government fleet accounts.
• Negotiate pricing, contracts, and service agreements within company guidelines.
• Meet or exceed monthly, quarterly, and annual sales targets.

Account Management

• Build and maintain long-term relationships with fleet managers, purchasing departments, and key decision-makers.
• Conduct regular customer visits to understand operational needs and uncover additional sales opportunities.
• Provide ongoing support to ensure customer satisfaction and retention.
• Resolve customer concerns related to products, service, delivery, or warranty issues.

Fleet Program Management

• Coordinate fleet vehicle ordering, delivery, and aftermarket installations.
• Educate customers on maintenance programs, warranty coverage, and lifecycle cost management.
• Monitor fleet account performance and recommend solutions that improve uptime and operational efficiency.
• Collaborate with service, parts, and operations teams to deliver customer solutions.

Market Analysis & Reporting

• Track market trends, competitor activities, and customer requirements.
• Maintain accurate customer records and sales activities within CRM systems.
• Prepare sales forecasts, pipeline reports, and performance metrics.
• Provide recommendations to management regarding product offerings and growth opportunities.

Qualifications

• Bachelor's degree in Business, Marketing, Automotive Management, or related field preferred.
• 3+ years of experience in fleet sales, aftermarket sales, automotive sales, heavy equipment sales, or a related industry.
• Strong knowledge of commercial vehicle operations, parts, service programs, and fleet management practices.
• Proven track record of achieving sales goals and developing customer relationships.
• Proficiency with CRM software and Microsoft Office applications.

Required Skills

• Excellent communication and presentation skills.
• Strong negotiation and closing abilities.
• Relationship-building and customer service orientation.
• Analytical and problem-solving skills.
• Ability to manage multiple accounts and priorities.
• Self-motivated with strong organizational skills.

Key Performance Indicators (KPIs)

• Fleet sales revenue growth.
• Aftermarket parts and service sales volume.
• New customer acquisition.
• Customer retention and satisfaction rates.
• Gross profit margins.
• Sales pipeline and conversion rates.

Working Conditions

• Frequent travel to customer sites and business locations.
• Combination of field sales, office work, and customer meetings.
• Occasional attendance at industry trade shows and networking events.

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. We consider all qualified applicants, including those with criminal histories, in a manner consistent with state and local laws, including the California Fair Chance Act, City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, and Los Angeles County Fair Chance Ordinance.