Why Work Here?:
Great culture, pay, benefits, and investment in your training and development. With Master's Transportation, you can be part of a fast-growing, innovative company. Our new company headquarters located on 40 acres in Kansas City, MO, features a state-of-the-art, climate-controlled facility. The Master's leadership team values our people and supports their growth and positive employee experience. For people looking to contribute, build on their skills, and work together for shared success, it's an exciting time to join the company!
Benefits:
- Generous Paid Leave and 12 Paid Holidays.
- Competitive health insurance, dental, vision, company-paid life insurance, and short/long- term disability benefits.
- 401(k) with company match.
- Flexible Spending and Health Savings Accounts.
- Discounts for travel, entertainment and more.
- Investment in Employee Development
Job Title: Public Sector Regional Sales Manager.
Classification: Exempt; base salary plus commission.
Reports to: Director of Public Sector Sales.
Position Type: Full-time.
Business Hours: Monday through Friday, 8:00 a.m. to 5:00 p.m., with flexibility based on travel, client meetings, industry events, and business needs.
Work Location: Varies by assigned region.
Job Summary:
The Regional Sales Manager – Public Sector & Airports is responsible for proactively developing an assigned region by identifying, creating, developing, and securing new business with public sector, government, airport, and aviation-related customers. This position requires constant territory development, face-to-face interaction with customers, and the ability to identify their needs, funding sources, fleet replacement cycles, acquisition pathways, and upcoming opportunities before formal tenders or applications are published. The position focuses on building relationships with municipalities, public transportation agencies, school districts, state and local government entities, airport authorities and operators, airlines, parking and rental car operators, ground transportation providers, and other organizations that purchase shuttle buses and passenger vans. The position manages the full sales cycle, including prospecting, customer needs assessment, route and capacity assessment, product recommendations, pricing, bid and RFP support, contract coordination, and post-sale follow-up. The Regional Sales Manager – Public Sector and Airports collaborates closely with internal sales leadership and operations teams to expand market presence, strengthen customer relationships, and drive revenue growth within the assigned region.
Essential Functions:
- Achieve assigned regional sales and revenue objectives through the sale of the company’s shuttle buses, passenger vans, and related transportation solutions.
- Acquire new customers and grow existing accounts through consistent prospecting, customer outreach, field visits, relationship management, vehicle demonstrations, and follow up.
- Manage the full sales cycle from initial prospecting and customer discovery through product recommendation, presentation, pricing, proposal development, negotiation, closing, order coordination, delivery, and post sale follow up.
- Build, maintain, and convert a qualified regional sales pipeline while maintaining appropriate activity levels and consistently advancing opportunities toward close.
- Develop and manage assigned public sector accounts throughout the region, including airport authorities, airport operators, airlines, rental car operators, parking operators, municipalities, government entities, and contractors supporting passenger transportation operations.
- Conduct customer discovery to understand passenger volumes, route requirements, service frequency, capacity, accessibility needs, vehicle clearances, operating environments, duty cycles, fleet requirements, reliability expectations, and total cost of ownership. Within airport and aviation markets, this may include passenger and employee transportation, terminal and parking operations, rental car transportation, luggage capacity, fleet replacement, and other airport specific operating requirements.
- Recommend appropriate shuttle bus, passenger van, and transportation solutions based on the customer’s operational requirements, fleet needs, budget, and intended application.
- Prepare and present customer specific proposals, fleet recommendations, vehicle configurations, demonstrations, and pricing that address operational, financial, and purchasing requirements.
- Negotiate pricing, vehicle configurations, delivery expectations, and other commercial terms within established company guidelines to successfully close sales opportunities.
- Build and maintain relationships with executives, operations leaders, procurement professionals, fleet managers, transportation managers, airport stakeholders, contractors, and other key decision makers to generate new vehicle sales, repeat business, referrals, and long-term account growth.
- Understand customer procurement requirements, purchasing timelines, available cooperative contracts, government contracts, funding considerations, bids, and RFP requirements as necessary to successfully advance and close sales opportunities.
- Monitor and pursue applicable bids, RFPs, cooperative purchasing opportunities, government contracts, and other purchasing opportunities within the assigned region.
- Maintain ownership of the customer relationship throughout the order and delivery process, coordinating with internal sales leadership, operations, finance, fulfillment, and support teams to ensure customer expectations are met.
- Manage regional sales activity through regular customer outreach, territory planning, account management, pipeline development, customer visits, vehicle demonstrations, and participation in appropriate industry events and trade association meetings.
- Maintain accurate customer activity, sales opportunities, forecasts, next steps, and pipeline information in Salesforce in accordance with company sales processes.
- Provide regular sales forecasts and territory updates to the Director of Public Sector Sales, including pipeline status, expected closings, account activity, revenue opportunities, risks, and barriers to achieving sales goals.
- Track competitor activity, customer purchasing patterns, market conditions, fleet replacement activity, and other factors that may affect sales opportunities or regional sales performance.
Competencies:
- Development of new businesses and territorial penetration.
- Consultative and solution-based selling.
- Sales Pipeline Management, Forecasting, and Salesforce Discipline.
- Knowledge of public procurement and contracts.
- Customer Discovery & Fleet Needs Assessment.
- Relationship development and communication at the executive level.
- Strong communication, presentation, negotiation, and closing skills.
- Product and Transportation Market Expertise.
- Autonomy, organization and management of trips.
- Results-oriented mindset, with responsibility for regional sales and revenue growth.
Supervisory Responsibilities: None.
Work Environment: Work environment in the office and in the field.
Physical Demands:
In performing the duties of this position, the employee is occasionally required to stand, walk, sit, use hands to manipulate or touch objects, tools, or controls, reach with hands and arms, climb stairs, speak, and listen. Occasionally, the employee must lift or move office products and supplies up to 20 pounds.
Education, Experience, and Certifications Required:
- High school diploma or equivalent required.
- Minimum of three years of successful sales experience, preferably in B2B, fleet, transportation, commercial vehicle, or public sector sales.
- Demonstrated ability to proactively develop an assigned territory, identify and create new business opportunities, build a sales pipeline, manage customer relationships, maintain accurate forecasting and activity in the CRM, and meet regional sales and revenue targets.
- Experience with Salesforce or another CRM system to manage customer activity, sales opportunities, forecasts, and portfolio reports.
- Previous experience in sales of vehicles, shuttle buses, passenger vans, fleets or transport equipment will be valued.
- Valid driver's license and a clean driving record are required.
Education, Experience, and Certifications Preferred:
- Sales experience preferred to clients in the public sector, government, education, public transportation, municipalities, or fleets.
- Experience with bidding processes, RFP responses, cooperative purchasing programs, government contracts, or government procurement requirements is preferred.
- Previous experience in sales of shuttle buses, passenger vans, commercial vehicles, fleet vehicles, or transportation equipment is preferred.
- Established relationships or previous account management experience within the assigned regional public sector market are preferred.
Travel Requirements:
Approximately 50% to 60% of the allocated region is expected to travel regularly within the assigned region to proactively develop the territory, meet with public sector and government customers, identify and create new business opportunities, conduct vehicle demonstrations, attend industry events or trade association meetings, participate in activities related to tenders or requests for proposals, and support the development of customer relationships. Overnight travel will be required, and occasionally afternoon, evening, or weekend travel may be necessary, depending on customer meetings, trade shows, conferences, vehicle deliveries, or other business needs.
Other Features:
This job description is not designed to encompass or contain an exhaustive list of the employee's required activities, roles, or responsibilities. Roles, responsibilities, and activities may change, or new ones may be assigned at any time, with or without notice.
Affirmative Action and Equal Employment Opportunity Statement:
Master's Transportation is committed to the principles of equal employment opportunity. We are committed to complying with all federal, state, and local laws that provide for equal employment opportunity, as well as all other employment laws and regulations. We intend to maintain a work environment free from harassment, discrimination, or retaliation on the basis of age, race, color, national origin, ancestry, religion, sex, pregnancy (including childbirth, breastfeeding, and related medical conditions), physical or mental disability, genetic information (including tests and characteristics), veteran status, uniformed services status, or any other status protected by federal, state, or local laws. Master's Transportation is dedicated to compliance with this policy in all aspects of employment, including, but not limited to, recruitment, hiring, assignment, transfer, training, promotion, wage rates and other compensation, termination, and all other terms, conditions, and privileges of employment.