Regional Sales Manager - NE in New York, New York at TRUE NORTH MIDCO LLC

Position Summary

Compensation - Salary + Commission (60% of total compensation will be performance based in addition to salary)

True North Fleet Services (TNFS) is seeking an experienced Regional Sales Manager to drive profitable revenue growth throughout Texas. This individual will be responsible for developing new fleet business, expanding strategic customer relationships, and connecting customers with the capabilities of TNFS operating companies across the region.

This is a highly visible, field-based role requiring a strong hunter mentality, disciplined pipeline management, and an operational understanding of the fleet maintenance industry. The Regional Sales Manager will work closely with local operating leaders to ensure that new business opportunities can be executed successfully, priced responsibly, and supported by consistently strong customer experience.
Success in this position requires more than winning new accounts. The Regional Sales Manager must understand customer operations, identify opportunities to improve fleet uptime, and help translate customer needs into profitable, scalable service solutions.

Essential Functions
• Develop and execute a regional sales strategy aligned with TNFS growth objectives and local operating capacity.
• Prospect, develop, and secure new fleet customers within the assigned territory.
• Build relationships with fleet executives, maintenance leaders, procurement teams, transportation managers, and other key decision-makers.
• Conduct customer discovery meetings and field visits to understand fleet size, equipment types, maintenance needs, service gaps, downtime challenges, and purchasing processes.
• Create and maintain a qualified pipeline of new business opportunities using the company’s CRM.
• Collaborate with operating company leadership to evaluate service capacity, geographic coverage, labor availability, pricing, and implementation requirements.
• Develop customer solutions that may include mobile maintenance, on-site fleet maintenance, preventive maintenance, mechanical repair, commercial tires, towing, emergency roadside service, and other TNFS capabilities.
• Prepare and present proposals that clearly communicate service scope, customer value, pricing, implementation expectations, and measurable business outcomes.
• Support contract negotiations, pricing discussions, account transitions, and new-customer onboarding.
• Coordinate closely with operations to ensure that commitments made during the sales process are realistic, clearly communicated, and executable.
• Expand existing customer relationships by identifying additional locations, vehicles, services, or markets TNFS can support.
• Monitor account performance, service execution, customer satisfaction, and growth opportunities following implementation.
• Maintain accurate and timely CRM documentation, including prospecting activity, opportunity stages, projected revenue, next steps, and account information.
• Provide regional market intelligence regarding competitors, customer trends, pricing pressures, service demand, and potential growth opportunities.
• Represent TNFS at industry events, trade shows, association meetings, customer facilities, and regional networking opportunities.
• Provide leadership with regular pipeline forecasts, opportunity updates, risks, and recommended actions.
• Travel throughout the assigned territory to support customer development, operating company alignment, and account growth.

Measures of Success
Success in this role will be evaluated through:
• New revenue and gross profit generated
• Qualified pipeline growth and pipeline conversion
• Achievement of regional sales targets
• New fleet accounts opened and successfully implemented
• Expansion of services within existing accounts
• Customer retention and relationship development
• Forecast accuracy and CRM discipline
• Quality and profitability of new business
• Alignment between customer commitments and operational execution
• Effectiveness of collaboration with TNFS operating companies

Required Qualifications
• Five or more years of successful B2B sales or business-development experience within fleet maintenance, transportation, logistics, commercial tires, heavy-duty repair, mobile services, or a closely related service industry.
• Demonstrated success prospecting for and securing new commercial accounts.
• Experience managing multi-state or geographically dispersed sales territory.
• Ability to develop relationships with both executive decision-makers and field-level operational leaders.
• Working knowledge of fleet operations, vehicle maintenance programs, customer uptime requirements, and commercial service delivery.
• Experience developing proposals, supporting pricing decisions, negotiating agreements, and onboarding new customers.
• Ability to evaluate business opportunities based on operational feasibility, customer value, revenue potential, and profitability.
• Experience maintaining sales activity, pipeline information, and forecasts within a CRM.
• Ability and willingness to travel regularly throughout the assigned region.
• Valid driver’s license and an acceptable driving record.
Preferred Qualifications
• Established relationships with fleet, trucking, logistics, municipal, vocational, or commercial transportation customers within the territory.
• Experience selling mobile maintenance, preventive maintenance, mechanical repair, commercial tires, towing, or emergency roadside services.
• Experience supporting customers with multiple locations or geographically dispersed fleets.
• Familiarity with HubSpot, Salesforce, or a comparable CRM platform.
• Experience working within a private equity-backed, multi-location, acquisition-oriented, or rapidly growing service organization.
• Understanding of gross margin, pricing strategy, service capacity, labor utilization, and account profitability.

Knowledge, Skills, and Abilities
• Strong prospecting, networking, and relationship-development ability
• Consultative and solutions-oriented selling skills
• Commercial judgment and financial awareness
• Understanding of operational capacity and service execution
• Strong territory planning and organizational skills
• Clear written, verbal, and presentation communication
• Ability to influence without direct authority
• Disciplined pipeline management and follow-through
• Ability to balance growth opportunities with service quality and profitability
• Comfort working independently in the field while remaining aligned with a broader team
• Ability to adapt within a growing and evolving organization

What Makes This Opportunity Different
This role provides the opportunity to help build a regional growth platform—not simply to manage an established book of accounts. The Regional Sales Manager will connect the capabilities of multiple TNFS operating companies, help customers solve meaningful fleet maintenance challenges, and directly influence how TNFS expands throughout their market.

The individual will have visibility with company leadership, exposure to field operations, and the opportunity to shape regional sales strategy within a growing, private equity-backed fleet services organization.