Aftermarket and Fleet Solutions Manager (Hybrid role) in Hanover, Pennsylvania at RH Sheppard Co Inc

The Aftermarket and Fleet Solutions Manager is responsible for driving sales growth and strategic partnerships within the heavy-duty commercial vehicle aftermarket and fleet segments. This role focuses on delivering steering system solutions to strategic independent distributors, mega dealers, and national fleets, while influencing specifications and ensuring customer satisfaction through technical credibility and consultative selling. This position supervises Associate and Aftermarket Field Sales Account Managers.

ESSENTIAL DUTIES:

Sales & Business Development

• Develop and execute sales strategies for aftermarket distributors, dealer networks, and strategic fleets.
• Drive pull-through marketing initiatives to influence fleet specifications.
• Manage pricing, proposals, and contract negotiations

Account Management

• Build and maintain relationships with mega dealers (Rush Enterprises, MHC) and national fleets (FedEx, Amazon, UPS)
• Conduct quarterly business reviews (QBRs) with key accounts
• Monitor performance metrics and implement corrective actions

Technical & Training Support

• Provide technical guidance on steering systems and installation best practices
• Coordinate training programs for dealer service teams and fleet maintenance personnel
• Collaborate with engineering and warranty teams to resolve technical issues

Data & Reporting

• Maintain accurate CRM records of opportunities, activities, and forecasts
• Analyze sales data to identify trends and growth opportunities
• Prepare monthly and quarterly performance reports
• Other duties as assigned.

CORE COMPETENCIES:

• Teamwork: Demonstrates ability to work well with others to accomplish common goals and build a favorable climate and trusting relationships within teams.
• Action-oriented: Demonstrates ability to take action and lead by example. Enthusiastically demonstrates a sense of urgency.
• Accountability: Demonstrates ability to take responsibility, maintain a sense of ownership, and follow through on commitments. Sets high standards of performance.
• Communication: Demonstrates ability to convey and distribute information effectively and exhibits strong speaking, presentation, written, and listening skills—ability to create an environment for open communication.
• Entrepreneurship and Decision-making: Demonstrates the means to discover opportunities in challenges, seek profit and sustainable growth, make courageous yet sound decisions, and demonstrate a good business understanding.
• Strategic and Visionary: Demonstrates the ability to develop strategies aligned to the organization's vision, putting them into action, taking a big-picture view, and considering future influences.

SUPERVISORY RESPONSIBILITY:

• This position has direct supervisory responsibilities.

The demands described here are representative of those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

QUALIFICATIONS:

• Bachelor’s degree in marketing, Business, or an engineering/technical degree preferred. Master's a plus.
• 5+ years of experience in the commercial vehicle industry, aftermarket or fleet sales within the heavy-duty industry.
• Proven track record of achieving sales targets and managing key accounts
• Valid driver’s license and ability to travel extensively.
• +5 years in the Commercial Vehicle Industry
• ASE Certified is desired but not required.
• Comprehensive knowledge of the heavy truck industry, including fleets, OEMs, dealerships, and suppliers.
• Proficient in general sales processes and a willingness to learn company-specific policies and procedures.
• Working knowledge of RH Sheppard products and their applications.
• Expertise of RH Sheppard’s customer base and their operations is helpful but not required.
• Proficient in customer relationship management (CRM) tools.
• Technical aptitude and business acumen.
• Customer-first attitude, driven to build and prioritize customer relationships throughout the customer's organization and within RH Sheppard.
• Excellent problem-solving skills, including developing creative solutions that address customer needs.
• Self-starter and strategic thinker for both short-term and long-term wins.
• Must partner with customers to develop actionable and strategic plans.
• Strong interpersonal, oral, and written communication skills are required.
• Strong professional presence, capable of influencing through interactions and follow-up.
• Must be capable of building and using a strong network, be a team player, and be willing to work in a matrixed organization.
• Capable of building and delivering professional presentations.
• ability to learn quickly in a short amount of time.
• Must maintain an organized work area from home office that allows quick and efficient responses to customer needs.
• Very proficient in Microsoft Word, Excel & PowerPoint, a must.
• Routinely required to lift approximately 50 Ibs.
• Must be capable of standing/sitting for extended periods of time.

TRAVEL REQUIREMENTS:

• Must be capable of traveling 50-70% of the time to fleets, dealerships, distributors, RH Sheppard's HQs, and trade associations
• Ability to manage travel schedule independently and prioritize customer needs.
• Valid passport for cross-border travel (Canada/Mexico).
• Must be able to drive a vehicle for extended hours.