Sales Manager - New Business Development - Union Leasing, Inc.

Recognized as one of Crain’s “Best Places to Work in Chicago” as well as a 2023 “Great Places to Work”, by the Great Place To Work Institute Inc., Sasser prides itself on supporting an employee-driven, opportunity-based culture that empowers, recognizes, and rewards its employees. From highly competitive benefits to exciting employee events to organic, grassroots philanthropy and volunteerism, Sasser is an awesome place to begin and grow your career. We are a fourth-generation, family-held transportation asset services and management company with roots dating to 1928. Sasser’s six subsidiary units are leaders in providing commercial- and industrial-focused rail, automotive, containerized shipping, and aviation transportation equipment solutions including asset leasing, fleet administration management, asset repair and maintenance, and innovative technology services.

Sasser Family Companies includes subsidiaries Chicago Freight Car Leasing, Union Leasing, CF Rail Services, Express 4x4 Truck Rental, Xced Aviation Services, and Falcon Lease. To learn more about what makes Sasser special, visit www.sasser.com.

Established in 1955, Union Leasing provides flexible vehicle lease financing and highly customized fleet management services to corporate and rental customers nationwide.

What We Offer

In Sasser’s employee-driven, opportunity-based culture, our employees help chart the course for our success. That is the reason that we believe that the most important investment we'll ever make in our business is you. Sasser employees enjoy a competitive benefits program that:

• Covers 85% of your medical premiums
• Includes a 100% Company-paid disability and life insurance plans
• Includes a 401K plan with company match PLUS additional end-of-year funding
• Includes Incentive Plans
• Provides paid maternity and paternity leave for new parents, as well as a monetary gift towards a 529 education account
• Provides training and tuition reimbursement
• Provides community service opportunities, employee recognition programs, and lots and lots of celebrations!

As an Sales Manager, Here's What You'll Do:

The Sales Manager is responsible for building and maintaining a robust new business pipeline while driving new profitable business opportunities. This role will perform in a hunter capacity, supporting strategic growth initiatives and proactively managing and enhancing the customer’s experience and relationship. This role will directly impact the financial success of the business by driving revenue growth through securing new business and ensuring that all future customers are strategically developed through a consultative approach.

Sales Manager Role and Responsibilities:

• New Business Development:
  • Develop and execute a comprehensive sales strategy to generate new business opportunities and expand market share. Implement weekly prospecting behaviors to help build a robust pipeline, effectively manage and prospect the entire assigned territory.
  • Conduct market research to identify new trends, customer needs, and competitive landscape within the fleet management industry.
  • Originate, structure, negotiate and close lease and service transactions with key prospects in a designated geographical area, driving revenue growth. Structure rates and returns with Regional VP of Sales in accordance with the Union Leasing Pricing Policies.
  • Partner with the Marketing team to develop promotional materials, and coordination of industry events.
  • Partner with Customer Experience teams to ensure smooth onboarding and seamless service delivery to new clients, and at all times to deliver the highest level of customer satisfaction and assist in promoting additional services offered.
  • Collect and present customer financial data to convey credit line needs and requests to Finance committee.
• Client Relationship Management:
  • Build and maintain strong, long-term relationships with clients, ensuring a high level of customer satisfaction and retention.
  • Understand client needs and tailor fleet management solutions (e.g., fleet leasing, telematics, maintenance programs, fuel management) to meet those requirements.
  • Act as the main point of contact for key accounts, addressing concerns and providing proactive solutions.
  • Understand and present strategic customer reviews annually or quarterly, as needed. Schedule visits to customers on a quarterly basis.
• Strategic Planning and Market Expansion:
  • Collaborate with senior leadership to define and implement business development strategies aimed at expanding the company's presence in new markets or verticals.
  • Monitor industry trends, regulatory changes, and competitive activities to inform business development strategies and identify growth opportunities.
  • Understand customer’s changing culture and business opportunities including unique service requirements, expectations, trends, financials, and industry segment.
  • Attend industry conferences, trade shows, and networking events to promote the company and its services, building relationships with potential partners and clients.
• Sales Forecasting and Reporting:
  • Actively maintain accurate records of sales activities, prospects, and opportunities using CRM tools; utilize tools to manage sales pipeline.
  • Provide regular sales reports and forecasts to senior management, tracking progress against business development goals.
  • Analyze data and customer feedback to identify areas for process improvement and refine business development strategies.

Here's What it Will Take to be Successful in this Role:

• Bachelor’s Degree in related field, such as Business, Management, etc., or equivalent work experience required.
• Experience in B2B sales, and a proven track record in driving business growth required. Strong understanding of leasing products and lease structures utilized in Fleet Management and Auto Industries strongly preferred.
• A minimum of 5+ years of vehicle fleet management, equipment leasing, or related experience strongly preferred.

Skills

• Ability to prioritize and spend sufficient time on prospecting and new business activities.
• Proven experience in acquiring new business, building and maintaining client relationships, and achieving sales targets.
• Exceptional communication skills, both written and verbal.
• Able to quickly and effectively prioritize workload throughout the day based on request for service
• Ability to work independently and with minimal supervision.
• Proficient in understanding financial statements and credit application processes.
• Ability to build strong relationships to the partnership level with prospects, customers, and industry partners.
• Excellent attention to detail and project management experience.
• Proficiency in all frequently used business software programs, applications or tools (Word, Excel, PowerPoint, Outlook, etc.)
• Experience using Salesforce.com preferred, or proficiency in other CRM tools.
• Ability to direct and lead negotiations, influencing outcomes with customers.
• A high level of personal skill and experience making formal, persuasive presentations, effectively supporting and articulating the strategic positioning of the business, with the ability to work effectively with people at all levels of the organization or industry.

Physical Demands

• This job operates in a professional environment and routinely uses standard office equipment such as computers, phones, copy machines, filing cabinets, printers and fax machines.
• This job will require 50%+ travel throughout North America.

Working Conditions

• Home office environment

Note: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The Company provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.