[Hiring] VP, Fleet Account Executive @J.D. Power

Role Description

The Fleet Account Executive is a strategic leader and relationship maestro responsible for driving profitable revenue growth by leveraging JD Power’s cutting-edge data, advisory, and predictive analytics solutions specifically across the North American fleet industry. This role combines expertise in the fleet industry with strong relationship-building and problem-solving skills to deliver solutions that address client challenges and opportunities.

In this role, you will:

• Develop a comprehensive understanding of JD Power’s data, products, advisory, and predictive analytics solutions, including the specific value propositions for the fleet industry.
• Be a leader/expert and demonstrate an advanced knowledge in the services we provide and the North American fleet industry.
• Attend fleet industry forums and functions as a representative of the Company and a subject matter expert.
• Present/speak/write as a representative of the Company and subject matter expert.
• Expand the business and build the revenue base within the fleet industry.
• Define how to bundle our products and services for the North American fleet industry to enhance our offerings and build new ones.
• Negotiate and close new sales deals.
• Manage day-to-day client interactions including client expectation, monitoring and managing customer satisfaction.
• Build a knowledge base of each client's business, organization and objectives.
• Responsible for sourcing, developing and nurturing relationships within our target client accounts and using current contacts, cold calling and networking to generate new contacts for the company.
• Gain a strong understanding of competitive products and solutions in the fleet industry marketplace.
• Articulate the differentiation and unique selling points of JD Power’s offerings.
• Collaborate with customer success, customer solutions and product development teams to:
• Manage the sales pipeline in Salesforce, ensuring timely follow-ups and maintaining a consistent cadence for renewals and new opportunities.
• Create professional PowerPoint proposals and presentations showcasing solution capabilities and value propositions.
• Complete and/or support responses to RFI, RFP, and RFQ’s.
• Assist in the development and execution of cross-sell and up-sell strategies in collaboration with other JD Power product groups.
• Develop, review, and manage contractual documents to ensure alignment with client needs and organizational standards.
• Manage client engagement by:
• Building meaningful, trusting, and professional relationships with client stakeholders, budget holders, and executives.
• Driving discovery in client meetings and presentations to identify client challenges and opportunities, aligning JD Power’s existing or potential solutions to address those needs.
• Developing client-specific annual sales and pricing strategies, including carryover services, upselling and cross-selling existing solutions, as well as roadmaps for product enhancements and new product development.
• Working with JD Power’s project managers to proactively oversee projects to ensure deliverables meet the client’s expectations.

Qualifications

• 8-10 years fleet industry experience, this must be in the fleet industry preferably with a fleet organization.
• Bachelor’s degree; advanced degree a plus.
• Experience in sales, marketing, customer success, or product development.
• Cross functional team experience.
• Fluent in the fleet and adjacent industries, organization structures, business challenges, etc.
• Working understanding of online marketing tools and technologies for tier 1, tier 2 and tier 3 channels.
• Ability to consult with clients to help them analyze and define creative solutions/concepts.
• Demonstrated knowledge of OEM variable marketing strategies, including incentives, and their impact on sales volume.
• Strong knowledge of data analytics and consulting as well as their complimentary solutions.
• Ability to identify industry trends and a solid understanding of macroeconomic cycles.

Requirements

• Experience and expertise in the North American fleet industry, established industry contacts and relationships.
• Superior ability to build and maintain strong client relationships including professional protocols.
• Analytical, evaluative, and problem-solving abilities.
• Excellent communication, time management and organizational skills.
• Expertise in creating and delivering impactful presentations.
• Proficiency in contract management, including drafting and negotiating Statements of Work (SOW), Change Orders (CO), Master Service Agreements (MSA), License and Service Agreements (LSA), and commercial Terms & Conditions (T&C).
• Advanced proficiency in Salesforce for opportunity management and tracking.
• Advanced skills in Microsoft Excel, Word, PowerPoint, and Outlook.
• Self-motivated, results-oriented, and adaptable to fast-paced environments.
• Strong organizational skills and the ability to manage multiple priorities effectively.
• Willingness to travel as required (up to 15-50%).

Benefits

• Total Target Compensation (TTC) range of USD $280,000 – $320,000 per year, inclusive of base salary and target incentive opportunity.
• Uncapped earnings potential based upon sales commission plan achievement.
• Eligible employees may participate in medical, dental, vision, disability, life insurance, retirement savings programs, paid time off, wellness programs, and other company-sponsored benefits.