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SalaryAbout Us
Highland Electric Fleets is a comprehensive turnkey solutions provider that delivers electric school buses (EVSB) to school districts and third-party managed fleet providers (3PMs).
We offer a model involving financing, infrastructure, vehicle deployment, and maintenance in an easily digestible, economic format that enables EVSB acquisition at traditional diesel cost of ownership.
Our mission is to eliminate the barriers to better student health and cleaner air.
We aim to mitigate risk for our customers, increase EVSB market penetration, and deliver positive impacts across a broad spectrum of stakeholders: students, communities, school districts, fleet operators, manufacturers, and utilities.
The Director of Commercial Sales will play a key role in building Highland’s sales opportunities, driving customer engagement and management, and cementing the company’s position as the leading name in fleet electrification in North America.
The role will be instrumental in developing high-performing sales and account management teams by leading a team of existing regional business managers (RBMs) responsible for driving acquisition sales in the fleet electrification space, collaborating on sales strategy and building an account management team that will maintain a high level of external touch with the org’s largest school bus contractor and school district customers to proactively identify potential issues and reinforce a position of professional trust that strives for alignment based on milestone execution and a commitment to total success.
The position will also collaborate with internal cross-functional teams / strategic business units (SBUs) to enhance / optimize process flow based on continuous improvement and cultivate new business opportunities through key partnerships and drive negotiations to close deals and achieve targets by clearly defining and executing objectives.
Responsibilities:
- Hiring manager for RBMs and account management personnel across North America that will continue to build out, train, and develop teams of highly motivated commercial leaders
- Optimistically lead, mentor, and develop teams to ensure they meet or exceed targets in the form of objectives and key results (OKRs) / KPIs
- Prepare reports on sales and management activities, including progressing opportunities, tracking actual revenue to forecasts, and territory ORKs / KPIs and present broadly to team and executive management
- Collaboratively develop and implement sales and account management strategies that aligns with Highland’s business objectives and targets
- Analyze market trends, government incentives, and customer data to set sales goals, develop plans by territory, and forecast performance
- Monitor and assess the performance of Commercial team personnel by providing positive reinforcement, critical feedback and coaching routinely
- Develops in-depth professional, trusted relationships with customers, fosters goodwill and maintains strong, long-lasting relationships to ensure their demands are met and delivers exceptional service predicated upon a continuum of touch with frequent regularity
- Establishes and facilitates new best practices for driving large and strategic accounts from initial project launch to repeat sales
- Quarterback who collaborates with various internal departments to keep the right individuals on-point tied to addressing prospect and customer needs and gated actions to support development of new business and expand existing business, which will include, but not limited to Fleet Operations, Market Development, Marketing, Sales, Origination, Legal and senior leadership
- Develops, pilots / tests and coordinates roll-out of internal processes to org based on cross-functional efficiencies tied to continuous improvement and innovation within sales and account management processes, identifying areas for efficiency and implementing opportunities for improvement
- Ability to address changing needs and troubleshoot issues in a highly responsive manner
- Participation and support in discovery meetings and prospecting engagement of majors, as required
- Ability to work with and leverage a myriad of stakeholders
- In-person (preferable) and / or virtual meetings with frequent regularity with key accounts
- Responsible for nurturing existing key accounts as a guide to navigate within their hierarchical ranks to gain a deep understanding of their needs with the intent of grooming supportive “champions” to further business
- Development of feedback mechanisms with key accounts (i.e., quarterly business reviews [QBRs] surveys, scorecards, focus groups, social media, analytics, etc.)
- Collaborative development of OKRs (objectives and key results [metrics]) to assign and fulfill measurables tied to further business phase(s) expansion
- Maintain thorough company and product knowledge, industry and market trends
- Facilitates continuing education and training to customers through teams to reinforce position of being an indispensable major value-add partner
- Utilizes Copper and suite of additional applications to ensure standard CRM and action processes are tracked (via updates / weekly reporting) and executed
- Collaborative involvement in business planning tied to evolutionary org growth
Qualifications:
- 15+ years experience in high-growth companies, leading sales teams, or managing sales opportunities
- Strong strategic thinking and the ability to develop and execute comprehensive sales strategies aligned with the company's business objectives
- Excellent leadership, interpersonal, and data-driven decision-making, using analytics to make informed choices and drive sales performance using OKR methodology
- In-depth knowledge of the industry and market trends, with a keen understanding of customer needs and competitive landscapes
- Excellent communication and presentation skills, with the ability to convey complex ideas to both internal teams and external stakeholders
- Strong negotiation skills and the ability to build and maintain positive relationships with key customers, partners, and suppliers
- Motivational self-starter with ability to multi-task, prioritize and meet deadlines
- Strong time management and organizational skills
- Process driven
- Team player, brings out the best in group dynamics
- Multi-level networking / engagement with a myriad of stakeholders
- Knowledge of sales practices and the most efficient customer service techniques
- Proficient in MS Office
- Bachelor’s degree or equivalent: A bachelor’s degree in a relevant field, such as Business, Marketing, or Sales, is typically required. An MBA or other advanced degree can be a significant advantage
- Prior experience as an account / prospect manager desirable
- Interest or prior knowledge of electric vehicles (BEVs) and / or clean transportation
What You Can Expect from Highland:
- Competitive base salary and performance-based bonus program
- A supportive, highly collaborative, team-oriented environment
- Opportunities to make a difference, be heard, add value, and be recognized
- Growth and development with a leader in this new and exciting industry
- Ability to work with bright, innovative, and forward-thinking colleagues
- Health, Vision, and Dental coverage for employees & their dependents
- Life insurance, public transportation assistance
- Generous Paid Time Off
- 401(k) program and company match
Highland Electric Fleets provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Highland Electric Fleets complies with applicable state and local laws governing nondiscrimination in employment. 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.
