The posting
Position Overview
Dick Hannah Ford is seeking experienced, results-driven Commercial Account Manager to help lead and grow our commercial fleet sales operations.
The Commercial Account Manager is responsible for developing and maintaining relationships with government agencies, commercial businesses, leasing companies, utilities, and other fleet customers to increase vehicle sales and service opportunities.
This role oversees the fleet sales process from prospecting and bidding through vehicle ordering, delivery, and payment follow-up. The successful candidate will combine strong sales skills, business development experience, operational discipline, and a commitment to exceptional customer service.
We are looking for individuals who can build lasting relationships, identify new revenue opportunities, and contribute to a high-performing, collaborative team.
Compensation and Benefits
Competitive compensation with significant earning potential. Expected annual income of $160,000+.
Our proposed compensation package includes:
- Annual base salary: $48,000.
- Commission opportunity: 10% of fleet gross profit.
- Additional Bonus Opportunities: Additional income opportunities for the sale of F&I products.
Comprehensive Benefits Package
Dick Hannah offers extensive benefits, with health benefits beginning the first month after 60 days of full-time employment. Available options include:
- Medical, dental, and vision insurance.
- Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).
- Life insurance.
- Short-term and long-term disability coverage.
- A comprehensive 401(k) retirement plan.
Key Responsibilities
Business Development and Account Management
- Develop and maintain relationships with federal, state, and local government agencies, municipalities, utilities, commercial businesses, and leasing companies.
- Identify, solicit, and develop new commercial fleet accounts.
- Actively pursue government and commercial business through competitive bidding processes.
- Maintain and grow existing fleet relationships while identifying opportunities to expand account penetration.
- Coordinate with other dealership departments to support fleet customers and maximize sales and service opportunities.
Fleet Sales and Operations
- Manage the fleet sales process from prospecting and vehicle specifications through ordering, delivery, and payment follow-up.
- Ensure all fleet vehicles are delivered accurately, professionally, and on schedule.
- Coordinate national and local courtesy deliveries, including providing vehicle specifications and order information as required.
- Provide out-of-stock vehicle solutions for fleet accounts and local leasing companies in coordination with the General Sales Manager (GSM).
- Assist with new-vehicle ordering and manufacturer-related processes.
- Coordinate and facilitate dealer trades.
- Monitor inventory levels and inventory turn to support efficient operations and profitability.
- Routinely follow up on payments for delivered fleet, lease company, and commercial account vehicles.
- Provide the General Manager and General Sales Manager with monthly forecasts for fleet car and truck deliveries.
- Monitor sales volume, gross profit, F&I production, and other key performance indicators.
- Develop, maintain, and manage a B2B-style sales funnel for target fleet and commercial accounts, tracking each company's position in its buying cycle and sales pipeline. Provide monthly reporting on account status, sales opportunities, anticipated purchasing timelines, and specific planned action items for each target company.
- Maintain accurate, organized, and up-to-date B2B CRM records by customer company name, including customer orders, current fleet details, purchasing history, vehicle preferences, communications, key annual dates, customer expectations, next action items, and follow-up commitments. Ensure CRM practices support consistent relationship management, proactive sales development, and accountability across the customer lifecycle.
- Manage fleet vehicle disposal and replacement opportunities when customers retire vehicles from service. Evaluate and coordinate appropriate disposition strategies, including dealer trade-ins, wholesale auctions, and remarketing channels, to maximize vehicle value and support customer needs. Proactively work with fleet customers to identify replacement vehicle opportunities and maintain ongoing account relationships.
- Develop, document, and maintain standardized processes and process maps for department operations.
- Assist with onboarding new employees and establishing manufacturer system logins.
- Participate in management meetings as requested.
- Identify opportunities to improve efficiency, customer satisfaction, sales growth, and departmental profitability.
Leadership and Teamwork
- Help recruit, train, and develop a diverse, high-performing team.
- Work collaboratively with dealership management and other departments.
- Demonstrate initiative, accountability, and a commitment to achieving departmental goals.
- Maintain a professional appearance and represent Dick Hannah Dealerships positively within the business community.
Qualifications and Skills
The ideal candidate will demonstrate:
- Experience in fleet sales, commercial vehicle sales, automotive retail, or business-to-business sales.
- Strong relationship-building, prospecting, negotiation, and account management skills.
- Excellent written and verbal communication skills, including active listening.
- The ability to interpret written, verbal, and scheduling instructions.
- Strong organizational skills and the ability to manage multiple priorities.
- The ability to work independently, remain self-motivated, and manage time effectively.
- Computer proficiency, including Microsoft Word, Outlook, and advanced Excel.
- The ability to learn and use manufacturer systems and dealership software.
- A positive attitude and a collaborative, team-oriented approach.
- A history of community involvement and professional relationship building.
- The ability to develop and implement processes that improve operational performance.
At Dick Hannah Dealerships, our Core Values are summed up in four words: Family, Integrity, Respect and Purpose. We’re a family-run business that’s been around since 1949 but keep our focus on the future and innovation. The Hannah family is passionate about how our business is run and treating our employees just as well as our customers. Every day. We truly care for our employees and sincerely appreciate everyone’s day-to-day contributions.
Dick Hannah Dealerships. Believe in nice.
We are an equal opportunity employer and prohibit discrimination/harassment 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.
