Fleets Head of Sales

1 week ago

Novi, Michigan, United States Stoneridge Full time

Since 1965, Stoneridge has designed and manufactured advanced, award-winning technologies including driveline and transmission actuation systems, vision systems, emissions control systems, safety systems, and security and monitoring systems for vehicle OEMs in the commercial vehicle, automotive, off-highway and agricultural vehicle markets. We're focused on the areas of greatest market need - both today and tomorrow. Our core products and technologies are aligned with industry megatrends including safety and security, vehicle intelligence, fuel efficiency and emissions. Join the Stoneridge Team as we continue to build upon our strong history and reputation for quality products to deliver innovative products and systems that address a need, exceed our customers' expectations, and motivate our team.

POSITION SUMMARY:
At Stoneridge, we're revolutionizing the automotive, commercial vehicle, agriculture and off-highway industries. Our technologies are aligned with industry megatrends and are making vehicles intelligent, safer and secure, and more efficient.

Stoneridge recently formed a new, high-growth Fleet Solutions business unit, in order to accelerate the company's ability to understand and respond to the rapidly-changing technology-driven needs of commercial vehicle transportation fleets. The anchor product of the Fleet Solutions business unit is Stoneridge's award winning MirrorEye camera mirror system (CMS), which replaces traditional glass mirrors with five ultra-high resolution color night vision cameras and three in-cab displays, to eliminate blind spots and deliver superior visibility in all weather and lighting conditions. The system is installed on vehicles at 28 major fleet customers that together operate more than 100,000 trucks. Several of which (including Maverick Transportation and Montgomery Transport) have recently announced decisions to include the MirrorEye system on all of their vehicles, following nearly two years of testing and system improvements.

When Stoneridge first began to offer its vision and safety systems to Fleet customers (in addition to OEMs), it retained the services of third-party sales and distribution partners, to benefit from their end-customer understanding and relationships. Over time the Fleet Solutions business has become more deeply intertwined with its core OEM business, becoming a critical channel for the "Voice of the Customer" into both near-term and longer term strategic and product planning. Together with growth in demand for both Retrofit MirrorEye systems and add-on extensions (such as video recording, additional cameras and cloud data services) it has become clear that a dedicated in-house sales team is required for Stoneridge to realize the full benefits from its substantial investments to date in developing the CMS category in the US.

Stoneridge is seeking to hire an experienced, energetic and high-integrity leader to build its in-house Fleet Solutions Sales Team.

MAJOR RESPONSIBILITIES:

  • Overall responsibility for $20 to $50m in annual revenue from Fleet Solutions products sold in North America
  • Identification of specific high-potential retrofit customers, as well as target customers segments, based on understanding and analysis of ongoing sales lead generation and conversion performance
  • Primary responsibility for development of in-house sales team
    • Planning of appropriate roles, structure and capacity in collaboration with the Global Sales VP, for Stoneridge's Electronics and Controls business units.
    • Determination of appropriate capacity, processes and structure between sales and account management, in close collaboration with the Director of Fleets and the associated Fleets Key Accounts and Services team.
    • Provide video telematics subject matter expertise in the areas of sales methods, revenue models, and high-level technical knowledge that supports Stoneridge's data services transformation
  • Improve the sales processes and training program, including buying group characterization, definition of buying stages, identification of blockers and accelerators, etc.
  • Recruitment and development of both key account managers and sales personnel
  • Personal leadership of account relationship development with targeted Major Accounts, as agreed Global Sales VP and Director of Fleets
  • Provide subject matter expertise on recurring revenue streams related to data services
  • Ability to align end-customer activities with OEM sales teams, ensuring consistent presentation of company strategy, product roadmaps and minimizing channel conflict
  • Frequent collaboration with product line management and marketing to develop and maintain a clear, fact-based understanding of customer ROI from Stoneridge products, competitive position relative to competing products, and opportunities for improved differentiation
  • Key contributor to product management-led development of structured product enhancement and line extension roadmaps, including commitments to new product introduction revenue plans
  • Commitment to development and implementation of shared, quantitative KPIs across marketing, sales and customer success to ensure clear alignment of goals, tactics and overall team execution effectiveness
EDUCATION, EXPERIENCE AND KNOWLEDGE:
  • Process strong and reputable relationships with Transportation Industry key players
  • The successful candidate may have a bachelors' degree, an MBA is not required but may be an advantage
  • Demonstrated interest and aptitude in both technical and general business disciplines (e.g., marketing, finance, accounting, product management)
  • The successful candidate will likely have a minimum of 15 years transportation sales (Commercial Trucking, Delivery, Bus etc.) experience, in order to have accumulated the skills and track record sought for this important leadership position.
  • Demonstrated track record of developing an effective, high-performance sales team, ideally for a manufacturer of highly-engineered products (e.g., electronics, software, automotive, aerospace)
  • A high-integrity individual that leads by example, committed to measuring success as realized by customers of the company's products, and demonstrates a willingness to develop entry level team members through values-based leadership and apprenticeship
  • Personal experience leading $3-$5m sales opportunities, from lead identification through to successful close and product/service delivery
  • Highly numerate, able to use hypothesis-driven analytical skills to develop quantitative foundation for revenue and pricing forecasts, from both customer and external market data sources
  • Financially literate, able to evaluate quantitatively opportunities according to risk, return, and strategic enterprise value creation
  • Experience in a quantitative multi-channel marketing and sales environment, capable of running a process that incorporates leads and referrals from digital, telephone and channel partner organizations, and optimizes resources across associated conversion activities
  • Demonstrated team player, with well-established track record of working together with marketing, product line management, product development, production and account management to enable overall customer satisfaction and team success
  • Practical, hands-on problem-solving mindset, finding creative ways to address evolving customer needs, organizational change and competitive market dynamics
  • Strong excel, PowerPoint, CRM and office productivity software skills
Stoneridge is an Equal Employment Opportunity Employer. We do not discriminate against any applicant or employee based on race, color, religion, national origin, gender, age, sexual orientation, marital status, mental or physical disability, genetic information, veteran status or any other characteristic protected by the applicable laws in the countries we operate. Stoneridge also prohibits harassment of applicants or employees based on any of these protected categories.

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