Commercial Account Manager

Posted 3 weeks ago

Established in 1969, TrailerCraft/Freightliner of Alaska is a heavy-duty truck and trailer Dealer, statewide parts retailer to the commercial trucking and transportation industry, the only dealer in the state of Alaska for Freightliner and Western Star trucks, Thomas Built Buses buses and Sprinter service and passenger vans.   It also markets substantially to the snow removal industry, selling specialized Western, Snow Ex, and Buyers snow removal equipment to both residential customers and commercial fleets.

Position: Commercial Account Manager

Department: Sales Department

Reports to: Sales Management

Pay Class: Salary plus Sales Commission


Summary Description:

A Commercial Account Manager job consists of focused sales efforts on all trucking and delivery market segments in Alaska. This position is responsible for developing a business plan for commercial vehicle sales in the State, identifying new sales opportunities, account maintenance and retention, and increasing market share. Valid Commercial Driver’s License is required.


Key Results Areas:

  • Meeting sales goals and objectives
  • Customer Relationship development
  • Product knowledge
  • Sales planning, targeting, and closing of sales.


Major Duties and Responsibilities:


A Commercial Account Manager Is responsible for managing and performing the following:

  • Follow the sales process of medium- and heavy-duty trucks as well as Vans, used Equipment and trailers.
  • Meet goals and objectives set forth by the Sales Manager and Senior Management for the Sales Department.
  • Assists customers in selecting/ordering trucks or vans by asking questions and listening carefully to the responses.
  • Understands and comply with federal, state, and local regulations that affect the sale of new and used medium- and heavy-duty vehicles.
  • Meets and manages objectives for new- and/or used-truck deliveries established by the dealership.
  • Uses all reasonable methods of prospecting for new- and used-truck customers.
  • Provides outside sales call reports to Management weekly.
  • Provides follow-up and ongoing service to existing customers.
  • Offers service to all walk-in and call-in customers.
  • Demonstrates new and used trucks to customer.
  • Creates vehicle specification sheets that meet customer desires or needs and are compliant with appropriate laws or regulations when applicable.
  • Closes new- and used-truck deals.
  • Writes complete and accurate purchase orders, secures deposits, and processes paperwork in accordance with established dealership policies.
  • Delivers new trucks and vans, explaining new-truck warranty and service policies.
  • Administers and attends sales and training meetings.
  • Studies truck and equipment specifications to improve knowledge of product performance and application continually.
  • Appraises used trucks when necessary.
  • Collects accurate and complete financial data on customers when necessary.
  • Maintains professional appearance.
  • Become familiar and efficient with all phases of the computer systems required for Sales Professional Department.
  • Provides guidance to customer and sales staff regarding financing options for new and used truck or van purchases.


Customer Service:

  • Provide superior customer service to both internal and external customers.
  • Notify customers promptly of any changes, delays or corrections to orders. Avoid setting high customer expectation levels in situations where expectations are not likely to be met.
  • Handle customer complaints reasonably, showing empathy and a positive attitude.
  • Follow up with customers on status of the order process.
  • Be prompt in responsiveness to customers inquires, requests or complaints.
  • Manage third party communications and expectations appropriate to both the vendors and the customers.


Certificates, Licenses, Registrations:

  • Current Class B CDL or obtain within 6 months of hire
  • Complete ALL Vendor on-line classes and instructor led training
  • Achieve and maintain Factory Required Training and Certifications


Physical Demands:

  • Occasionally required to bend, stoop, crouch, reach and handle tools.
  • Occasionally requires the ability to lift 50 pounds.
  • Frequently required to walk to all areas of the facility, both indoors and out.
  • Frequently required to walk in or around environments where customers conduct their business.


Working Conditions:

  • Occasionally works near moving mechanical parts.
  • Occasionally exposed to exhaust fumes or other airborne particles.
  • Frequently required to walk to all areas of the facility, both indoors and out.
  • Daily travel in the local area to and from customer locations with occasional travel outside of the local area.

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