Regional Fleet Account Executive

At JIT Truck Parts, we fight for the customers’ needs. We invest in and grow businesses that disrupt their industries by putting the customers’ needs first. From big data to industrial manufacturing, we deliver tools that transform the work of the people that use them. We are privately owned and expect our team members to act with an owner mindset: Relentless about creating value for the customer. Dogged about finding efficiencies and eliminating waste. Standing arm in arm with the rest of the team until the job is done—and ready to do it again the next day, with a smile.
 

Summary

The Regional Fleet Account Executive is a results-driven fleet sales professional responsible for driving profitable growth by helping fleet customers reduce total cost of ownership, minimize truck downtime, and improve operational efficiency. This role demands deep industry and technical expertise, disciplined execution, and a relentless “go get” mentality to win and grow fleet business. The Regional Fleet Account Executive must be a solutions provider comfortable dealing with all levels of an organization – from the mechanic on the floor to the Owner/Senior Executive running the business. Developing close relationships and determining the customer's needs are critical elements of the position. The position is involved in all aspects of the account and region, including pricing, new product development, logistical issues, operational compliance, and market/competitive analysis.

Travel/Residence Requirements: Must be resident of Louisville, KY or live within 45-mile radius; Travel as needed

Key Outcomes

The Regional Account Executive consistently drives revenue growth, build strategic fleet relationships, and execute within a consultative, operationally complex sales environment.

Essential Duties & Responsibilities and Est. % of Time Spent on Each

• CUSTOMER - You will develop lasting relationships with customers. Provide excellent customer purchasing experience leading to dedicated and residual business partnerships.
• PEOPLE—Have a team-oriented attitude and approach with the GVW group and customer base. People are what drive our business.
• PRODUCT—Sales: Develop and execute customer-specific sales strategies with Fleet Customers in the assigned territory.  
• Market - Understand each customer’s market and communicate any competitor market developments with the leadership team.  
• OPERATIONAL EXCELLENCE - Understand each customer’s market and communicate any competitor market developments with the leadership team.  

Position Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below represent the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Bachelor’s degree preferred
• Min of 5 years of sales experience, preferably commercial vehicle and/or trailer parts experience
• History of verifiable exceeding goals
• Strong desire to win and be a great teammate
• Passionate about customer service
• Open to coaching and feedback
• Technology proficient (MS Office including Word, Excel, PowerPoint, Teams, Outlook)

Key Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

1. Heavy‑Duty Truck Parts Industry Expertise

• Industry Alignment
  • Deep working knowledge of the heavy‑duty truck parts aftermarket, including refuse, vocational, vocational‑OTR crossover, and fleet maintenance environments.
  • Strong understanding of OE vs. aftermarket (Common OE, Exclusive, Private Label) parts strategies and when to deploy each.
• Knowledge of fleet purchasing behaviors, maintenance cycles, warranty considerations, and regulatory/DOT requirements.
• Understands how fleets evaluate value beyond price: uptime, availability, service, reliability, and ease of doing business.

2. Technical Truck Parts Knowledge

• Strong technical understanding of core product categories (drivetrain, braking, electrical, suspension, HVAC, consumables, and wear items).
• Able to confidently engage fleet technicians, maintenance managers, and shop foremen on fit, form, function, and troubleshooting.
• Can identify failure patterns, substitute parts, and alternative configurations to solve real‑world fleet issues.
• Translates technical detail into clear business value for procurement and leadership.
• Intellectual curiosity
• Discovery and needs assessment

3. Solution‑Based & Consultative Selling

• Ability to provide alternative solutions when OE or traditional options are constrained by price, availability, or lead time.
• Designs custom and tailored solutions for fleets, including:
  • Kit solutions
  • Common/Match‑Made (private label) alternatives
  • Inventory strategies
  • Speed‑to‑service / delivery solutions
• Focused on reducing fleet downtime, improving first‑time fix rates, and simplifying fleet maintenance operations.
• Positions JIT as a partner, not just a parts supplier.

Execution & Personal Attributes

4. “Go‑Get” Grinder Mentality

• Highly competitive, hungry, and motivated by earning business and winning accounts.
• Comfortable prospecting, chasing opportunities, reopening dormant accounts, and pushing deals across the finish line.
• Willing to outwork competitors through activity, follow‑up, and persistence.
• Embraces accountability for results.
• Proven sales performance
• Ownership mindset
• Resilience and grit
• Closing discipline

5. Discipline & Self‑Motivation

• Highly disciplined self‑starter who plans their week, executes daily, and tracks outcomes.
• Strong adherence to Individual Sales Plans (ISPs), CRM usage, pipeline management, and forecasting discipline.
• Manages time effectively between field activity, customer follow‑up, internal coordination, and opportunity development.
• Consistently executes agreed‑upon actions without needing constant supervision.
• Coachability

6. Communication & Relationship Management

• Strong communicator across multiple fleet stakeholders, including:
  • Fleet technicians and shop managers
  • Procurement and sourcing leaders
  • Fleet executives and ownership
• Able to tailor messaging:
  • Technical detail for the shop
  • Cost, savings, and reliability for procurement
  • Strategic value and partnership for executives
• Builds trust through responsiveness, transparency, and follow‑through.

7. Competitive & Market Awareness

• Deep understanding of the competitive landscape, including OE dealers, aftermarket distributors, and private‑label competitors.
• Industry B2B
• Knows competitor strengths, weaknesses, pricing strategies, service gaps, and delivery models.
• Anticipates competitive threats and proactively positions JIT’s value, differentiation, and service advantages.
• Brings competitive intelligence back to the organization to inform pricing, product, and service decisions.
• Business acumen

Required Education, Certification, Training

• Bachelor’s degree preferred

Why Join Autocar Parts?

We believe great people deserve great rewards.

We offer:

• Competitive compensation
• Medical, dental, vision, life, and AD&D insurance
• Short-term and long-term disability coverage
• 401(k) with company match
• Paid time off and company holidays
• A high-impact role with significant ownership and growth opportunities
• A collaborative culture built on accountability, teamwork, and customer success

Job Duties Disclaimer:
The duties and responsibilities outlined here are representative but not exhaustive of the tasks that the employee may be required to perform. Management reserves the right to modify, add, or remove duties and to assign other tasks as necessary to meet business needs.

Equal Employment Opportunity:
Autocar is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or any other characteristic protected by law.

Reasonable Accommodations (ADA Compliance):

Autocar complies with the Americans with Disabilities Act (ADA) and provides reasonable accommodations to qualified individuals with disabilities. Employees who require assistance or accommodation should contact Human Resources.