Idealease Sales Director Job Description

Position Summary

The Idealease Sales Director (ISD) is responsible for achieving net fleet growth by growing and retaining the full service lease (FSL) and full service equity lease (FSEL) fleet across assigned RWC Idealease markets. The role builds the annual growth plan for each market, develops and coaches the Idealease Account Managers (IAMs) who the ISD will work with to achieve objectives, and personally holds senior-level relationships with the largest current and prospective accounts.

This is a market-facing sales and leadership role, not an administrative one. Success depends on consistent physical presence in each assigned market, a disciplined sales process, and the ability to influence current and prospective customers.

Working Relationships and Authority

The ISD reports directly to a home-market Idealease General Manager and has dotted-line coordination responsibility with General Managers in the other markets they support. Idealease Account Managers (IAMs) report to their local General Manager; the ISD works through a dotted-line relationship with IAMs and collaborates closely with Idealease Service Managers (ISMs) and Rental Managers.

• Set market sales goals, activity expectations, and account strategy with each local General Manager.
• Coach IAMs through joint calls, skill development, and written performance/input; participate in IAM selection while the local General Manager retains final hiring authority.

Key Responsibilities

Fleet Growth, Planning, and Retention

• Achieve annual FSL/FSEL net fleet growth through additions/retention with existing accounts and new customer acquisitions all to include national accounts.
• Own customer retention and a rolling 12-24 month lease-expiration pipeline; lead account reviews, renewal strategies, and recovery plans for at-risk customers.
• Build and manage annual market/IAM growth plans, including targets, priority conquest accounts, required activity, and regular performance assessments.

Sales Leadership and Customer Development

• Make joint calls with IAMs, strengthen sales process from prospecting through close and post-sale follow-up, and coach effective presentations and proposals.
• Maintain senior-level relationships with major current and prospective customers and participate in local industry/customer organizations that create sales opportunities.
• Assess IAM development needs and partner with General Managers on training, performance input, and hiring.

Cross-Functional Execution, Pricing, and CRM

• Coordinate with ISMs on service plans, Rental on rental-to-lease opportunities, and the General Manager/CFO on customer qualification and deal approval.
• Price leases using the Idealease Rating System and structure business to achieve President's Club margins; exceptions require General Manager approval.
• Maintain complete and accurate CRM activity, opportunity stages, lease expirations, and monthly market forecasts, and hold IAMs to the same pipeline standards.

Behaviors That Drive Success

• Be a consistent, visible presence in each assigned market and build relationships from the shop floor to the executive suite.
• Use emotional intelligence, sound judgment, urgency, and follow-through with customers and internal partners.
• Lead through influence, credibility, and results in a matrix structure and bring the right internal resources to meaningful sales opportunities.

Performance Measures

Specific annual targets are established with the Idealease General Manager.

Measure

Definition

Target

Frequency

Net fleet growth

Net FSL and FSEL units added across assigned markets (additions less returns)

____ units

Monthly / Annual

Lease retention rate

Percentage of units on expiring leases renewed, replaced, or extended

____%

Monthly

New customer account units

Customer units signed with no prior FSL/FSEL business with RWC Idealease

____ units

Quarterly

National account performance

Unit additions and new customer units less returns on Idealease national account business

____ units

Quarterly

Pipeline coverage

Qualified CRM pipeline value relative to remaining annual target

____x

Monthly

Gross profit per unit

Average gross profit on newly signed FSL/FSEL units. Both medium and heavy measured.

$____ Medium

$____ Heavy

Quarterly

Rental-to-lease conversion

Percentage of seeded rental units converted to a signed lease

____%

Quarterly

CRM discipline

Activity logging, stage accuracy, and forecast accuracy in the CRM

____%

Monthly

Customer satisfaction

Results of customer satisfaction survey or account review process

Annual

Qualifications

Required

• Seven (7)+ years in commercial truck lease/rental or comparable commercial transportation, fleet management, equipment leasing, or finance, including five (5)+ years in sales management or sales leadership.
• Proven ability to sell and build relationships at all customer levels, including owner/executive level, with working knowledge of full service lease structures, terms, and contract negotiation.
• Strong strategic planning, analytical, communication, presentation, and CRM/business-system skills.
• Bachelor's degree in business or related field, or commensurate experience.
• Valid driver's license and insurable driving record; ability to travel weekly, including overnight, and work from an assigned RWC location.
• Ability to pass a pre-employment background check and drug screen in accordance with company policy.

Preferred

• Idealease or competing full-service lease provider experience (e.g., Ryder, Penske, NationaLease).
• Familiarity with International, Hino, and Isuzu products.
• Multi-location/multi-state territory experience and success leading sales in a matrix organization.

Working Conditions and Physical Requirements

• Regular weekly travel by vehicle and air, including overnight stays; ability to drive safely for extended periods.
• Work occurs in office, dealership, shop, vehicle-yard, and customer environments with occasional exposure to noise, fumes, and weather.
• Ability to work at a computer for extended periods, move throughout dealership/customer sites, and occasionally lift up to 25 pounds.