Job Title: Public Sector Business Development Manager

Classification: Exempt; base salary plus commission.

Reports to: Director of Public Sector Sales

Position Type: Full-time

Business Hours: Monday through Friday, 8:00 a.m. to 5:00 p.m., with flexibility based on travel, client meetings, industry events, and business needs

Work Location: Varies by assigned region

Job Summary:

The Regional Sales Manager - Public Sector & Airports is responsible for proactively developing an assigned region by identifying, creating, developing, and securing new business with public sector, government, airport, and aviation-related customers. This position requires constant territory development, face-to-face interaction with customers, and the ability to identify their needs, funding sources, fleet replacement cycles, acquisition pathways, and upcoming opportunities before formal tenders or applications are published. The position focuses on building relationships with municipalities, public transportation agencies, school districts, state and local government entities, airport authorities and operators, airlines, parking and rental car operators, ground transportation providers, and other organizations that purchase shuttle buses and passenger vans. The position manages the full sales cycle, including prospecting, customer needs assessment, route and capacity assessment, product recommendations, pricing, bid and RFP support, contract coordination, and post-sale follow-up. The Regional Sales Manager - Public Sector and Airports collaborates closely with internal sales leadership and operations teams to expand market presence, strengthen customer relationships, and drive revenue growth within the assigned region.

Essential Functions:

• Proactively identify, create, develop, and obtain new business opportunities within an assigned region with government and public sector clients, including municipalities, public transportation agencies, school districts, state and local government entities, and other public organizations.
• Proactively identify public sector fleet replacement cycles, capital plans, grant and financing opportunities, cooperative purchasing options, state and local contracts, and upcoming procurement requirements, in order to position the company before customers are finalized vehicle specifications and formal requests.
• Conduct discovery sessions with public sector customers to understand fleet age, replacement needs, passenger capacity, accessibility requirements, funding sources, acquisition timelines, vehicle specifications, operating environment, and available purchasing mechanisms, and then develop appropriate vehicle and procurement solutions.
• Promote and sell the company's shuttle buses, passenger vans, and related transportation solutions by assessing customer needs and recommending suitable vehicle options.
• Develop and manage airport sector accounts, including airport authorities and operators, airlines, parking and car rental operators, hotels serving airport markets, ground transportation providers, and contractors responsible for transportation services for employees, passengers, terminals, parking lots, and car rentals.
• Conduct discovery sessions with airport stakeholders to assess passenger volume, route length, frequency of service, baggage capacity, accessibility, vehicle clearance, duty cycles, fuel or load requirements, and total cost of ownership; then recommend appropriate shuttle bus configurations.
• Prepare airport-specific proposals, vehicle demonstrations, and fleet replacement recommendations that address operational reliability, passenger experience, safety requirements, accessibility needs, warranty coverage, maintenance support, delivery schedules, and applicable procurement or financing requirements.
• Follow up on airport capital improvement plans, concession and operating contracts, fleet replacement cycles, applications, cooperative purchasing opportunities, and publicly funded procurement, coordinating with internal teams and manufacturers on required vehicle certifications and compliance documentation.
• Manage all aspects of the sales cycle, including prospecting, lead development, customer introductions, product evaluation, pricing, negotiations, contract coordination, order fulfillment, and post-sale follow-up.
• Develop and maintain strong relationships with public sector decision-makers, procurement contacts, fleet managers, and key stakeholders to support long-term account growth and repeat business.
• Develop opportunities throughout the public procurement cycle, including early fleet planning, financing identification, specification development, cooperative purchasing and contract use, as well as formal tenders and requests for proposals.
• Coordinate with internal sales leadership and operations, finance, and compliance teams to ensure accurate proposals, timely responses, competitive pricing, and successful vehicle delivery.
• Manage regional sales activities, including regular communication with customers, territorial planning, pipeline development, travel to visit customers, and participation in industry events or trade association meetings.
• Document all customer interactions, account activity, sales opportunities, forecasts, and portfolio updates in Salesforce, in accordance with the company's sales processes.
• Track market trends, competitor activity, acquisition cycles, financing opportunities, and customer needs within the public sector transportation market.
• Provide regular updates to the Sales Director on territory performance, account status, sales forecasts, new business opportunities, and potential risks or obstacles to growth.

Competencies:

• Development of new businesses and territorial penetration.
• Consultative and solution-based selling.
• Sales Pipeline Management, Forecasting, and Salesforce Discipline.
• Knowledge of public procurement and contracts.
• Customer Discovery & Fleet Needs Assessment.
• Relationship development and communication at the executive level.
• Strong communication, presentation, negotiation, and closing skills.
• Product and Transportation Market Expertise.
• Autonomy, organization and management of trips.
• Results-oriented mindset, with responsibility for regional sales and revenue growth.

Supervisory Responsibilities: None.

Work Environment: Work environment in the office and in the field.

Physical Demands:

In performing the duties of this position, the employee is occasionally required to stand, walk, sit, use hands to manipulate or touch objects, tools, or controls, reach with hands and arms, climb stairs, speak, and listen. Occasionally, the employee must lift or move office products and supplies up to 20 pounds.

Education, Experience, and Certifications Required:

• High school diploma or equivalent required.
• Minimum of three years of successful sales experience, preferably in B2B, fleet, transportation, commercial vehicle, or public sector sales.
• Demonstrated ability to proactively develop an assigned territory, identify and create new business opportunities, build a sales pipeline, manage customer relationships, maintain accurate forecasting and activity in the CRM, and meet regional sales and revenue targets.
• Experience with Salesforce or another CRM system to manage customer activity, sales opportunities, forecasts, and portfolio reports.
• Previous experience in sales of vehicles, shuttle buses, passenger vans, fleets or transport equipment will be valued.
• Valid driver's license and a clean driving record are required.

Education, Experience, and Certifications Preferred:

• Sales experience preferred to clients in the public sector, government, education, public transportation, municipalities, or fleets.
• Experience with bidding processes, RFP responses, cooperative purchasing programs, government contracts, or government procurement requirements is preferred.
• Previous experience in sales of shuttle buses, passenger vans, commercial vehicles, fleet vehicles, or transportation equipment is preferred.
• Established relationships or previous account management experience within the assigned regional public sector market are preferred.

Travel Requirements:

Approximately 50% to 60% of the allocated region is expected to travel regularly within the assigned region to proactively develop the territory, meet with public sector and government customers, identify and create new business opportunities, conduct vehicle demonstrations, attend industry events or trade association meetings, participate in activities related to tenders or requests for proposals, and support the development of customer relationships. Overnight travel will be required, and occasionally afternoon, evening, or weekend travel may be necessary, depending on customer meetings, trade shows, conferences, vehicle deliveries, or other business needs.

Other Features:

This job description is not designed to encompass or contain an exhaustive list of the employee's required activities, roles, or responsibilities. Roles, responsibilities, and activities may change, or new ones may be assigned at any time, with or without notice.