Merchants Fleet

• Build the Future of Cloud Delivery • Shape and scale our DevOps practice. • Lead & Grow a Team: Mentor and develop a high-performing DevOps team (2–5 engineers), fostering collaboration, ownership, and continuous improvement. • Own the DevOps Strategy: Define and execute our Azure DevOps vision and roadmap aligned with business and engineering goals. • Stay Hands-On: Design, build, and maintain CI/CD pipelines using Azure DevOps and modern tooling. • Drive Cloud & Modernization Initiatives: Lead efforts to modernize applications and platforms in a cloud-first environment. • Enable Scalable Delivery: Partner with engineering teams to improve reliability, scalability, security, and speed. • Implement Infrastructure as Code: Use ARM, Bicep, Terraform, or similar tools to build and manage infrastructure. • Support Data & Analytics Pipelines: Build CI/CD for Azure Data Factory, Snowflake, Power BI, and database deployments. • Advance DevSecOps & MLOps: Implement secure, automated pipelines for applications, data, and AI/ML workloads. • Optimize & Govern: Improve cloud performance, cost efficiency, and ensure compliance and best practices. • Act as a Technical Leader: Serve as an escalation point and collaborate across architecture, security, and product teams.

• Self-generate prospects and develop new business opportunities within the assigned territory • Identify and close new short-term rental clients through strategic prospecting and relationship development • Build and maintain strong client relationships through in-person meetings, phone calls, Zoom meetings, and ongoing communication • Conduct in-person client and prospect visits to better understand business needs and present customized solutions • Gather market and customer intelligence to support pricing discussions, negotiations, and service offerings • Partner with internal teams to support client needs and identify opportunities for ancillary products and services • Maintain accurate pipeline activity, opportunities, account information, and forecasting within Salesforce • Deliver professional in-person and virtual presentations to prospective and existing clients • Manage territory planning and sales activity to meet or exceed performance expectations • Continuously evaluate personal performance and seek opportunities for professional growth and development • Home office based with periodic travel required within the assigned territory

• Serve as the primary point of contact for assigned clients, ensuring timely resolution of issues and seamless delivery of Merchants services. • Develop a deep understanding of each client's business, industry, objectives, and fleet strategy. • Build strong, consultative relationships that foster trust, loyalty, and long-term partnership. • Conduct regular client health check-ins to proactively identify opportunities, address concerns, and support retention efforts. • Partner with Client Development Managers to expand service utilization and uncover opportunities for growth. • Provide guidance and support across all aspects of the fleet lifecycle, including vehicle ordering, delivery, registration, billing, fulfillment, remarketing, and vehicle offboarding. • Assist clients in developing fleet strategies that improve efficiency, control costs, and support business objectives. • Develop and deliver client reviews, fleet presentations, reporting, and consultative recommendations. • Maintain expertise in leasing structures, financing options, contracts, service offerings, and industry trends. • Build and maintain knowledge of vehicle specifications, upfits, vehicle sourcing, and fulfillment processes. • Act as an advocate for your clients while collaborating across Merchants teams to deliver exceptional outcomes. • Utilize reporting tools, dashboards, alerts, and analytics to proactively manage account performance and identify opportunities for improvement. • Ensure adherence to client-specific service level agreements and quality standards. • Promote client self-sufficiency through education and support of Merchants' customer-facing technology solutions. • Represent the voice of the client in continuous improvement initiatives, helping enhance processes, tools, and the overall client experience. • Maintain accurate account documentation and workflow management within CRM systems. • Manage administrative activities throughout the lifecycle of client leases and rentals. • Partner closely with Sales, Operations, and cross-functional teams to onboard new clients and support ongoing account success. • Lead or participate in special projects that contribute to business growth and operational efficiency.

• Build strong, consultative relationships with clients and become a trusted extension of their team. • Partner with clients and internal stakeholders to develop account strategies that support fleet goals and business objectives. • Manage day-to-day client requests and activities while ensuring alignment with client policies, priorities, and expectations. • Proactively identify opportunities to improve fleet performance, reduce costs, and enhance operational efficiency. • Take ownership of client challenges, leveraging critical thinking and problem-solving skills to deliver effective solutions. • Analyze fleet data and reporting to provide insights and recommendations that support informed decision-making. • Serve as the voice of the customer, partnering with internal teams to enhance processes, programs, and client outcomes. • Collaborate with subject matter experts to resolve inquiries quickly and efficiently in a high-volume environment. • Support client compliance initiatives by executing policies, monitoring adherence, and communicating non-compliance concerns to key stakeholders. • Develop expertise in Fleet Resources, Customer-Facing Technology, vehicle specifications, and upfit solutions to provide exceptional client guidance. • Lead client-specific projects and contribute to initiatives that strengthen and grow the Fleet Assist program.

• Support ongoing Treasury audits across securitization and floorplan programs. • Coordinate audit requests and assist in gathering documentation and responses from Treasury, IT, and business stakeholders. • Track audit deliverables and help monitor progress against established timelines. • Partner with Treasury leadership and subject matter experts to support audit execution and remediation activities. • Participate in User Acceptance Testing for system enhancements, reporting improvements, and control initiatives. • Validate system outputs and reporting accuracy across multiple platforms. • Document testing results and support issue resolution and sign-off processes. • Assist in ensuring implemented changes meet business and control requirements. • Analyze and reconcile data across Treasury, securitization, and operational systems. • Validate data consistency between Active Asset reporting, securitization reporting, and floorplan platforms. • Investigate and resolve reporting discrepancies, data quality issues, and asset-level exceptions. • Support accurate data mapping and reporting across downstream systems. • Assist with initiatives designed to strengthen Treasury controls and improve operational efficiency. • Support the transition of key Treasury processes and reporting responsibilities to internal ownership. • Contribute to the development of standardized procedures and documentation. • Identify opportunities to improve data quality, reporting accuracy, and process effectiveness. • Work closely with Treasury, IT, PMO, Finance, and operational teams. • Help coordinate activities across multiple concurrent projects and priorities. • Facilitate communication and follow-up on key action items and deliverables.

• Lead procurement initiatives across critical business categories including: Upfitters, OEMs, Auto dealers, Transportation, Storage, Maintenance & repair, IT, Marketing, Automotive services and related categories. • Develop and execute category-specific sourcing and procurement strategies • Analyze market trends, supplier capabilities, risks, and opportunities within automotive and fleet management sectors • Build and maintain strong supplier relationships while negotiating favorable pricing, contracts, and service agreements • Collaborate cross-functionally with internal stakeholders to align procurement strategies with business objectives • Continuously evaluate and optimize the supplier base for quality, innovation, and cost-effectiveness • Monitor supplier performance against KPIs and contractual benchmarks • Lead contract negotiations and ensure compliance with company standards and policies • Forecast budget impacts and support overall financial performance goals • Stay informed on emerging technologies, industry trends, and supplier innovations • Utilize procurement systems and tools to manage sourcing activities, contracts, renewals, and reporting

Role Description This individual contributor role is responsible for representing Merchants Fleet in a consultative, solutions-based sales capacity focused on generating new business opportunities and expanding relationships with existing clients. The Regional Sales Manager will play a key role in growing our Short Term Rentals business through strategic prospecting, relationship development, and delivering customized transportation solutions to clients across a variety of industries. What your day will look like immersed in our growing Fleet culture: - Self-generate prospects and develop new business opportunities within the assigned territory - Identify and close new short-term rental clients through strategic prospecting and relationship development - Build and maintain strong client relationships through in-person meetings, phone calls, Zoom meetings, and ongoing communication - Conduct in-person client and prospect visits to better understand business needs and present customized solutions - Gather market and customer intelligence to support pricing discussions, negotiations, and service offerings - Partner with internal teams to support client needs and identify opportunities for ancillary products and services - Maintain accurate pipeline activity, opportunities, account information, and forecasting within Salesforce - Deliver professional in-person and virtual presentations to prospective and existing clients - Manage territory planning and sales activity to meet or exceed performance expectations - Continuously evaluate personal performance and seek opportunities for professional growth and development - Home office based with periodic travel required within the assigned territory Qualifications - Proven success in sales, business development, or account management - Experience within the rental, leasing, transportation, or fleet industry preferred - Strong prospecting, networking, negotiation, and closing skills - Ability to influence stakeholders and move opportunities from inception through completion - Strong verbal and written communication skills with the ability to present to a wide range of audiences, including executive leadership - Effective relationship-building and sales lead development capabilities - Strong organizational and time management skills - Problem-solving mindset with the desire and ability to learn - Ability to collaborate cross-functionally and coordinate company resources to support client needs - Working knowledge of Salesforce or other CRM systems along with common business software including Excel, PowerPoint, Zoom, and related tools Requirements - A minimum of 2 years of experience is preferred in sales or a related field within the rental or leasing industry - Bachelor’s degree preferred or equivalent professional experience - Demonstrated history of strong sales performance - Must hold a valid U.S. driver’s license and maintain an acceptable driving record at time of hire - Must continue to maintain a satisfactory driving record and remain eligible to be insured under the company’s vehicle insurance carrier Benefits - Great benefits package on top of an award-winning work environment - Recognized as one of the “Great Companies to Work For in NH” for the eighth year in a row - 88% employee satisfaction score (higher than the national average of 57%)

• Partner with clients to analyze fleet operations and identify opportunities to improve efficiency, reduce costs, and support strategic objectives • Conduct fleet business reviews, portfolio analyses, and custom reporting to deliver data-driven recommendations • Build and present insights and solutions to client fleet management teams and business leaders • Develop dashboards, visualizations, and reporting tools using PowerBI and other analytics platforms • Collaborate cross-functionally with Client Experience, Operations, Technology, and other internal teams to support consulting initiatives and continuous improvement efforts • Support enhancements to Merchants’ client technology platform, TotalView, including reporting and analytics capabilities • Manage client relationships and special projects from analysis through implementation • Translate complex data into practical business recommendations and executive-level presentations • Contribute innovative ideas and process improvements to support the evolution of Merchants’ consulting services and solutions

• Own and deliver against revenue growth targets and embedded penetration goals across assigned portfolio. • Proactively build, manage, and advance a pipeline of expansion opportunities within existing accounts. • Lead the full sales cycle for upsell and cross-sell opportunities—from identification through proposal, negotiation, and close. • Drive increased adoption of leasing and value-added services, expanding Merchants solutions across all clients. • Maintain full ownership of each client relationship, ensuring 100% retention while protecting and growing revenue streams. • Act as a trusted strategic advisor, delivering insights and solutions that strengthen long-term partnerships. • Drive and sustain full embedded lease and services penetration targets across all accounts.

• Identify key stakeholders and decision makers • Develop and maintain long-term relationships within the region for developing new prospects and clients • Probe for unfulfilled needs of prospects and develop solutions • Strong networking and sales lead development • Home office based with periodic travel required