Regional Sales Manager

Fontaine Modification Company As a part of the global industrial organization Marmon Holdings—which is backed by Berkshire Hathaway— you’ll be doing things that matter, leading at every level, and winning a better way. We’re committed to making a positive impact on the world, providing you with diverse learning and working opportunities, and fostering a culture where everyone’s empowered to be their best. Fontaine Modification focuses on the design and manufacturing of innovative solutions for heavy truck manufacturers, dealers, and commercial truck users worldwide. We fill the niche between what OEM truck chassis builders can produce in their manufacturing plants and what the market needs for a wide variety of fleet and vocational truck applications. Fontaine’s long history of providing innovative and custom-engineered solutions in an environment of integrity, customer responsiveness, quality products, and superior workmanship has made us a recognized leader in the industry. Fontaine Modification Company is seeking a Regional Sales Manager to lead growth within the western region by developing high-value dealer, fleet, OEM, and vocational account relationships. The ideal candidate will be based in the western United States and located near key trucking, dealer, and fleet markets such as Dallas, Houston, Phoenix, Salt Lake City, Sacramento, Denver, or Northwest Arkansas . This is a remote position based in the Western U.S. region, with its corporate HQ located in Charlotte, NC. The role’s priority is not simply geographic coverage, but ownership of strategic dealer and fleet relationships that influence specification decisions, generate sustained revenue growth, and expand Fontaine Modification’s market presence. The primary focus will be developing and growing relationships with major dealer groups, fleet customers, and strategic accounts that create repeatable, scalable opportunities for the business. Success in this role requires relationship building, consultative selling, disciplined account planning, commercial judgment, and the ability to coordinate internally to deliver a high-quality customer experience from opportunity development through quote, production, and execution. CORE RESPONSIBILITIES Serve dealers, OEMs, fleets, and strategic accounts within the assigned region by understanding their needs and aligning Fontaine Modification’s value-added services to those needs. Develop and maintain trusted relationships with key dealers, large dealer groups, fleets, OEM regional contacts, national account managers, vocational influencers, and other stakeholders who affect truck specification and upfit decisions. Achieve new business growth goals within the assigned region by identifying, qualifying, and developing high-value opportunities with dealers, fleets, and strategic accounts. Create and execute a regional account plan that identifies priority markets, key contacts, conquest opportunities, retention targets, and win-back opportunities. Identify accounts where Fontaine’s ship-thru access, engineering capability, production scale, and customer support can create meaningful value for dealers and end users. Lead consultative sales activity by understanding customer applications, upfit requirements, timing constraints, operational pain points, and decision drivers. Support quote development and deal qualification by working closely with inside sales, sales engineering, operations, procurement, and leadership to ensure major opportunities are properly scoped, priced, qualified, and executable. Maintain strong account relationships, monitor customer satisfaction, identify at-risk business early, and create action plans to protect and expand strategic accounts. Represent Fontaine Modification professionally in customer meetings, dealer visits, fleet reviews, trade events, OEM engagements, and industry discussions. Maintain disciplined commercial execution by tracking opportunities, forecasting revenue, managing travel and entertainment responsibly, following up on commitments, and communicating clearly across internal teams. EDUCATION / COMPETENCIES / EXPERIENCE Bachelor’s degree from an accredited college or university preferred; equivalent industry experience may be considered. Seven or more years of sales, account management, business development, truck specification, commercial vehicle, upfitting, leasing, or transportation-related experience preferred. Strong understanding of the truck sales process, fleet buying behavior, dealer influence, ship-thru value, and post-production modification needs. Proven ability to build long-term relationships with dealers, fleets, OEM representatives, body companies, or other commercial vehicle stakeholders. Ability to identify the right decision makers and influencers across multiple levels of an account, including sales, maintenance, operations, purchasing, and leadership. Consultative selling style with the ability to connect customer needs to engineered solutions, production capabilities, and business outcomes. Disciplined approach to account planning, opportunity tracking, forecasting, follow-up, and internal communication. Strong commercial judgment, including the ability to balance customer needs, profitability, operational feasibility, and long-term relationship value. Technically conversant with truck terminology and comfortable discussing customer applications, specifications, and upfit requirements. Able to manage frequent customer, OEM, dealer, vendor, and internal conversations in a professional and organized manner. Proficient with CRM tools, Microsoft Office, reporting tools, and structured account planning. Key Competencies Communication: Listens effectively, transmits information accurately and understandably, and actively seeks feedback non-defensively, whether from customers, suppliers, dealers, OEM representatives, or Fontaine employees. Customer Focus: Understands and meets the needs of