Director of Remarketing

Director of Remarketing

Position Summary

The Director of Remarketing will be the driving force behind maximizing the resale value of our fleet by building and executing a sales-led remarketing strategy that prioritizes direct and retail channels first — auctions and wholesale will be the last resort.
This role requires a proven sales leader who can turn assets into opportunities, leveraging relationships, sales strategy, and negotiation to achieve record ROI across all remarketing channels.

The ideal candidate brings a blend of sales leadership, strategic vision, and deep understanding of the used vehicle and equipment market — someone who thrives on driving revenue, developing people, and growing remarketing into a profit center.

Location

Ideally onsite at our Fort Wayne, IN or Fort Worth, TX offices
Hybrid flexibility available with 50–75% travel

Key Responsibilities

• Lead a retail-first sales strategy for all used fleet vehicles, maximizing ROI by pursuing direct-to-business, dealer, and retail sales before utilizing wholesale or auction channels.

• Build and manage a high-performing remarketing sales team with clear goals, sales processes, and accountability for performance metrics.

• Develop a multi-channel sales roadmap that expands reach into direct end-user sales, small and mid-sized business accounts, online platforms, and strategic reseller partnerships.

• Negotiate and close high-value vehicle sales with business buyers, fleet operators, and commercial partners.

• Establish and grow relationships with key commercial buyers, dealer groups, and remarketing partners to continuously expand the customer base.

• Implement a disciplined sales pipeline management process to track opportunities, forecast revenue, and improve sales velocity.

• Partner cross-functionally with Fleet Operations, Finance, and Logistics to ensure timely, profitable vehicle dispositions.

• Develop and monitor KPIs that reflect both sales performance and remarketing efficiency (e.g., days-to-sell, retail mix %, gross profit per vehicle, and total ROI).

• Stay ahead of market trends, pricing shifts, and competitor practices to inform pricing and channel strategy.

• Continuously evaluate and refine the remarketing process to reduce costs, shorten sales cycles, and improve margins.

• Present performance dashboards and strategic updates to executive leadership.

Qualifications

Must Have

• Bachelor’s degree in Business Administration, Marketing, or related field (preferred).

• 7–10 years of experience in fleet remarketing, used vehicle sales, or equipment resale.

• 4+ years of sales management or sales leadership experience, with a proven ability to build and motivate a results-driven team.

• Demonstrated success in direct-to-business or retail sales, with measurable ROI growth and channel diversification.

• Deep understanding of the used vehicle and fleet equipment market, pricing, and buyer behaviors.

• Exceptional sales negotiation, closing, and relationship-building skills.

• Analytical thinker with strong financial acumen and the ability to interpret data and market insights.

• Proficiency with Microsoft Office and fleet or CRM platforms (Salesforce experience a plus).

• Valid driver’s license and ability to travel up to 75%.

Nice to Have

• AAMVA certification or equivalent (a plus).

• Existing business buyer network or commercial client base in relevant markets.

• Experience developing or scaling direct-to-business remarketing programs.

Why Join Us

• Lead a revenue-generating division in one of the fastest-growing fleet companies in the U.S.

• Build and scale a sales-driven remarketing model from the ground up.

• Make a measurable impact on company profitability through strategic sales leadership and innovation.