GM Fleet Sales Operations Manager

Job Description

GM Fleet is a leader in fleet vehicle sales across the commercial, government and rental segments.  The business is transforming, and the team is looking for a dynamic leader looking to make an impact on the business and improve sales performance, profitability, communications, and operational effectiveness across the organization. GM Fleet focuses on delivering end-to-end B2B & B2G solutions to small, medium, and large organizations.

The Role

This position, as a Sales Operations Manager for GM Fleet, serves as the incentive manager and plays a key role in developing solutions that help drive fleet vehicle sales, support go-to-market execution, and successfully launch programs to the field team through monthly go-to-market calls, while working cross-functionally with sales, finance, marketing, forecasting, distribution, and field leadership to ensure initiatives are executed properly, within budget, and in a way that supports profitable growth. The role is also responsible for interpreting and applying GM Fleet policies and procedures while working closely with internal GM partners, including GM Legal, GM Audit staff, the sales reporting team, and dealers. In addition, this role must be able to respond quickly to emerging issues and senior leadership requests by pulling, analyzing, and interpreting sales and inventory data to develop timely business solutions and recommendations.

This is a Detroit-based role with the ability to work in office a minimum of three days per week (Tuesday, Wednesday and Thursday) in alignment with GM requirements.

What You’ll Do:

• Lead commercial sales operations & incentive strategy nationally for GM Fleet.
• Mentor, train, coach, and develop field and operations partners through clear communications, training forums, operating reviews, and best-practice sharing that improve execution across the commercial business.
• Develop tools and resources that aide our Account Executives and Business Elite dealers in their sales efforts.
• Oversee field communication processes with Central Office and the field on a monthly basis providing the field with the information necessary to run their business.
• Identify market opportunities and develop strategies and plans that grow the business, including incentive recommendations, go-to-market tactics, launch support, and actions to improve inventory movement and dealer engagement.
• Perform competitive incentive, sales, inventory, and financial analysis to support monthly business reviews, annual planning, executive decision-making, and profitable fleet strategy development.
• Work with finance and internal teams to coordinate execution of incentive tactics and strategies, including system authoring, communication, and support for monthly and ad hoc go-to-market actions.
• Develop and distribute executive reporting summaries, field communications, and business intelligence tools that help leadership and field teams monitor performance and act quickly on opportunities.
• Manage the GM Fleet Policy & Procedure manual working closely with internal teams to ensure consistency and implementation of GM policies.
• Serve as the Export Compliance officer for VSSM within GM – frequently advising field and internal teams on export compliance questions.
• Oversee International Fleet Sales (IFS) contract and Export process to ensure vehicles are exported according to GM approved policies.
• Serve as the subject matter expert to retail teams on the commercial business and work with regional zone teams to grow small fleet sales across GM stores.

Your Skills & Abilities (Required Qualifications)

• Bachelor’s degree in Business, Marketing, or a related field.

• Minimum 7 years of progressive experience across sales operations, incentive planning, field sales, marketing, dealer operations, or related commercial functions.
• Demonstrated management and/or leadership experience, including leading cross-functional initiatives and driving business performance through strategy, analytics, and execution.
• Strong understanding of the incentive process and how retail and fleet systems work.
• Demonstrated ability to work directly with senior leadership and rapidly develop business plans from data pulled and analyzed to support decision-making.

What Can Give You a Competitive Advantage (Preferred Qualifications)

• Field experience preferred.
• Fleet, commercial, or incentive planning experience preferred.
• Master of Business Administration preferred.
• Strong analytical, data manipulation, project management, and planning skills.
• Ability to build strong relationships and influence business partners across sales, finance, marketing, and field orga