Client Development Manager

The Client Development Manager (CDM) is a revenue-owning sales role responsible for driving net revenue retention, portfolio growth, and full embedded lease and services penetration across an assigned portfolio of clients.

As the primary commercial owner of the client relationship, the CDM is accountable for achieving 100% client retention while expanding Merchants’ lease and services penetration, leading all upsell and cross-sell activity, and ensuring Merchants captures the full leasing and services opportunity within each account.

This role requires a proactive, results-driven sales professional who can operate as both a strategic advisor and a growth driver—identifying opportunities, building pipeline, and closing business within existing client relationships.

Key Responsibilities:

Revenue Ownership & Growth

• 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.
• Continuously identify new stakeholders, departments, and buying centers to expand Merchants footprint within each client.

Client Retention & Relationship Management

• 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.
• Proactively identify at-risk indicators and lead retention and recovery strategies to secure ongoing client commitment.

Embedded Lease & Services Penetration

• Drive and sustain full embedded lease and services penetration targets across all accounts.
• Actively manage the leasing lifecycle, including ramp-up, expansion, and optimization strategies.
• Ensure all vehicle orders and leasing activity are captured through Merchants, achieving maximum lease volume capture.

Order Generation & Forecasting

• Own and drive the end-to-end order generation process, partnering with clients to establish and execute against annual and monthly forecasts.
• Ensure timely and accurate vehicle ordering aligned with client needs and Merchants objectives.
• Maintain accurate revenue forecasts and pipeline visibility within Salesforce.

Strategic Partnership & Execution

• Collaborate with clients to develop and implement initiatives that improve operational efficiency, financial performance, and sustainability outcomes.
• Partner with Fleet Consultants (where applicable) to co-develop and execute strategic fleet solutions.
• Identify and position new products, services, and technology enhancements to drive additional value and revenue.

Sales Collaboration & Onboarding

• Partner with Regional Sales Managers (RSMs) during the sales cycle to reinforce long-term value and growth potential.
• Support seamless transition from prospect to client, setting clear expectations for ongoing commercial engagement and expansion.

Client Engagement & Travel

• Conduct regular in-person client meetings based on account size and complexity to strengthen relationships and uncover growth opportunities.
• Represent Merchants at industry events, client meetings, and company functions.

Operational Excellence

• Maintain accurate and timely documentation of all sales activity, pipeline, and client engagement in Salesforce.
• Deliver consistent reporting, forecasts, and business insights to leadership.
• Manage business expenses responsibly and in a timely manner.
• Support the Regional Vice President on strategic initiatives, account transitions, and key projects.

Skills & Competencies

• Proven sales acumen with a strong track record of driving revenue growth within existing accounts
• Excellent negotiation, closing, and influencing skills
• Strong executive presence and ability to engage C-level stakeholders
• Exceptional relationship-building and client management capabilities
• Highly self-motivated, competitive, and results-driven
• Strong financial, analytical, and strategic thinking skills
• Effective communication and presentation skills
• Collaborative team player with a growth mindset

Qualifications & Experience

• Bachelor’s degree in Business or related field
• Minimum 5+ years of sales, account management, or fleet-related experience
• Demonstrated success in quota-carrying or revenue-owning roles
• Experience working with C-level executives
• Ability to travel up to 50%

What Success Looks Like

• 100% client retention across assigned portfolio
• Achievement of revenue growth and retention targets
• Full embedded lease and services penetration across all accounts
• Consistent pipeline generation and deal closure within existing clients
• Expansion of Merchants’ leasing and services adoption within each client

The Company 

You're invigorated by team collaboration and a fast-paced work environment. Opportunities for growth motivate you to always bring your A-game. You’re tired of being told “no” when you think of ways to improve, innovate, and do things better.

There’s a place for people like you. Welcome to Merchants Fleet.

We’ve been around for more than 60 years, but we’re the fastest growing fleet management company in North America. The fleet industry is behind every delivered package, the summertime memories kids make on their way to camp, and the heavy-duty trucks and vans that keep the lights on. That’s a lot of responsibility, and why we want our employees to always be at their best.

Everything at Merchants Fleet is fueled by our entrepreneurial spirit, including:

• Leadership who truly lead and engage with employees   
• Real career paths and the tools you need to grow and develop  
• A work environment that’s encouraging and collaborative

We know employees won’t stay if they’re not happy, which is why we provide a great benefits package on top of our award-winning work environment. In fact, we’ve just made the “Great Companies to Work For in NH” list for the eighth year in a row and have a 88% employee satisfaction score (higher than the national average of 57%).

So, what are you waiting for? See why a career with Merchants Fleet is the best decision your future self has ever made.