Client Development Manager

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.