Outside Sales Representative

The Outside Sales Representative will sell FleetPride products and services to current and prospective customers in a competitive business-to-business selling environment.

The Outside Sales Representative is accountable for maximizing sales and gross profit within a defined territory, by growing share within existing customers through the sale of all product and service offerings, and by acquiring new customers. A successful Outside Sales Representative maximizes results by solving customer problems and creating mutual value.

Account Planning

The Outside Sales Representative will know and understand share of wallet and what opportunities exist to sell more product within an account; they will leverage sales force automation tools to identify opportunities within accounts. They accurately identify the competitive situation in the account including strengths, weaknesses, opportunities and threats. They will maintain and update account plans during the course of the year per the specified cadence (e.g. monthly, quarterly), and socializes plans internally to receive feedback from manager and peers. The OSR will specify interim advances (milestones) on the path to their objectives and specific tactics for achieving those advances.

Call Planning

The Outside Sales Representative will determine the objective of the sales call ahead of the call. They will prepare for the call, by anticipating barriers and a plan to overcome these barriers. They will leverage sales force automation tools in advance of the call to determine the call objective, topics to discuss as well as identify areas that need further preparation. At the end of the call, the OSR will utilize the CRM and supporting tools to detail focused and accurate call records, and post-call results in an efficient and effective manner.

Customer Needs and Assessment

The Outside Sales Representative will ask simple, direct, open-ended questions. They will be observant to look for current and future sales opportunities, and leverage observations in line of questioning. They will establish trust and always engage customers in discussion/diagnosis of account business needs. They ask questions about the customer’s business (beyond just immediate needs) to uncover expansion opportunities and future needs.

Value of FleetPride

The Outside Sales Representative maintains open dialogue with customers on how FleetPride can continue to drive value. They understand the drivers of value for customers while continuously communicating to the customer the value delivered by FleetPride. They conduct discussions with customers to understand their point of view, gather feedback and identify ways to increase mutual value, including incremental needs and opportunities.

Team Work

The Outside Sales Representative knows which teams and groups to ask for desired resources (and when to go to them). They are resourceful and seek out and leverage catalogs, call center, and relevant 3rd party information, branch expertise, and/or other subject matter experts to obtain required information/answers. They will leverage FleetPride networks to maximize business results, and act as an active and valuable member of others’ networks within FleetPride. They appropriately elevate customer issues to the correct resources for resolution support while serving as a conduit between FleetPride and the customer during resolution.

Product Knowledge

The Outside Sales Representative understands the major parts offered, how major parts are interrelated and which parts are complementary parts. They understand basic strengths and weaknesses of FleetPride’s offers, compared to competitive products and services. They know how to turn competitive differences into competitive advantages for FleetPride. They will leverage parts knowledge to lead customer to the best fit solution. They always proactively seek to improve product knowledge by interacting with internal and external subject matter experts and resources.

Success Measurements Include:

Territory sales

Territory sales in specific product areas

A, B, C Customer account mix

Territory gross margin

Qualifications

Education

High School Diploma or GED

Knowledge, Skills and Experience

1 year of B2B sales experience, preferred

Heavy-duty equipment distribution sales or related industry experience is a plus

Excellent written and verbal communication and presentation skills required

Demonstrated mechanical inclination and interest in FleetPride’s industry

Experience with CRM and other sales force automation tools is a plus

MS Office Suite proficiency with ability to conduct basic database tasks in Excel

Valid drivers’ license with clean driving record.

FleetPride is the leader in the industry comprised of retail, service, distribution and wholesale divisions.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.