Outside Sales Representative

FleetPride•Bemidji, MN

About The Position

FleetPride is the largest after-market distributor of heavy-duty truck and trailer parts in the U.S., operating over 250 locations in 45 states with more than 5,500 experienced professionals. They distribute a full line of brand-name parts, exclusive brand products, offer in-house remanufactured products, and provide truck and trailer repair services. Headquartered in Irving, TX, FleetPride is driven by a customer-focused culture. The Outside Sales Representative will be responsible for selling FleetPride products and services to current and prospective customers in a competitive business-to-business selling environment. This role focuses on 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 is expected to solve customer problems, create mutual value, embrace a performance-focused, high accountability sales culture, and continuously develop and maintain knowledge of FleetPride value propositions, sales process, account management, and sales best practices relevant to the industry and local market.

Requirements

High School Diploma or GED
Demonstrated mechanical inclination and interest in FleetPride’s industry
MS Office Suite proficiency with ability to conduct basic database tasks in Excel
Valid drivers’ license with clean driving record

Nice To Haves

1 year of B2B sales experience
Heavy-duty equipment distribution sales or related industry experience
Experience with CRM and other sales force automation tools

Responsibilities

Know and understand share of wallet and opportunities to sell more product within an account, leveraging sales force automation tools to identify opportunities.
Accurately identify the competitive situation in the account including strengths, weaknesses, opportunities and threats.
Maintain and update account plans per specified cadence (e.g. monthly, quarterly) and socialize plans internally for feedback.
Specify interim advances (milestones) on the path to objectives and specific tactics for achieving those advances.
Determine the objective of each sales call ahead of the call and prepare by anticipating barriers and planning to overcome them.
Leverage sales force automation tools in advance of calls to determine objectives, topics, and identify areas needing further preparation.
Utilize CRM and supporting tools to detail focused and accurate call records and post-call results efficiently and effectively.
Ask simple, direct, open-ended questions and be observant for current and future sales opportunities, leveraging observations in line of questioning.
Establish trust and engage customers in discussion/diagnosis of account business needs, asking questions about the customer’s business to uncover expansion opportunities and future needs.
Maintain open dialogue with customers on how FleetPride can continue to drive value, understanding drivers of value and continuously communicating value delivered.
Conduct discussions with customers to understand their point of view, gather feedback, and identify ways to increase mutual value, including incremental needs and opportunities.
Know which teams and groups to ask for desired resources (and when to go to them).
Be resourceful and seek out and leverage catalogs, call center, relevant 3rd party information, branch expertise, and/or other subject matter experts to obtain required information/answers.
Leverage FleetPride networks to maximize business results and act as an active and valuable member of others’ networks within FleetPride.
Appropriately elevate customer issues to the correct resources for resolution support while serving as a conduit between FleetPride and the customer during resolution.
Understand the major parts offered, how major parts are interrelated, and which parts are complementary.
Understand basic strengths and weaknesses of FleetPride’s offers compared to competitive products and services, and know how to turn competitive differences into competitive advantages.
Leverage parts knowledge to lead customers to the best fit solution.
Proactively seek to improve product knowledge by interacting with internal and external subject matter experts and resources.