Outside Sales Representative

FleetPride•Hartford, CT

43d•$35,568 - $101,000•Onsite

About The Position

FleetPride is the largest after-market distributor of heavy-duty truck and trailer parts in the U.S. We are seeking an Outside Sales Representative to sell FleetPride products and services to current and prospective customers in a competitive business-to-business selling environment. This role is accountable for maximizing sales and gross profit within a defined territory by growing share within existing customers and acquiring new customers. The ideal candidate will solve customer problems, create mutual value, and embrace a performance-focused, high accountability sales culture. You will 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
1 year of B2B sales experience (preferred)
Heavy-duty equipment distribution sales or related industry experience (a plus)
Excellent written and verbal communication and presentation skills
Demonstrated mechanical inclination and interest in FleetPride’s industry
Experience with CRM and other sales force automation tools (a plus)
MS Office Suite proficiency with ability to conduct basic database tasks in Excel
Valid driver’s license with clean driving record

Nice To Haves

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

Responsibilities

Sell FleetPride products and services to current and prospective customers.
Maximize sales and gross profit within a defined territory.
Grow share within existing customers through the sale of all product and service offerings.
Acquire new customers.
Solve customer problems and create mutual value.
Develop and maintain knowledge of FleetPride value propositions, sales process, account management, and sales best practices.
Perform account planning, including identifying opportunities, competitive situations, and maintaining/updating account plans.
Specify interim advances (milestones) on the path to objectives and specific tactics for achieving them.
Plan sales calls by determining the objective, preparing for potential barriers, and leveraging sales force automation tools.
Detail focused and accurate call records and post-call results in the CRM and supporting tools.
Assess customer needs through open-ended questions, observation, and establishing trust.
Engage customers in discussion/diagnosis of account business needs to uncover expansion opportunities and future needs.
Maintain open dialogue with customers on how FleetPride can continue to drive value.
Understand customer value drivers and continuously communicate the value delivered by FleetPride.
Gather customer feedback and identify ways to increase mutual value.
Seek and leverage catalogs, call center, relevant 3rd party information, branch expertise, and other subject matter experts for information.
Leverage FleetPride networks to maximize business results.
Act as an active and valuable member of others’ networks within FleetPride.
Appropriately elevate customer issues to the correct resources for resolution support.
Serve as a conduit between FleetPride and the customer during resolution.
Understand major parts offered, how they are interrelated, and which parts are complementary.
Understand basic strengths and weaknesses of FleetPride’s offers compared to competitive products and services.
Turn competitive differences into competitive advantages for FleetPride.
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.