Outside Sales Representative

FleetPride•Portland, OR

19h•Onsite

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. The company distributes a full line of brand-name parts, exclusive brand products, and offers in-house remanufactured products and truck and trailer repair services. The Outside Sales Representative will 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 ones. A successful Outside Sales Representative solves customer problems and creates mutual value, embracing a performance-focused, high accountability sales culture while developing and maintaining knowledge of FleetPride's value propositions, sales process, account management, and sales best practices for the industry and local market.

Requirements

High School Diploma or GED
Excellent written and verbal communication and presentation skills required
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 is a plus
Experience with CRM and other sales force automation tools is a plus

Responsibilities

Know and understand share of wallet and identify opportunities to sell more product within an account, leveraging sales force automation tools.
Accurately identify the competitive situation in accounts, 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) and specific tactics for achieving objectives.
Determine the objective of sales calls ahead of time and prepare by anticipating and planning to overcome barriers.
Leverage sales force automation tools in advance of calls to determine objectives and topics.
Utilize CRM and supporting tools to detail focused and accurate call records and post-call results efficiently.
Ask simple, direct, open-ended questions and be observant for current and future sales opportunities.
Establish trust and engage customers in discussion/diagnosis of account business needs, asking questions beyond immediate needs to uncover expansion opportunities.
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 gather feedback and identify ways to increase mutual value, including incremental needs and opportunities.
Identify and leverage appropriate internal teams and groups for desired resources.
Be resourceful, seeking out and leveraging catalogs, call center, 3rd party information, branch expertise, and other subject matter experts.
Leverage FleetPride networks to maximize business results and act as an active member of others’ networks within FleetPride.
Appropriately elevate customer issues to the correct resources for resolution support and serve as a conduit between FleetPride and the customer.
Understand the 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.
Know how to 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.