Territory Service Sales Representative

FleetPride Sales Representative

FleetPride is the largest after-market distributor of heavy-duty truck and trailer parts in the U.S. Partner with the best in the heavy-duty industry.

Duties & Responsibilities

Prospecting and Lead Generation:

• Utilize Rigdig, internal prospect lists, and other lead generation tools to identify and qualify potential customers within a designated territory.
• Research and analyze potential customers to gain insights into their business models, challenges, and service requirements.
• Develop and execute targeted outreach strategies to engage prospective customers and establish strong relationships.

Sales and Relationship Building:

Present FleetPride's solutions in a compelling, consultative manner that clearly demonstrates value and alignment with customer needs.

• Negotiate and close deals with new customers, ensuring agreements that deliver mutual value and long-term business partnerships.
• Build and nurture strong, long-term relationships with new customers by delivering exceptional support and consistently exceeding expectations.

Account Management:

• Onboard new customers and ensure a smooth transition into the FleetPride network.
• Leverage customer insights and performance data to identify and pursue strategic upselling and cross-selling initiatives.
• Develop and implement account growth plans to achieve or exceed assigned sales targets.
• Maintain regular communication with customers, proactively addressing concerns and delivering exceptional service.
• Build strong relationships within defined set of existing customers to identify retention and growth opportunities.

Reporting and Analysis:

• Track and report on sales activity, pipeline, and key performance indicators (KPIs).
• Analyze market trends and competitor activity to identify new opportunities.
• Continuously learn and adapt your approach to achieve optimal results.

Collaboration & Continuous Improvement:

• Work closely with Service Center team members to ensure a seamless customer experience and alignment of efforts across departments.
• Coordinate with Service Center leadership to ensure that Account strategies are aligned with broader business objectives.
• Continuously seek opportunities to enhance sales process, improve customer experiences, and drive more significant results.
• Collaborate with Service Center leadership and local team members by attending and participating in team huddles, safety meetings, etc.

Education & Training

• High School Diploma (or GED or High School Equivalence Certificate) required
• Valid drivers' license with clean driving record.

Knowledge & Experience

• Minimum of 1-2 years of experience in business development, sales, or a related field.
• Experience in the Medium/Heavy Duty Service industry is preferred.
• Proven track record of exceeding sales targets and achieving goals.
• Strong communication and interpersonal skills, with the ability to build rapport and trust with customers.
• Excellent presentation and negotiation skills.
• Self-motivated and results-oriented, with a strong work ethic.
• Proficient in Microsoft Office Suite and CRM (Salesforce.com) software.
• Experience with Rigdig or other lead generation tools is a plus.
• Ability to work independently and as part of a team.

Skills & Abilities

• Active Listening: The ability to ask probing questions, request clarification and paraphrase to show understanding.
• Sales Acumen - comprehensive ability to effectively navigate the sales process, resulting in successful transactions and long-term customer relationships.
• Judgment & Decision making: Use business acumen to adjust priorities and ensure the successful deployment of customer accounts, successful bids and other projects.
• Computer skills: The ability to learn new programs and utilize them to improve performance. Intermediate to advanced knowledge of MS Office and various office machines.
• Communicating: Conveying information to others in an effective manner.
• Active Learning: Understanding the implication of new information for both current and future problem solving and decision-making.
• Critical Thinking: Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Collaboration: Work with multiple departments to ensure bids, projects and other tasks are actively being worked and completed on time.
• Oral Expression : The ability to communicate information and ideas in speaking so others will understand.
• Written Expression : The ability to communicate information and ideas presented in writing.
• Oral Comprehension : The ability to understand information and ideas presented through spoken words and sentences.
• Problem Sensitivity: The ability to tell when something is wrong or is likely to go wrong.

Working Conditions

WORK ENVIRONMENT

The work environment for this position is dynamic and varied, involving both service center and customer sites.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Lifting and Carrying: The Sales Representative may need to lift and carry items such as product samples, catalogs, presentation materials, and equipment, typically weighing up to 30 pounds. Occasional lifting of heavier items may be required during site visits or trade shows.

• Travel: The role involves regular travel to customer sites, industry events, and service center locations. This includes driving or flying, which may require handling luggage and navigating various environments. Travel may constitute up to 80% of the role.

• Visual and Auditory Requirements: The ability to read and interpret documents, use a computer, and communicate effectively in person, over the phone, and via email is essential. This includes the capacity to listen attentively, respond clearly, and make presentations.

• Mobility: The Sales Representative should be able to move around various settings, including offices, warehouses, and customer sites. This may involve walking on uneven surfaces, climbing stairs, bending, reaching, and stooping.

• Exposure to Industrial Environments: Visits to customer sites may expose the Sales Representative to industrial environments, which may include noise, dust, and other conditions typical of manufacturing and warehouse facilities. Appropriate safety measures, such as wearing personal protective equipment (PPE), may be required.

This job description in no way states or implies that these are the only duties to be performed by this employee. He or she will be required to follow any other instructions and to perform any other duties requested by his or her supervisor.

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.