Account Manager (Hino Truck)

Drive your career forward with Somerville!

Account Executive

Join our growing, forward-thinking team! For over 60 years, Somerville has been a name that represents integrity and quality in the transportation industry.

• Join a world-class team with a corporate culture like no other! People are our priority. We want you to bring your whole self to work each day.
• Learn and advance within a rapidly growing company! We value career growth and development by investing in you.
• Hold a lot of responsibility and be challenged daily! You have the freedom to work and provide creative input.
• Be surprised by the scale and scope of what Somerville Hino does! The rapid pace of change makes it imperative for us to be smart and open-minded in the way we market our products and services.

Sound like Somerville Hino might be the right place for you? Keep reading…

What your team does:

Somerville Hino is the #1 Hino Dealership in Ontario & Canada. Somerville Hino’s Sales Team is laser-focused on providing our new and existing customers with value-added commercial trucking solutions.

What you’ll do:

Prospecting, Sales, Pipeline Management:

• Develop new business by acquiring new client accounts and prioritize and target prospects and customers by the potential for revenues/profits, cost to sell and service, and probability of success.
• Establish strong relationships with prospects and customers' decision-makers and generate new business by prospecting - through research, conducting market analysis, networking, and referrals.
• Prospect and qualify: Research and contact high-quality prospects through various channels including email, phone, LinkedIn, and industry trade shows. Act on inbound leads.
• Work to identify and understand a client’s critical business needs and how Somerville Hino’s products and services align to provide solutions.
• Effectively manage Somerville Hino’s strategic territory plan & AOR.
• Achieve maximum sales through outbound calling and solution-based selling.
• Make regular sales calls and visits (prospective and existing accounts).
• Drive the entire sales process from targeting clients, identifying solutions, and conducting in-person demonstrations to negotiating and closing, as well as, consistent customer follow-ups.
• Effectively and efficiently manage all aspects of the transaction pipeline.
• Win Business: Coordinate all aspects of closing including contract review, negotiating terms, and securing signatures.
• Ensure all required legal documents, certificates, and registrations (CVOR, COI, Licenses, Photo Identification, Articles of Incorporation, etc.) are obtained, are in good standing, and are warehoused in the appropriate Somerville Hino file storage system (Google Drive).
• Processes, protocols, and SOPs: ensure all are compliant with Somerville Hino policy.

Business Partner Collaboration:

• Upfitter communication and process/ pipeline management: Efficient execution of vendor quotes, pipeline management, and delivery timeline requirements.
• Collaborate with Somerville National Leasing (SNL) and third-party lenders to provide competitive quotes and value-added finance solutions to your customers while adding to overall Somerville Hino’s contribution margins.
• Work effectively with Somerville Hino’s sales and services resources during the sales cycle.
• Collaborate on Proposals: Work with the Director of Sales to build solid proposals tailored to clients, adapting our existing proposal templates and leveraging help from team members to build customer-specific financing models.
• Collaborate with Somerville Hino’s Marketing Team to deliver best-in-class digital, print, and strategic competitive marketing to Somerville customers.

Reporting & CRM Management:

• Prepare timely and useful reports on sales calls for management, using Somerville Hino's CRM software.
• Provide standard sales metrics including forecasting, pipeline, funnel, engagement plans, and other reports as necessary in a timely manner.
• Document your activities in, and maintain Somerville Hino’s CRM database and log sales activities, quotes, contracted deals, deposit-taking, up-fitter & vendor management, and deliveries.
• Ensure deal documentation processes are upheld and collaborate with Sales Effectiveness and Accounting Teams to properly close deals upon final delivery.

Customer Service & Customer Management:

• Build and maintain strong client relationships and forge lasting relationships within Somerville Hino’s AOR to enable further market penetration and increased market share.
• Demonstrate a commitment to Somerville Hino’s core values and embody, embrace, and promote the Somerville Hino Mission: Commitment to excellence; dedicated to providing a superior customer experience.
• Liaison with Somerville Hino Service & Parts, and Leasing teams to deliver a one-stop-shop solution to your customers.
• Coordinate smooth hand-offs and transition customers to Somerville Hino’s Service Team based on request type and need.
• Regularly inquire about customer satisfaction and promptly report any dissatisfaction or dispute issues.
• Assist in bringing a diligent and satisfactory resolution to any dispute or dissatisfaction issue with clients.

Continual Learning & Market Research:

• Continually upgrade product knowledge and acquire enhanced selling skills in order to understand the features and functions of Somerville Hino’s products and services, and be able to articulate our key differentiators over our competition.
• Stay abreast of competition, competitive issues, and commercial trucking-related products and services.
• Collaborate: Collect insights or concerns from the market and feedback to product and marketing teams, to help continuously improve the product, content, and sales playbook.

Somerville is committed to personal development for all team members who have the motivation and attitude to evolve. We promote diversity and inclusion and respect the rights of every individual to work to their highest potential, free of discrimination.

Skills (Required):

• Excellent prospecting strategy and tactics as well as sales and customer service prowess.
• Superior sales strategy, tactics, communication (written and verbal), and business acumen (phone, email, and in-person).
• Strong analytical, problem-solving, decision-making and negotiation skills.
• Strong presentation and in-person demonstration experience.
• Ability to learn, adapt and embrace new technologies and processes.

You will thrive in this role if:

• You are experienced in high-volume sales to businesses, have a university or college degree and can juggle priorities and adapt in a busy changing environment, managing multiple projects at once, and adhering to strict deadlines.
• You have working experience using CRM, and project management software.

Serious bonus points if:

• You have worked in the automotive industry.
• You are bilingual or multilingual.

Culture Matters. We are a family-owned business that cares about one another as much as we care about our customers! At Somerville your voice will be heard, as we are always looking for ways to improve and innovate. We believe in: "May the best idea win.” Employee Surveys & Bi-Annual reviews allow for ample communication and feedback outside of regular day to day operations. We support work-life balance and support our team members accordingly.

You’ll receive:

• A great work environment, with an active social club and events such as pre long-weekend BBQ’s!
• Competitive salary and bonus plan, plus professional development to help you grow with us!

• Excellent Health and Dental Benefits, including an Employee Assistance Program and Vision care.
• Your birthday off, with pay!

• Work-Life Balance - Regular working hours: Monday to Friday (although occasional overtime may be required).
• A fulfilling career where you can relate to and engage with an incredible team.

• Opportunity to advance within a family owned and operated company.

At Somerville Hino, we respect diversity and treat one another in ways that are fair, courteous and compassionate, recognizing everyone’s contributions. As an equal opportunity employer, we are committed to establishing a qualified workforce that is reflective of the diverse population we serve. Somerville Hino is committed to providing accommodations throughout the recruitment process. If you require accommodation please notify us and we will work with you to meet your needs. We encourage applications from all qualified individuals; however, only those under consideration will be contacted.