Outside Sales Representative

Fleetpride; Hobbs (NM); On-site; USD 50,000 - 90,000; Full time

Job summary

FleetPride is the nation’s largest distributor of heavy‑duty parts and services, seeking an Outside Sales Representative to drive growth in a defined territory. You will sell FleetPride products to current and new customers in a competitive B2B environment.

The role emphasizes using CRM tools, building strong customer relationships, and maximizing gross margin through strategic account planning and effective call execution across the Territory.

Qualifications

• Education: High School Diploma or GED.
• 1 year of B2B sales experience, preferred Heavy‑duty equipment distribution sales or related industry experience is a plus
• Excellent written and verbal communication and presentation skills required
• Demonstrated mechanical inclination and interest in FleetPride’s industry
• Experience with CRM and other sales force automation tools is a plus
• MS Office Suite proficiency with ability to conduct basic database tasks in Excel
• Valid drivers’ license with clean driving record

Responsibilities

• The Outside Sales Representative will sell FleetPride products and services to current and prospective customers in a competitive B2B selling environment.
• Account planning and call planning to grow share of wallet and establish milestones.
• Identify customer needs, develop value propositions, and drive incremental sales and gross margin.
• Collaborate with internal teams to deliver solutions and resolve customer issues.
• Maintain knowledge of FleetPride value propositions, sales processes, and market trends.

Skills

B2B sales

CRM experience

Communication skills

Mechanical inclination

MS Office

Driver's license

Education

High School Diploma or GED

Tools

CRM software

Excel

Job description

FleetPride is the largest after‑market distributor of heavy‑duty truck and trailer parts in the U.S. with some of the best and brightest people in the business.

Joining FleetPride means you are a member of the best heavy‑duty sales team in the country. Our salesforce is driven by a customer‑focused culture – second to none.

FleetPride operates over 250 locations in 45 states.

We distribute a full line of brand‑name parts from the most trusted suppliers in the industry, as well as exclusive brand products that offer both quality and value – all backed by our nationwide manufacturer’s parts warranty.

FleetPride offers in‑house remanufactured products such as brake shoes and driveline components and provides truck and trailer repair services at many locations.

Across the nation, over 2,900 experienced FleetPride professionals are ready with local expertise and personalized service essential to our customers’ business.

The Outside Sales Representative will sell FleetPride products and services to current and prospective customers in a competitive business‑to‑business selling environment. The Outside Sales Representative is accountable for 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 maximizes results by solving customer problems and creating mutual value.

The Outside Sales Representative is expected to embrace a performance‑focused, high accountability sales culture, while developing and maintaining knowledge of FleetPride value propositions, sales process, account management and sales best practice to the industry and local market.

Core Competencies/Responsibilities

Account Planning

The Outside Sales Representative will know and understand share of wallet and what opportunities exist to sell more product within an account; they will leverage sales force automation tools to identify opportunities within accounts. They accurately identify the competitive situation in the account including strengths, weaknesses, opportunities and threats. They will maintain and update account plans during the course of the year per the specified cadence (e.g. monthly, quarterly), and socializes plans internally to receive feedback from manager and peers. The OSR will specify interim advances (milestones) on the path to their objectives and specific tactics for achieving those advances.

Call Planning

The Outside Sales Representative will determine the objective of the sales call ahead of the call. They will prepare for the call, by anticipating barriers and a plan to overcome these barriers. They will leverage sales force automation tools in advance of the call to determine the call objective, topics to discuss as well as identify areas that need further preparation. At the end of the call, the OSR will utilize the CRM and supporting tools to detail focused and accurate call records, and post‑call results in an efficient and effective manner.

Customer Needs and Assessment

The Outside Sales Representative will ask simple, direct, open‑ended questions. They will be observant to look for current and future sales opportunities, and leverage observations in line of questioning. They will establish trust and always engage customers in discussion/diagnosis of account business needs. They ask questions about the customer’s business (beyond just immediate needs) to uncover expansion opportunities and future needs.

Value of FleetPride

The Outside Sales Representative maintains open dialogue with customers on how FleetPride can continue to drive value. They understand the drivers of value for customers while continuously communicating to the customer the value delivered by FleetPride. They conduct discussions with customers to understand their point of view, gather feedback and identify ways to increase mutual value, including incremental needs and opportunities.

Team Work

The Outside Sales Representative knows which teams and groups to ask for desired resources (and when to go to them). They are resourceful and seek out and leverage catalogs, call center, and relevant 3rd party information, branch expertise, and/or other subject matter experts to obtain required information/answers. They will leverage FleetPride networks to maximize business results, and act as an active and valuable member of others’ networks within FleetPride. They appropriately elevate customer issues to the correct resources for resolution support while serving as a conduit between FleetPride and the customer during resolution.

Product Knowledge

The Outside Sales Representative understands the major parts offered, how major parts are interrelated and which parts are complementary parts. They understand basic strengths and weaknesses of FleetPride’s offers, compared to competitive products and services. They know how to turn competitive differences into competitive advantages for FleetPride. They will leverage parts knowledge to lead customer to the best fit solution. They always proactively seek to improve product knowledge by interacting with internal and external subject matter experts and resources.

Success Measurements Include

• Territory sales
• Territory sales in specific product areas A, B, C
• Customer account mix
• Territory gross margin

Qualifications

• Education: High School Diploma or GED
• Knowledge, Skills and Experience: 1 year of B2B sales experience, preferred Heavy‑duty equipment distribution sales or related industry experience is a plus
• Excellent written and verbal communication and presentation skills required
• Demonstrated mechanical inclination and interest in FleetPride’s industry
• Experience with CRM and other sales force automation tools is a plus
• MS Office Suite proficiency with ability to conduct basic database tasks in Excel
• Valid drivers’ license with clean driving record

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.

Headquartered in Irving, TX, FleetPride is the nation’s largest distributor of heavy duty parts and service in the independent heavy duty aftermarket. FleetPride’s sophisticated network of over 450 locations, more than 110 service centers, and six distribution centers ensures customers get the parts and services they need, when and where they need them.

FleetPride offers career opportunities for self‑motivated professionals and now boasts more than 5,500 experts who are empowered and driven to create tailored solutions and solve problems for each customer’s unique needs.