Outside Sales Representative (Heavy Duty Truck Parts)

FleetPride; Londonderry (NH); On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Job summary

A national truck parts supplier is seeking an Outside Sales Representative to sell products and services in the Londonderry area. Ideal candidates will have a high school diploma and at least one year of B2B sales experience. The role requires excellent communication skills, a mechanical inclination, and proficiency in CRM tools. Benefits include medical insurance, a 401(k), and more, with a full-time employment status.

Qualifications

• 1 year of B2B sales experience preferred.
• Heavy-duty equipment distribution sales 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

• Sell FleetPride products to customers in a competitive environment.
• Maximize sales and gross profit within a defined territory.
• Develop account plans and maintain customer relationships.
• Communicate FleetPride value and maintain mutual value with customers.
• Collaborate with internal teams to access resources and resolve issues.
• Maintain product knowledge to recommend best-fit solutions.
• Meet territory sales, product area, and gross margin targets.

Skills

B2B sales experience

Communication skills

Mechanical inclination

MS Office Suite proficiency

CRM tools

Sales force automation tools

MS Office Suite

Valid driver’s license

Education

High School Diploma or GED

Tools

CRM

Sales force automation tools

Excel

Job description

Outside Sales Representative (Heavy Duty Truck Parts)

Location: Lowell, MA

Position Summary

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
• 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.

Benefits

• Medical insurance
• Vision insurance
• 401(k)
• Paid maternity leave

Seniority level: Associate

Employment type: Full-time

Job function: Sales, Customer Service, and General Business

Industries: Truck Transportation, Transportation, Logistics, Supply Chain and Storage, and Retail