The Business Development Representative will primarily prospect new FleetPride business customers and work to identify, onboard and grow them. The Business Development Representative is accountable for maximizing sales and gross profit within a defined territory. A successful Business Development Representative maximizes results by solving customer problems and creating mutual value while expanding market share.
The Business Development 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.
Account Planning
- The Business Development Representative will know and understand the market they operate in and work to identify, onboard, and grow new customers to the FleetPride network. They accurately identify the competitive situation in the account including strengths, weaknesses, opportunities, and threats and work to educate the customer on FleetPride’s value. They will maintain and update accounts during the year per the specified cadence (e.g., monthly, quarterly), and socialize updates internally to receive feedback from manager and peers.
Call Planning
- The Business Development 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 Business Development 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 Business Development 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.
Teamwork
- The Business Development 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 centers, 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 Business Development 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 customers to the best fit solution. They always proactively seek to improve product knowledge by interacting with internal and external subject matter experts and resources.
EDUCATION & TRAINING
- High School Diploma (or GED or High School Equivalence Certificate) required, with a bachelor's degree preferred.
KNOWLEDGE & EXPERIENCE
- 1 year of B2B sales experience, preferred.
- Ability to identify new prospects and support them through the sales process.
- Expert in handling objections and cultivating new customer relationships
- 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.
SKILLS & ABILITIES
- Active Listening: The ability to ask probing questions, request clarification and paraphrase to show understanding.
- 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.
- Project Management: Successfully manage multiple project simultaneously while ensuring deadlines are met.
- 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. It does not only involve.
WORKING CONDITIONS
The primary environment is characterized by ambient room temperatures, lighting and traditional office equipment found in a typical office environment.
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.
- Reaching above shoulder heights, below the waist or lifting as required filing documents and storing materials.
- Dexterity of hands and fingers to operate a computer keyboard or mouse, and to handle other computer components.
- Occasional lifting of moderately heavy objects, such as computers and peripherals.
- Sitting for extended periods of time.
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.