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.
Hiring Requirements
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.
EDUCATION & TRAINING
- High School Diploma (or GED or High School Equivalence Certificate) required, with a bachelor's degree preferred.
KNOWLEDGE & EXPERIENCE
- 5 years of Heavy-Duty Trucking parts experience
- 4 years 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.
