Business Development Representative - Columbus, United States - FleetPride

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 Partner with the best in the heavy-duty industry and apply today

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.

FleetPride is the leader in the industry comprised of retail, service, distribution and wholesale divisions.

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.

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