Outside Sales Representative

Do you have the heavy-duty expertise to work with the largest company-owned truck and trailer parts distributor in the country? Then come and be a part of the PRIDE! Fleet Pride. Joining Fleet Pride 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. Fleet Pride 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. Fleet Pride 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 Fleet Pride professionals are ready with local expertise and personalized service essential to our customers’ business.

The Outside Sales Representative will sell Fleet Pride 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 Fleet Pride value propositions, sales process, account management and sales best practice to the industry and local market.

• 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 Fleet Pride: The Outside Sales Representative maintains open dialogue with customers on how Fleet Pride can continue to drive value. They understand the drivers of value for customers while continuously communicating to the customer the value delivered by Fleet Pride. 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…