Territory Service Sales Representative

The Outside Sales Representative will be primarily responsible for managing and growing the largest revenue-generating customers (core accounts) within a FleetPride service center area. This role will focus on delivering world-class customer experience to ensure maximum retention of core accounts. The Outside Sales Representative will partner closely with these key customers to understand their business needs and leverage FleetPride’s extensive assortment and expertise to expand their share of wallet. 

DUTIES & RESPONSIBILITIES 

Sales Methodology & Performance Tracking 

• Drive revenue growth by identifying repair opportunities across core, non-core, and new prospective clients 

• Collaborate with all customers to develop tailored solutions that meet their evolving business needs and align with FleetPride’s offerings. 

• Work closely with each core account to ensure customer revenue meets or exceeds sales growth targets 

• In partnership with service center leadership, develop and implement strategic account plans that outline growth opportunities and milestones for core accounts.  

• Prospect potential new customers and onboard them to the FleetPride network of offerings

• Analyze customer data to identify trends, track progress, and make informed decisions that drive customer growth and retention. 

• Monitor key performance indicators (KPIs) for each core account, such as revenue growth, retention rates, category expansion, etc. 

• Collaborate with service center leadership on account performance, pipeline management, and overall strategy to support financial targets of assigned Service Centers 

Customer Relationship & Data Management 

• Serve as the primary point of contact for the service centers sales functions 

• Develop and maintain strong, long-term relationships with key stakeholders within the core accounts 

• Facilitate regular customer engagements through onsite visits and sales calls to ensure ongoing satisfaction and alignment with customer objectives 

• Implement strategies to ensure core customer retention, including monitoring account health, identifying additional repair opportunities, and proactively addressing potential risks of churn. 

• Address and resolve customer issues or challenges in a timely and effective manner, ensuring minimal disruption to their business. 

• Utilize FleetPride’s CRM system to track all account activities, customer interactions, and key data points to ensure accurate and up-to-date customer records, pipeline, and sales activities. 

• Maintain the integrity of  customer data by regularly updating information, including contact details, address updates, and sales opportunities. 

Collaboration & Continuous Improvement 

• Work closely with service center team members to ensure seamless customer experience and alignment of efforts across departments. 

• Coordinate with service center leadership to ensure that core account management strategies are aligned with broader business objectives. 

• Continuously seek opportunities to enhance the core account management process, improve customer experience, and drive more significant results. 

• Collaborate with service center leadership and local team members by attending and participating in team huddles, safety meetings, etc. 

• Stay informed about industry trends, customer developments, and competitive offerings to better serve all accounts. 

EDUCATION & TRAINING 

• High School Diploma (or GED or High School Equivalence Certificate) required 

• Valid driver's’ license with clean driving record. 

KNOWLEDGE & EXPERIENCE 

Professional Experience 

• 1 year of B2B sales experience; preferred 

• Understanding of the heavy-duty parts and service industry, prior industry experience; preferred. 

• Demonstrated mechanical inclination and interest in FleetPride’s industry 

• Strong professionalism, credibility, and interpersonal skills. 

Technology Experience 

• Basic knowledge of MS Excel, MS Word, MS PowerPoint 

• Experience with CRM utilization; preferred 

• Experience with Power BI utilization; preferred 

SKILLS & ABILITIES 

• Active Listening: The ability to ask probing questions, request clarification and paraphrase to show understanding.  

• Sales Acumen - comprehensive ability to effectively navigate the sales process, resulting in successful transactions and long-term customer relationships. 

• 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. 

• 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 

WORK ENVIRONMENT 

The work environment for this position is dynamic and varied, involving both the service center/warehouse and customer sites. 

PHYSICAL DEMANDS 

 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 accommodation may be made to enable individuals with disabilities to perform the essential functions.  

• Lifting and Carrying: The Sales Representative may need to lift and carry items such as product samples, catalogs, presentation materials, and equipment, typically weighing up to 30 pounds. Occasional lifting of heavier items may be required during site visits or trade shows. 

• Travel: The role involves regular travel to customer sites, industry events, and service center locations. This includes driving or flying, which may require handling luggage and navigating various environments. Travel may constitute up to 80% of the role. 

• Visual and Auditory Requirements: The ability to read and interpret documents, use a computer, and communicate effectively in person, over the phone, and via email is essential. This includes the capacity to listen attentively, respond clearly, and make presentations. 

• Mobility: The Sales Representative should be able to move around various settings, including offices, warehouses, and customer sites. This may involve walking on uneven surfaces, climbing stairs, bending, reaching, and stooping. 

• Exposure to Industrial Environments: Visits to customer sites may expose the Sales Representative to industrial environments, which may include noise, dust, and other conditions typical of manufacturing and warehouse facilities. Appropriate safety measures, such as wearing personal protective equipment (PPE), may be required. 

  This job description in no way states or implies that these are the only duties to be performed by this employee