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Do you have the heavy-duty expertise to work with an established, privately-owned commercial fleet distributor that has been a leader in the NY market for decades? We are looking for a proven sales leader to join our growing team, as The Brake Service Group rebrands as All Roads Fleet Supply & Service – and be part of our continued expansion. The new company name reflects the continued growth of the business in providing comprehensive fleet repair and maintenance services, as well as offering a full range of name brand replacement parts – and positions the company for the future as a leader in fleet service and supply throughout the New York Metropolitan and Long Island area.
All Roads Fleet Supply & Service operates 4 locations within the NY metro and Long Island area. 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 Roads Fleet Supply & Service offers in-house remanufactured products such as brake shoes and driveline components and offers truck and trailer repair services at our Long Island locations.
Position Summary:
We are looking for an Outside Sales Representative with experience and proven results in outside sales, and particular experience in the sales of heavy duty parts. The position requires travel throughout the NY metro area. In addition to maintaining contact and sales with existing customers, the Outside Sales Representative will identify and secure new customers, follow up on all potential leads and monitor industry trends in order to increase sales and revenue.
Specific job responsibilities of the Outside Sales Representative at All Roads Fleet Supply & Service include:
The Outside Sales Representative will sell brand-name parts from the industry’s most trusted suppliers 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 All Roads Fleet Supply & Service value propositions, sales process, account management and sales best practice to the industry and local market.
Core Competencies/Responsibilities
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-I 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 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-I 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 Sales-I’s 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 the 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 All Roads Fleet Supply & Service
The Outside Sales Representative maintains an open dialogue with customers on how All Roads Fleet Supply & Service can continue to drive value. They understand the drivers of value for customers while continuously communicating to the customer the value delivered by All Roads Fleet Supply & Service 65+ years of industry leadership, knowledge, and experience. 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 out and leverage catalogs, call center, and relevant 3rd party information, branch expertise, and/or other subject matter experts to obtain required information/answers. They will leverage All Roads Fleet Supply & Service networks to maximize business results, and act as an active and valuable member of others’ networks within All Roads Fleet Supply & Service. They appropriately elevate customer issues to the correct resources for resolution support while serving as a conduit between All Roads Fleet Supply & Service and the customer during resolution.
Product Knowledge
The Outside Sales Representative understands the major parts offered, how major parts are interrelated and which parts are complementary parts. They understand basic strengths and weaknesses of All Roads Fleet Supply & Service’s offers, compared to competitive products and services. They know how to turn competitive differences into competitive advantages for All Roads Fleet Supply & Service. They will leverage parts knowledge to lead the customer to the best fit solution. They always proactively seek to improve product knowledge by interacting with internal and external subject matter experts and resources.
Success Measurements Include:
· Territory sales
· Territory sales in specific product areas
· Tiered Customer account mix
· Territory gross margin
Qualifications
Education
- High School Diploma (or GED or High School Equivalence Certificate)
Professional Experience
-Experience in sales; sales of heavy duty parts required.
Certifications/Licenses
- Valid drivers’ license with a clean driving record.
Compensation:
Salary range:
A very competitive, market-based compensation package that combines a competitive base salary with an unlimited commission schedule designed to reward achievements in sales development, expansion and customer retention.
Benefits include:
A “Fortune 500” health and retirement benefit package along with employee discount programs and wellness programs designed to help our employees put money back into their pockets every day; as well as balance their work-home life goals.