Business Development Manager

The Business Development Manager will sell FleetPride wholesale products and services to current and prospective customers in a competitive business-to-business selling environment.

• The Business Development Manager 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 Business Development Manager 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

     

  Essential Tasks

  Account Planning

  Research market in regards to competition: who are they, what they sell, at what price, and where they sell it. Penetrate and expand current market through the introduction of new products and services to new and existing customers. Leverage automation tools to identify opportunities within accounts Evaluate customer accounts on a routine basis

  Call Planning - Execution

  Prepare schedule of customer contact cadence utilizing sales tools and analytics Document sales visits and update customer order/account information as needed

  Account Administration

  • Ensure knowledge is up to date on catalogs, price sheets, bulletin changes, additions and deletions each month in order to recommend substitutions or exchanges when necessary and appropriate.
  • Each month review sales and vendor reports and discuss growth opportunities with supervisor.
  • Each month review customer payment obligations and develop a list of past due accounts.  Develop a plan with supervisor to ensure collection.
  • Develop sales reports each month to include: call reports, customer status, information on competition, new products/services introduced, and pricing issues.
  • Consult with clients after sales or contract signings in order to resolve problems and provide ongoing support.
  • Ensure customer issues/problems are resolved within 24 hours.
  • Be responsive to customer needs and ensure customer expectations are fulfilled.
  • Prepare and submit call reports and expense reports weekly

  Skills

  • Critical Thinking:  Using logic and reasoning to identify the strengths and weaknesses of alternative  solutions, conclusions or approaches to problems.

  • Active Listening: Giving full attention to what other people are communicating; taking time to understand the points being made, asking questions as appropriate and not interrupting at inappropriate times.
  • Communicating:  Conveying information to others in an effective manner.
  • Reading Comprehension:  Understanding written sentences and paragraphs in work related documents.
  • Persuasion:  Persuading others to change their minds or behavior.
  • Service orientation:  Actively looking for ways to help people.

  Attributes

  • Oral Expression :  The ability to communicate information and ideas in speaking so others will understand.
  • Oral Comprehension:  The ability to understand information and ideas presented through spoken words and  sentences.
  • Written Comprehension:  The ability to understand information and ideas presented in writing.
  • Written Expression:   The ability to communicate information and ideas in writing so others will understand.

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

  • Reaching above shoulder heights, below the waist or lifting as required to file documents and store materials.
  • Dexterity of hands and fingers to operate a computer keyboard or mouse, and to handle other computer components.
  • Occasional lifting of moderately heavy objects, such as computers and peripherals. 
  • Sitting for extended periods of time.

  Environmental / Atmospheric Conditions

  The primary environment is characterized by ambient room temperatures, lighting and traditional office equipment found in a typical office environment.

  Qualifications

  Education

  • High School Diploma (or GED or High School Equivalence Certificate) required, Bachelor’s Degree preferred

  Professional Experience

  • Minimum 2 years of experience in the heavy duty industry required. 
  • Minimum 3-4 years in a B2B sales role providing customer service at a high level
  • Strong organizational and time management abilities
  • Excellent interpersonal and communication skills
  • Must be willing to travel up to 70%, within a 400-mile radius, with some overnight travel required

  Computer Skills

  • Intermediate level knowledge of MS Excel, MS Word, MS PowerPoint, MS Access
  • Knowledge of AS400 is a plus

  This job description in no way states or implies that these are the only duties to be performed by this employee. He or she will be required to follow any other instructions and to perform any other duties requested by his or her supervisor.