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Job Description:
Reporting to the AVP of Sales, this highly visible position will be responsible for developing new business. The Strategic Sales Manager will target companies with mid-size fleets and employ consultative selling skills to win new accounts in the region. This individual will execute business development strategies and manage all aspects of a multi-level sales cycle.
The Strategic Sales Senior Manager may be based in a major metropolitan area within a given territory; working from a home office with 50% of the time is spent out in the field.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Successfully win new business to increase sales. Negotiate contract terms and product pricing to attain mutually beneficial business relationships with new clients.
• Identify key decision-makers and stakeholders, and develop multi-level relationships within target companies. Establish credibility as a knowledgeable industry resource.
• Proficiency in virtual selling in a B2B world
• Generate appointments/sales calls
• Proper lead qualification, comprehensive discovery, and value proposition delivery, leading to new business generation
• Manage a robust sales funnel, with laser focus on meeting and exceeding annual growth targets
• Determine credit worthiness of target accounts and establish priority prospects.
• Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.
• Collaborate with internal resources to develop and execute effective sales strategies.
• Prepare and present winning sales proposals that address the specific needs of the prospective client and differentiate the unique service solutions that are offered.
• Support the new account integration process and partner with the designated Account Team to insure new clients receive the full benefit of the established contract.
• Maintain an accurate, up-to-date Salesforce.com database on all prospects. Report relevant information regarding potential new accounts, target companies, and competitor’s practices.
• Consistent achievement of sales goals and annual plans.
QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
SKILLS/COMPETENCIES:
• Comfortable working in a collaborative fashion with the AVP of Business Development, the SRVP Sales and Client Relations, the CEO, and other functional leaders. Must know when and how to bring in senior management to enhance the sales process.
• Experience selling value versus price, excellent solution selling skills.
• Enthusiasm – stay positive and be a port in the storm during the most difficult situations.
• Be seen as a leader internally and externally.
• High degree of financial and business acumen
• Excellent time management skills
• Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.
• Strategic thinking –navigate complex deals with complex issues and relationships.
• Versatility – function skillfully across a wide variety of issues and people.
• Personality – build relationships with key decision influencers across prospective clients and with key resources within the company.
• Analytic skills – effectively coach prospective clients through the complex financial issues and value economics of sourcing decisions.
• Strong negotiation and influence management skills, excellent customer relationship skills. Very strong customer service orientation.
• Excellent presentation and facilitation skills, superb written, verbal, and interpersonal skills.
• Able to pursue multiple customers at once, high organization and prioritization skills.
• Experience and comfortable with 50% travel.
• Passion for winning – winning new business is in the end the performance metric that really matters.
• Able to demonstrate self-discipline to work without direct supervision.
• Creating a positive image of Wheels at fleet and mobility business events
• Valid driver’s license with good record.
EDUCATION And/or EXPERIENCE
• Bachelor’s degree (BA) or related experience.
• 3-5 years of sales experience in B2B industry with similar characteristics, with proven/consistent results.
DISCLAIMER
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. EEO StatementWheels is a Drug-Free Workplace. All employment is contingent on successful completion of drug and background screening.
Wheels is an equal opportunity affirmative action employer and administers all personnel practices without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity or expression, marital status or domestic partnership status, disability, protected veteran status or military status, genetic information, or any other category protected under applicable law. Wheels is committed to taking affirmative steps to promote the employment and advancement of minorities, women, persons with disabilities and protected veterans.
