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Territory Sales Representative at VSE Corporation

Posted in Other 30+ days ago.

Location: Denver, Colorado





Job Description:

Territory Sales Representative


Albuquerque, NM, USA * Denver, CO, USA
Req #1166


Monday, November 29, 2021





SUMMARY: The Territory Sales Representative (TSR) will sell all Wheeler Fleet Solutions products and services to current and prospective customers in a competitive business-to-business selling environment. The position is accountable for maximizing sales and gross profit within a defined territory, by growing share within existing customers, and by acquiring new customers. A Territory Sales Representative maximizes sales by solving customer problems and creating mutual value. This position is expected to focus on revenue and profit targets and perform in a high-accountability sales environment while representing Wheeler in a professional and expert manner as a supplier, information resource, and customer service-oriented company. They must present and represent our company values and market positioning.

DUTIES & RESPONSIBILITIES:

Responsibilities include, but are not limited to:

  • Execute the Wheeler Fleet Solutions sales process:

    • Prepare: Know Your Customer, Fit, and Strategy


      • Know and understand share of wallet and what opportunities exist to sell more product within an account; leverage our engineering and solutions for industry issues to gain sales revenue.

      • Accurately identify the competitive situation in the account including strengths, weaknesses, opportunities and threats.

      • Maintain and update account plans during the year per year based on cadence (e.g. monthly, quarterly), and discusses plans internally to receive feedback from manager and peers.

      • Specify interim wins on the path to their objectives and specific tactics for achieving those wins.


    • Sales Call Planning


      • Determine the objective of the sales call ahead of the call.

      • Prepare for the call, by anticipating barriers and a plan to overcome these barriers.

      • Plan the call to determine the call objective, topics to discuss as well as identify areas that need further preparation.

      • Sales Calls can take place in-person, on the phone, via video, or via email. Regardless of the media sales call planning must be undertaken.


    • Sales Call Execution: Connect, Understand, Recommend, and Commit


      • Match customer needs with Wheeler offering and identify next steps for follow-up such as solution proposal, part quotation, order entry, etc.

      • Ask simple, direct, open-ended questions. Be observant to look for current and future sales opportunities, and leverage observations in line of questioning. Establish trust and always engage customers in discussion of account business needs. Ask questions about the customer's business (beyond just immediate needs) to uncover expansion opportunities and future growth. Understand the drivers of value for customers while continuously communicating to the customer the value delivered by Wheeler Fleet Solutions. Conduct discussions with customers to understand their point of view, gather feedback and identify ways to increase mutual value, including incremental needs and opportunities.


    • Sales Call Reporting and Action


      • Utilize specified sales force automation / customer relationship management and supporting tools to detail focused and accurate call reports.

      • Debrief internally with the team or in self-reflection and document the results of the call.

      • Send a written summary to the customer.

      • Follow-up as necessary for feedback, further understanding, steering next steps.

      • Implement the action - deliver on promises made: issue resolution, solution proposal, part quotation, order entry, etc.


    • KEY MEASURES include but are not limited to:


      • Sales valueof assigned Territory

      • Territory sales in specific product areas

      • Profitability: Territory gross margin

      • Share of wallet

      • Sales process adherence, documentation,and communication


  • Manage customer support activities


    • Place customer ordersdirectly or work with customer service representatives to assure this happens androutinely follow-up with customer requests.

    • Utilize available product research tools and to assist customers with part/product selection. Escalate hard to find product situations to the appropriate product research resources and monitor the support request to assure a timely response to the customer.

    • Monitor customer satisfaction levels. Document complaints and compliments. Work to resolve complaints which can be immediately rectified. Seek resources to resolve more complex issues.

    • Escalate customer issues to management as required.

    • Set up and/or maintain customer records (exclusive of accounting (A/R) fields or information) or work with CSRs to assure this happens.

    • Work closely with CSRs to assure the timely and accurate entry of warranty, returns, and requests for credits from customers assuring that the root cause and applicable data is captured in the appropriate system.

    • include but are not limited to: KEY MEASURES


      • Customer loyalty and satisfaction

      • Speed and accuracy of customer support provided

      • Speed, accuracy, and completeness of data entry

      • Identification and support of continuous improvement in systems and processes



  • Other duties as assigned.



VSE is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, Protected Veteran status, sexual orientation, or any other characteristic protected by federal, state or local law.

Other details



  • Job Family
    Sales

  • Pay Type
    Salary



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Plan the call to determine the call objective, topics to discuss as well as identify areas that need further preparation. Sales Calls can take place in-person, on the phone, via video, or via email. Regardless of the media sales call planning must be undertaken. Sales Call Execution: Connect, Understand, Recommend, and Commit Match customer needs with Wheeler offering and identify next steps for follow-up such as solution proposal, part quotation, order entry, etc. Ask simple, direct, open-ended questions. Be observant to look for current and future sales opportunities, and leverage observations in line of questioning. Establish trust and always engage customers in discussion of account business needs. Ask questions about the customer's business (beyond just immediate needs) to uncover expansion opportunities and future growth. Understand the drivers of value for customers while continuously communicating to the customer the value delivered by Wheeler Fleet Solutions. 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  • Albuquerque, NM, USA


  • Denver, CO, USA







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