Manager, Strategic Sales

Support the new account integration process and partner with the designated Account Team to ensure new clients receive the full benefit of the established contract. Analytic skills - effectively coach prospective clients through the complex financial issues and value economics of $100 million+ sourcing decisions.

Job Description:

JOB OVERVIEW

The Strategic Sales Manager is a highly visible position that is responsible for developing new business for our mid-size prospects. The Manager will target companies with mid-size fleets and employ consultative selling skills to win new accounts in the region. He or she will execute business development strategies and manage all aspects of a multi-level sales cycle. The Strategic Sales 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. Most of the travel involves day trips by car, plus six or seven nights out-of-town per month.

KEY RESPONSIBILITIES - ESSENTIAL FUNCTIONS

• 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.
• 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 ensure new clients receive the full benefit of the established contract.
• Maintain an accurate, up-to-date database on all prospects. Report relevant information regarding potential new accounts, target companies, and competitor's practices.
• Achievement of sales goals and annual plans.

LEADERSHIP RESPONSIBILITIES

• Analytic skills - effectively coach prospective clients through the complex financial issues and value economics of $100 million+ sourcing decisions.
• Manage the sales process to maintain momentum, create a sense of urgency, and motivate decision makers to act.

COMPETENCIES - SKILLS

• 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. Comfortable working in a collaborative fashion with the VP of Strategic Sales 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.
  • 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.
  • Strong negotiation and influence management skills, excellent customer relationship skills. Extraordinarily strong customer service orientation.
  • Excellent presentation and facilitation skills, superb written, verbal, and people 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.
  • Valid driver's license with good record.

EDUCATION AND EXPERIENCE

• Bachelor's degree (BA) or related experience.
• Five (5) plus years of sales experience in industry with similar characteristics.

CORE VALUES

At Wheels, we believe in fostering a culture that is built on our Core Values and Guiding Principles. We cultivate a culture of excellence and innovation by upholding these values, driving our collective success and growth.

• Integrity - Always act with integrity and honesty.
• One Team - Treat others with dignity and respect; act as a cohesive, inclusive and accountable team that is making a difference.
• Innovation - Drive continuous improvement, spark creativity and embrace next generation thinking.
• Customer Success - Ensure that customer and driver success is at the heart of everything we do.

CULTURAL ATTRIBUTES

At Wheels, our