Meet or exceed sales objectives of assigned accounts or territory by promoting the entire UTM suite of fleet solutions. Utilize consultative selling and professional sales techniques to continuously develop long-term customer relationships, increase profit margins, and capture new clients.
•Must be able to deliver profitable sales to the organization
•Proficient in executing consultative selling process and secures long term client commitments that can deliver long term / sustainable growth.
•Meet minimum performance goals (MPG) established by Sales Leadership:
•Delivers the UTM value proposition with the goal of signing new business. Sells entire UTM suite of solutions to new prospects and engages in expansion opportunities of current clients when appropriate.
•Increases company market share through cold calls as well as prospect follow-up from leads provided by corporate, referrals, mailing lists, etc. Develops new/additional business through relationship building and solutions delivery. Organically develops and maintains a database of prospects within an assigned responsibility.
•Qualifies prospect through consultative selling process – which includes effective Pre-Call Planning by information gathering, interviewing, or other activities. Makes a determination and recommendation if the prospect is a viable client for the company or not. Documents any sales related activity in CRM software.
•Assesses prospect need against available products and services. Develops and presents sales proposals including product selection, terms of sales, delivery dates, etc., following company required guidelines.
•Makes professional presentations and conducts sales meetings to fleet decision makers and other C-level personnel.
•Interfaces with Client Development Manager and other internal departments during on-boarding (pre-production in most cases) to effectively transition clients / accounts.
•Develops data relative to marketing trends, competitive products and pricing. Submits marketing intelligence to Sales Leadership.
•Completes required activity, pipeline reports, expense reports, CRM affiliated activity and any other reports at Management discretion within defined timeline.
•Submit sales forecast with prospect, quantity, and sales price for operations team to develop capacity planning, engineering resources, material planning, and assembly manpower needs.
•Conducts route rides to gather prospect input and identify needs to match with a UTM business solution. Also partner with segment engineer to communicate prospects needs.
•Identify marketing programs and sales aids that would increase sales. Communicate needs to marketing team with potential sales impact and required timing of requested resources.
•Good understanding of the consultative sales process and general business operations. This knowledge is normally gained through the completion of a bachelor’s degree program in marketing, business or related degree and/or three to five or more years business-to-business outside successful sales experience or an equivalent combination of education and experience.
•Able to communicate the value and benefit of our products and core value propositions.
•Strong analytical, interpersonal and presentation skills. Able to develop compelling proposals that identify financial impact of offer.
•Strong presentation skills. Able to create compelling presentations that demonstrate impact of why UTM is the best partner.
•Solution driven; highly creative and problem solving skills. Able to analyze factors, develop effective sales strategy, meet client needs and close sales.
•High level of determination, initiative, perseverance and resiliency. Able to establish priorities and meet objectives. Able to maintain “can do” attitude in the face of customer rejection.
•Proficient in Word, Excel, PowerPoint, Outlook, Internet and Contact Management Software.
Spartan Motors Inc. is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, veteran status or disability.