The Sales Representative is responsible for building and managing relationships with wholesale accounts, identifying sales opportunities, and achieving revenue targets. This role requires a self-motivated professional who is passionate about selling, account management from lead generation through collection, and can effectively communicate product value to current and potential customers. The sales representative must possess a combination of technical, interpersonal, and strategic skills to effectively perform their role.
Key Responsibilities:
Develop and Maintain Customer Relationships
Build and grow relationships with wholesale customers (shops, dealers, distributors, fleets) and other key stakeholders within the aftermarket automotive sector.
Act as the primary point of contact for customers, addressing inquiries, providing product information, and resolving any issues to ensure satisfaction.
Drive Sales Growth
Identify and target new sales opportunities, including upselling and cross-selling existing customers.
Meet or exceed sales quotas through proactive outreach, sales presentations, and strategic account planning and management.
Track and report sales performance metrics, adjusting strategies to improve results and meet business objectives.
Product Knowledge and Market Awareness
Remain current on aftermarket automotive trends, products, and competitor activities.
Provide customers with detailed product information, pricing, and technical support to help them purchase and sell through.
Participate in ongoing training sessions to maintain an expert understanding of the company's full product line and its applications.
Collaborate with Internal Teams
Work closely with marketing, product development, and customer support teams to align sales strategies with overall business goals.
Provide feedback to product teams regarding client needs, product trends, and potential areas for product line expansion and improvement.
Account Management and Reporting
Maximize customer interactions and sales opportunities through customer contact, visits, training and attending trade shows.
Document sales activities, customer interactions, and pipeline development for accurate forecasting and reporting.
Key skills:
Communication Skills
Verbal and Written Communication and Presentation Skills: Clearly conveying product information and benefits to customers.
Active listening: Understanding customer needs and concerns.
Interpersonal Skills
Relationship Building: Developing trust and rapport with customers.
Empathy: Understanding and addressing the customer's perspective and emotions.
Product Knowledge
Deep understanding of Products/Services: Well-versed in the features, benefits, and applications of what they are selling.
Market Knowledge: Current on industry trends, competitors, and market dynamics.
Sales and Negotiation Skills
Persuasion: Convincing potential customers of the value of the products. Negotiation: Reaching mutually beneficial agreements and terms.
Problem-Solving Skills Identifying Solutions: Addressing customer challenges with appropriate solutions. Creative Thinking: Innovating ways to meet customer needs and close sales while thinking like an owner.
Time Management and Organization Prioritization: Managing existing customers and generating and converting leads effectively. Efficient Workflow: Keeping track of appointments, follow-ups, and sales targets.
Technical Skills CRM Proficiency: Using Customer Relationship Management techniques to track and manage customer interactions. Digital Literacy: Understanding and using various sales and communication tools – must be proficient in Microsoft Office with intermediate excel skills, NetSuite experience a plus.
Resilience and Adaptability Handling Rejection: Staying motivated despite setbacks or rejection. Flexibility, Adapting to Change: Quickly adjusting strategies in response to changing customer needs or market conditions while maintaining a positive attitude.
Self-Motivation and Drive Goal-Oriented: Setting and achieving sales targets prioritizing workload based on ROI. Initiative: Proactively seeking new opportunities and ways to improve sales performance.
Analytical Skills Data Interpretation: Analyzing sales data to identify trends and opportunities. Customer Insights: Using data to understand customer behavior and preferences.
The sales representative combines these skills to effectively engage with customers, understand their needs, provide solutions and drive sales performance.
Required Qualifications
Education:
Bachelor's degree in Business, Marketing, or a related field.
Experience:
2-4 years of B2B sales experience, preferably in the automotive aftermarket industry,
Proven track record of meeting or exceeding sales targets and KPIs.
