Manager, Strategic Sales

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 culture guides us how we work every day, and we look for team members who show these behaviors:

• Discipline Drives Quality – Plan the Trip: Think proactively, hold a high bar, follow through by leveraging experience and systems. To produce quality outcomes, we must be intentional and deliberate in everything we do, from big bets to daily execution.
• Intellectually Curious – Fuel Your Minds: Be bold, challenge assumptions, think differently, look outside the box. Strive to unlock your own thinking and create new possibilities.
• Commit and Deliver – Own It: Take responsibility for your work, from start to finish, and be accountable for the results. Think and act like an owner of the business.
• Relationships Matter – Share the Ride: Trust is central, both with key internal and external stakeholders. Relationships are not a side effect of work but a driver of success.

JOB SPECIFICATIONS, PHYSICAL DEMANDS AND WORK ENVIRONMENT
Work Environment: The job is based on a virtual home office set up
Position Type/Standard Schedule: This is a full-time position, Monday through Friday.
Travel: 50% Travel
Physical Demands: While performing the duties of this job, the employee must regularly talk and hear, and use hands and fingers to operate call center tools.
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.

Wheels recognizes benefits are a significant part of your employee experience, and we've created a robust benefits package that is market-leading, competitive offerings so you and your family can receive outstanding care. Please click here for an overview of the benefits available to you and your family.

Pay Range:

The base salary range for this position is listed above. This position is eligible to participate in the annual incentive plan which is based on company performance and individual performance. Compensation ranges are based on several factors including geographic location. Final offer amounts are determined by factors including, but not limited to, experience, credentials, education, certifications, skill level required for the position, the scope of the position, and geographic location. Actual pay offered will be determined on a case-by-case basis.

Wheels applies AI-based analysis to application materials to help assess fitness for hire for the specific job being applied for and to recommend job postings that align with the candidate’s skills, by comparing the candidate’s skills to the characteristics and qualifications listed in job postings and/or criteria established by Wheels’ hiring team.