Northwest Region Municipal Sales Executive

Location: East Spokane

I. JOB SUMMARYIn partnership with the GM’s and VP of Sales, this position utilizes our companies Core Values to: strategically plan, organize and close sales opportunities to achieve sales growth in the assigned region’s AOR, provide sales team and customer problem resolution, develop our Truck and Trailer Sales team to achieve high performance sales activity in the Municipal segment, and train the Sales team concerning product knowledge, application specific technical details and municipal sales processes, programs and documentation.

II. ESSENTIAL POSITION FUNCTIONS AND PRINCIPAL

ACCOUNTABILITIES Coordinate the Region’s ability to sell trucks, trailers and related components to Municipal and Vocational customers.

Acts as an individual contributor to apply IMPACT Selling Skills (Investigate, Meet, Probe, Apply, Convince, Tie-Up) to successfully win sales bids and quotes.

Directs the implementation and execution of sales policies and practices for self and sales team in the assigned Region.

Recommend sales strategies to corporate management for improvement based on market research and competitor analyses.

Builds, develops and collaborates with sales team to carry out needed sales and service initiatives.

Maintains open communication with sales team in regard to customers’ requirements; keeping current on market and customer trends and documenting all sales activities in the company’s CRM system.

Utilizes corporate employees, partner dealers, and their key staff to appropriately identify and suggest needed inventory levels for applicable truck, trailer and related equipment.

Studies pertinent information on competitive activity.

Keeps informed on new products and other general information of interest to sales team that will assist in sales efforts.

Coordinates efforts with GM’s, outside parts and service management to achieve full market penetration.

Utilizes Municipal Lease, Finance, Contract Maintenance and buying programs to facilitate the sales of trucks, trailers and related equipment.

Participates in regional, national and local trade shows to promote Bruckner’s Truck & Equipment and identify sales opportunities.

III. CONTACTSContacts within the company include members of the Executive Team, Leadership Team, GM’s and Sales Team.

IV. POSITION REQUIREMENTS

Education & Experience:

Leadership: a demonstrated ability to lead people and get results through others.

Planning: an ability to think ahead and plan over a 2 year time span.

Management: the ability to organize and manage multiple priorities.

Execution:
Identifying, developing and closing sales transactions and bids.

Manage effective CRM system utilization for self and team.

Problem analysis and problem resolution at both a strategic and functional level.

Employee training and development.

Strong customer orientation.

Excellent interpersonal and communication skills including presentation skills.

High-performance teams and a strong team player.

Commitment to company core values.

Possess and maintain a Commercial Drivers License.

High School Diploma or equivalent required.

College Degree preferred.

V. MEASURESMeeting Core Values.

Performance Reviews.

Meeting your specific department/individual goals.

Deliver all goals as identified by the Department Manager.

Complete all tasks assigned by the Shift Supervisor.

VI. SUCCESS FACTORS:

Create demand before the bid: identify municipal replacement opportunities and influence specifications before an RFP is issued.

Become a trusted municipal advisor: understand the customer's operation well enough to recommend the right solution.

Master the specification and bid process: produce accurate, competitive, compliant proposals.

Build long-term relationships: develop deep relationships across fleet, purchasing, finance, and executive leadership.

Drive the entire opportunity from prospecting through delivery: own the customer experience and coordinate the dealership and manufacturer resources required to win and retain the business.

VII. CORE VALUES:

We act with honesty and integrity

We value our people and communities

We are customer focused

We do what it takes