Preferred Qualifications
Bachelor’s degree in management/business or engineering from an accredited institution; Strong communications, interpersonal, leadership, presentation and computer skills; Excel, Powerpoint, , Salesforce CRM, or similar Knowledge of automobile/commercial vehicle industry Commercial and customer relations skills - as this is a key part of properly understanding, marketing and selling wheels. Previous Inside Sales or Telemarketing experience desirable.Under the direction of the National Fleet Sales Manager, the Business Development Representative is an entry level sales position within the Howmet Wheel Systems (HWS) Commercial organization. The incumbent will engage in an extensive 4-month training program to learn the industry, the company, sales channels, competition, territory management, industry stakeholders and the sales process. The training program will include traveling with several outside sales representatives, as well as learning from relevant stakeholders. The Business Development Representative role is designed to prepare the incumbent to be effective in an outside sales environment after approx. 18-24 months of experience (including the 4 months training). This position is based in Cleveland, OH and is in a hybrid work setting.
The Business Development Representative is accountable for conducting inside sales activity to identify opportunities over the phone and/or qualify leads to transition to an outside sales representative. The inside sales activity will consist of the following:
• Prospecting appropriate targets within assigned territory. Appropriate targets will consist of, but not be limited to Fleets, Original Equipment Manufacturer (OEM) Dealers, Small OEM’s, Original Equipment Parts and Service Dealers, and Distributors. Prospecting activity will consist of the following:
• Identification of relevant sized fleets and dealers from third party or internal contact databases (i.e. Fleetseek, Rig Dig, social media, web search etc.)
• Utilizing the internet (and other means) to supplement third party database with additional information regarding the target as well as contact information. Examples of 3rd party databases include LinkedIn, Facebook, Dealer websites, Fleet websites, industry organization websites, etc.
• Qualify/quantify leads through phone calls (and other communication if necessary) by identifying the appropriate decision maker, confirming 3rd party data, and obtaining critical information about the target (ie. previous year’s equipment purchases, current year’s equipment purchase intentions, trade cycles, wheel specifications, etc.)
• Relate with the target and engage in the discovery process to understand the target’s relevant needs and pain points (ie. maintenance costs, resale value, light-weighting, price, etc.)
• Actively sell the value proposition of Howmet Wheels Systems to fleets and dealers and obtain verbal agreement for specifying Howmet Wheel Systems.
• Collaborate with Fleet Territory Manager in addressing targets that cannot be closed over the phone
• Verify wins and identify losses by confirming the equipment purchases with the fleet, OEM, and/or dealer
• Record all communications with targets in the CRM system
• Participate in marketing initiatives or other related activity as directed by the National Fleet Sales Manager. This will include but not be limited to conducting market research, verifying wins for Fleet Territory Manager, gather market intelligence, run monthly reports etc.
• Participate and represent Howmet Wheel Systems at some dealer events or open houses in the territory
Environment & Organization Structure:
This position’s business environment includes an office setting. Key contacts are with management, finance, marketing, purchasing, product safety, maintenance and technical representatives of major fleets, truck/trailer dealers and industry stakeholders. Internal contacts include all disciplines of Howmet Wheels Systems (HWS.)
The incumbent reports to the Fleet Territory Manager, who in turn reports to the National Fleet Sales Manager.
As conditions are constantly changing within HWS and in the marketplace, the incumbent must effectively apply knowledge and skill in creating an acceptable balance of the customer needs and the company's current capabilities.
The principle emphasis of this position is to increase the usage of aluminum wheels versus steel wheels among major fleets in the territory by collaborating with the Fleet Territory Manager. The Business Development Representative needs to work in tandem with the Territory Manager by understanding customer pain points and advocating a solution that adds value to the fleet both operationally and financially. This involves extensive technical or functional specification selling along with diligent follow-up after the fleet/dealer has converted to Howmet Wheel Systems. Because of potential liability exposure inherent in wheel products, this specification selling and follow-up service activity requires extensive technical/application knowledge of trucking and wheel products.
The incumbent needs to work and collaborate with the Fleet Territory Manager at all times to execute the strategy for the territory to drive sustainable growth.
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