Business Development Representative - Lubbock, TX (8309)

Overview

Business Development Representatives are responsible for securing revenue dollars which allow for the attainment or exceeding of the company’s Gross Margin and Net Income targets for the respective fiscal year. 

They develop, establish, and maintain business relationships both internally and externally to accomplish the profitability goals within their assigned area(s).

The Business Development Representative is responsible for negotiating and implementing pricing to maximize growth and profitability.  They are expected to grow in the product and industry knowledge while managing their activities with minimum supervision.

Customers include installers, new and used car dealers, fleets, construction companies, parts stores, industrial accounts, and any businesses that may use lubricants, auto parts, automotive equipment, or lube equipment.  Territories and boundaries may be established.

The primary job functions include, but are not limited to:

• Builds trust, values others, communicates effectively, drives execution, fosters innovation, focuses on the customer, collaborates with others, solves problems creatively and demonstrates high integrity.
• Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales outlets and other trade factors.
• Develops a database of qualified leads through referrals, telephone canvassing, face-to-face cold calling on business owners, direct mail, e-mail, and networking.
• Maintain an opportunity pipeline in Salesforce sufficient to meet growth in GM$ and GP% objectives.
• Proficient and mandatory use of Salesforce.
• Follows up on new leads and referrals resulting from field activity.
• Demonstrates the ability to gather and submit detailed business information for pricing and presentation of solutions to identified prospects’ business solutions.
• Adjusts content of sales presentations by studying the type of sales outlet or trade factor.
• Presents and sells company products and services to current and potential customers.
• Focuses sales efforts by studying existing and potential volume of customers.
• Assists customers in completing necessary forms and paperwork for activating and maintaining customer accounts.
• Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.
• Provides level of follow-up required to ensure timely collection of payments.
• Regularly participates and contributes to the development and presentation of technical training programs offered to customers, prospects, and company employees.
• Monitors competition by gathering current marketplace information on pricing, current products, new products, delivery schedules, merchandising techniques, etc.
• Recommends changes in products, service, and policy by evaluating results and competitive developments.
• Resolves customer complaints by investigating problems; developing solutions; preparing reports; and making recommendations to management.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and product marketing information; establishing personal networks; and participating in professional societies and/or organizations.
• Manages account services through quality checks and other follow-up.
• Provides historical records by maintaining records on area and customer sales.
• Contributes to team effort by accomplishing personal performance objectives.
• Makes the minimum number of sales calls as established by the respective Business Development Manager/Regional Manager.
• Rides with factory representatives as needed.
• Attends monthly sales meetings in assigned region, and participates in the annual sales meeting in Austin, TX.
• Assists with inventories taken at the warehouses or retail stores.
• Assists with inside sales at the retail stores as needed.
• When applicable, responsible for ensuring all of the customers’ bulk oil tanks are labeled correctly and legibly.
• Assist in the coordination of company staff to accomplish the work required to close sales.
• Performs and assumes other duties as may be assigned by the Director – Business Development.

The skill requirements include, but are not limited to:

• Basic reading, writing, and arithmetic skills required.  This is normally acquired through a high school diploma or equivalent.
• A demonstrated commitment to high professional ethical standards and a diverse workplace.
• Ability to maintain a good working relationship with the departmental and corporate staff, and additional support groups.
• A solid working knowledge of the products and/or services offered by Arnold Oil Company and its subsidiaries.
• Ability to develop a complete understanding of pricing and proposal models.
• Ability to manage multiple tasks and projects with a high level of effectiveness and little or no supervision.
• Ability to maintain in confidence all sensitive information gained through the performance of assigned duties and responsibilities.
• Ability to display tact, discretion, and self-expression.
• Ability to persuade and influence others.
• Ability to develop and deliver presentations.
• Ability to create, compose, and edit written materials.
• Basic knowledge of advertising and sales promotion techniques.
• Proficient in the use of MS Office and other computer software
• Self-motivated; quick learner.
• Ability and desire to maintain a professional appearance and provide a positive company image to the public.
• Excellent communication skills and ability to work well with others
• Able to meet deadlines and handle challenging situations
• Work requires significant local travel to current and potential customers.  This requires the possession of a valid Texas driver’s license.
• Ability and willingness to work additional hours as needed (including weekends & holidays) and travel to various company locations.
• Ability and desire to comply with company policies and work requirements.
• Ability and desire to comply with all local, county, state, and federal regulatory requirements.
• Ability to perform the primary thinking called for and encompassed by the overall Job Description.

Experience Requirements:

• 1-3 Years of sales experience, preferably in the aftermarket automotive parts and/or lubricants industries.

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