Account Director responsible for identifying and securing new customers for Regulatory Solutions products. Analyze market trends and implement strategic sales plans in a leading SaaS company.
About the role
- Inside Sales Representative selling the value of WEX Fleet One and EFS fuel management solutions. Identifying new customers and generating accounts while overcoming price obstacles.
Responsibilities
- Meets monthly, quarterly, and annual financial targets by identifying new prospective customers and generating new accounts.
- Identifies underlying business problems and unique requirements for potential WEX clients through the use of open-ended questions to uncover needs, wants and challenges.
- Links WEX product features and benefits to the potential clients’ needs.
- Creates and conducts effective proposal presentations and responses that identify prospective customers’ business problems, the effects of the problems, and the WEX solutions to their problems.
- Maintains industry knowledge including knowledge of competitive landscape.
- Actively seeks out additional training on new products and provides feedback to product development group regarding customer challenges and potential modifications or new WEX products that could resolve those challenges.
- Demonstrates the ability to gather and submit detailed business information for underwriting and pricing.
- Maintains accurate records of all sales activities including sales calls, presentations, closed sales, and follow-up activities including the use of Sales Force to maintain accurate records to maximize portfolio potential.
- Negotiates non-standard payment terms with new applicants.
- Anticipates and seeks out potential customers’ objections and concerns.
- Responds to unexpected or challenging questions, price questions, and objections.
- Understands and leverages the relationship between benefits, value, and price to acquire new customers.
- Coordinates the implementation and delivery of WEX FleetOne products to new customers.
- Maintains close contacts with customers and establishes a comprehensive customer experience that includes consultation and analysis.
- Maintains contact with all new customers in portfolio to ensure high levels of client satisfaction.
- Follows up on customer issues to ensure resolution through appropriate internal and external resources.
- Plans potential and customer contacts ensuring proper balance is maintained between existing customers and prospective customers.
- Builds sufficient pipeline of new customers to maintain portfolio.
Requirements
- Associates degree or equivalent from two-year College or technical school; or six months to one year related experience and/or training; or equivalent combination of education and experience.
- Excellent oral and written communication skills.
- Must pass a successful background check.
- Strong sales skills and knowledge of the Integrity Selling AIDINC Sales model.
- Understanding of the fuel management business.
- Proficient computer skills including Sales Force, Outlook, Word, and Excel.
Benefits
- health, dental and vision insurances
- retirement savings plan
- paid time off
- health savings account
- flexible spending accounts
- life insurance
- disability insurance
- tuition reimbursement
- and more
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