Business Development Representative - Lubbock, TX (8309)

About the Role

Business Development Representatives are responsible for securing revenue dollars to meet or exceed the company’s Gross Margin and Net Income targets. They develop, establish, and maintain business relationships both internally and externally to achieve profitability goals within their assigned areas. The role involves negotiating and implementing pricing to maximize growth and profitability while managing activities with minimal supervision.

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

Responsibilities

• 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 schedules 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, direct mail, e-mail, and networking.
• Maintains an opportunity pipeline in Salesforce sufficient to meet growth in Gross Margin dollars and Gross Profit percentage objectives.
• Proficient and mandatory use of Salesforce.
• Follows up on new leads and referrals resulting from field activity.
• Gathers and submits detailed business information for pricing and presentation of solutions to identified prospects’ business needs.
• 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.
• Ensures timely collection of payments through required follow-up.
• Regularly participates in and contributes to the development and presentation of technical training programs for customers, prospects, and company employees.
• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques.
• 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, establishing personal networks, and participating in professional societies.
• Manages account services through quality checks and follow-up.
• Maintains historical records by keeping 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 at warehouses or retail stores.
• Assists with inside sales at retail stores as needed.
• Ensures all customers’ bulk oil tanks are labeled correctly and legibly when applicable.
• Assists in coordinating company staff to accomplish the work required to close sales.
• Performs and assumes other duties as assigned by the Director of Business Development.

Qualifications

• High school diploma or equivalent; basic reading, writing, and arithmetic skills required.
• Demonstrated commitment to high professional ethical standards and a diverse workplace.
• Ability to maintain good working relationships with departmental and corporate staff, as well as additional support groups.
• 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 high effectiveness and little to no supervision.
• Ability to maintain confidentiality of all sensitive information.
• Strong 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 and a 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.
• Significant local travel to current and potential customers; requires a valid Texas driver’s license.
• Ability and willingness to work additional hours as needed (including weekends and holidays) and travel to various company locations.
• Ability and desire to comply with company policies, work requirements, and all local, county, state, and federal regulatory requirements.
• Ability to perform the primary thinking encompassed by the overall job description.

Experience Requirements

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