Outbound Sales Representative -2

About the Role/Team:

The Shell Outbound sales representative sells the value of the Shell fuel card to prospective customers. The inside sales rep competes in a dynamic marketplace where competitive card fees and discounts are abundant. The sales rep must lead with value and position Shell’s value proposition effectively to overcome significant price obstacles in the marketplace. The sales rep must understand the competitors’ strengths and weaknesses and leverage this knowledge to better sell the value of the Shell card to prospective customers and differentiate our service so that our clients realize that we are able to better serve their needs than our competitors. ​ 

How you will make an impact:

​Meets monthly, quarterly, and annual financial targets by identifying new prospective customers and generating new accounts exclusively via cold calling, lead generation, prospecting and collaborating with the field sales team and Shell Wholesalers to drive new account acquisition. Identifies underlying business problems and unique requirements for potential Shell clients through the use of open-ended questions to uncover needs, wants, barriers and challenges. Links Shell 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 Shell 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/Shell products that could resolve those challenges. ​Demonstrates the ability to gather and submit detailed business information for underwriting required for account approval. 

​Maintains accurate records of all sales activities including sales calls, presentations, closed sales, and follow-up activities including the use of Salesforce to maintain accurate records to maximize portfolio potential. ​Negotiates 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 Shell 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. ​ ​

Experience you will bring:

6 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.

​Preferred Qualification:

​Strong sales skills and knowledge of the Integrity Selling AIDINC Sales model. ​

Understanding of the fuel management business. 

​Proficient computer skills including Salesforce, Google, Word, and Excel