Inside Sales Representative in Cleveland, OH at Arconic

Date Posted: 10/9/2018

Job Snapshot

Job Description

Arconic is looking for an Inside Sales Representative to join our Arconic Wheel and Transportation Products (AWTP) business unit in Cleveland, OH.
 
Arconic (NYSE: ARNC) creates breakthrough products that shape industries. Working in close partnership with our customers, we solve complex engineering challenges to transform the way we fly, drive, build and power. Through the ingenuity of our people and cutting-edge advanced manufacturing techniques, we deliver these products at a quality and efficiency that ensure customer success and shareholder value. 
 
Alcoa Wheel and Transportation Products (AWTP) is a business with a rich tradition and a bright future. We literally invented the forged wheel in 1948 and, as a result of​ staying close to our customers and consumers, have remained the global leader in providing safe, strong, light-weight and innovative aluminum transportation products ever since. ​ AWTP serves the commercial vehicle, automotive, and defense and employs 2,000 people at 14 locations worldwide.
 
Job Description:
 
Under the direction of the National Fleet Sales Manager, the Inside Sales Representative (ISR) position is an entry level sales position within the AWTP Commercial organization.  The Inside Sales Representative will engage in an extensive 3-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 the HQ staff.  The ISR position is designed to prepare the incumbent to be effective in an outside sales environment after approx. 2 years of experience.
   
Job Duties and Responsibilities:
The ISR role 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 (i.e. previous year’s equipment purchases, current year’s equipment purchases 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 (i.e. maintenance costs, resale value, light-weighting, price, etc.)
  • Actively sell the value proposition of Alcoa Wheels to fleets and dealers and obtain verbal agreement for specifying Alcoa Wheels.
  • 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 Salesforce.com
  • 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 AWTP at some dealer events or open houses in the territory
Major Activities and Key Challenges Include:
 
As conditions are constantly changing within AWTP 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 ISR 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 Alcoa Wheels. 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 to execute the strategy for the territory to drive sustainable growth.
 
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Qualifications

Basic Qualifications:
  • Bachelor's Degree from an accredited institution;
  • Employees must be legally authorized to work in the United States.  Verification of employment eligibility will be required at the time of hire. Visa sponsorship is not available for this position.
Preferred Qualifications:
  • Bachelor’s Degree in Management/Business or Engineering or Equivalent from an accredited institution;
  • 2 years of sales or customer service experience
  • Strong communications, interpersonal, leadership, presentation and computer skills;
  • Knowledge of automobile/commercial vehicle industry