Exide Technologies Fleet Energy Sales Manager in Anaheim, California
The Fleet Energy Sales Manager (FESM) is a key role in the GNB motive power sales organization of Exide Technologies. Reporting to a Zone Sales Manager, successful candidates must be able to direct a data-driven, software-enabled, consultative sales process to grow a robust pipeline of new business. Moreover, the FESM must engage with end users and lift truck dealers to establish themselves as an authority in fleet energy system design to increase sales of hardware (batteries, chargers, accessories), services and software enabled services.
Position to be based in either:
Los Angeles, CA
Orange County, CA
Master GNB’s motive power presale software tools - Measure & Model - to execute power studies and make system recommendations. Be able to use the software in front of the customer to discuss power study and simulation model results and recommendations.
Master GNB’s Post-Sale software tools - Monitor & Manage - to be able to watch over your installed base of customers and deploy service resources as necessary.
Master GNB power study hardware tools - Power Loggers and Gateways. Be able to install these successfully to kick off power studies as you visit customers.
Execute GNB’s Accelerated Sales Process (ASP) to be able to make system recommendations as early as the second meeting.
Recruit new dealers in territory that have the desire and ability to sell and manage with these new software tools. Bring in VP of Software Solutions & Sales Management to sell our unique product and software offering at the highest level at the dealership to cement a strategic, contractual, co-selling relationship.
Increase share of wallet at current dealers by above approach
Fill out the Territory Market Map to capture all major customers (>25 trucks), their dealers, their equipment type and the competitive situation.
Create a strategy to sell to the customers in the Territory Market Map to grow business to meet sales goals.
Manage the end user and dealer experience as the primary point of contact to deliver the highest satisfaction, deploying GNB resources as appropriate
Proactively call on new customers and use assigned market intelligence tools to follow up on leads provided
Effectively promote and manage national account and OEM programs in the assigned territory
Work cross functionally with national account managers, OEM managers, and additional sales personnel to effectively grow GNB's business through supporting activities in local markets
Travel and overnights are necessary in some territories to fully support the business objectives in the assigned territory
Execute sales and service goals of the company as assigned by the zone sales manager in assigned territory.
Ensure compliance with all Exide’s policies and procedures.
The requirements listed below are representative of the knowledge, skill, and/or ability required.
Education, Experience, Certifications
Bachelor’s Degree preferred
Minimum of 3 years experience selling capital goods in an industrial environment
Competencies, Skills, Knowledge
Ability to use technical and financial justifications to sell large ticket technical solutions
Ability to manage a dynamic pipeline of business, using CRM tools to hit targets
PC proficiency, including understanding of cloud based business tools
Willingness to to get hands dirty and act as technical first line of defense as needed
A progressively responsible career history with demonstrated success in territory sales
Strategic selling skills, effective negotiating skills, and commitment to customers.
Strong communication and interpersonal skills
Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the Exide/GNB sales organization.
Resourcefulness & creativity, with excellent time management and organizational skills.
Integrity, team orientation and desire to achieve are of the utmost importance
Exide Technologies is an equal opportunity employer where an applicant's qualifications are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, sexual orientation, gender identity or expression, or any other basis prohibited by law.
Exide Technologies (www.exide.com) is a global provider of stored electrical-energy solutions for the transportation and industrial markets. Exide’s 130 years of technology innovation combined with operations in more than 80 countries enables the company to deliver compelling solutions for the world’s current and future power needs. Exide produces and recycles a broad range of products, serving the Transportation, Industrial Network Power and Motive Power market segments with battery and energy storage systems and specialty applications for a broad range of industries including: agricultural, automotive, electric, light and heavy-duty truck, marine, materials handling, military, mining, powersport, railroad, security, telecommunications, utility and uninterruptible power supply (UPS), among others. Exide is Powering the World Forward - history and scale combined with a start-up mentality make Exide the right choice for customers who want more than simply a battery supplier.
Requisition ID 2019-2282
Position Type Regular Full-Time