Virtual Sales Representative

About the Role/Team:

The Virtual Sales representative is responsible for coordinating and driving new business opportunities with one of our largest fleet leasing partners, Enterprise Mobility (formerly Enterprise Holdings), in partnership with WEX's Enterprise team. This role focuses on understanding the complex needs of prospective customers and effectively positioning WEX's best offerings to support Enterprise's fleet management value proposition. The representative will work to build a strong coordination channel with Enterprise to ensure a seamless process from prospecting to solution delivery, leveraging knowledge of the competitive landscape to differentiate our service and better meet the clients' needs.

How you will make an impact:

• Meets monthly, quarterly, and annual financial sales targets by identifying new prospective customers and generating new accounts exclusively via lead generation, prospecting, and collaborating with the Enterprise field sales team and coordination channels to drive new account acquisition.

• Identifies underlying business problems and unique requirements for potential clients through the use of open-ended questions to uncover needs, wants, barriers, and challenges related to fleet and fuel management.

• Links WEX's Enterprise Tri-Brand offerings, 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 our tri-brand offerings solutions to their problems.

• Builds and maintains relationships with key Enterprise personnel, including with key Enterprise Group offices across the US and Canada.

• Maintains knowledge of Enterprise, their industry, relevant WEX products and offerings as well as the competitive landscape.

• Actively seeks out additional training on new products and provides feedback to the product development group regarding customer challenges and potential modifications or new WEX/Enterprise products that could resolve those challenges.

• Analyze transaction history for referred prospects and make informed product recommendations based on both their data and geographic locations

• Demonstrates the ability to gather and submit detailed business information for underwriting required for account approval.

• Maintains accurate records of all sales and coordination 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 solutions 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 the portfolio to ensure high levels of client satisfaction.

• Builds a sufficient pipeline of new prospects to achieve and exceed monthly and annual sales goals.

• Customer first philosophy

Experience you will bring:

• A minimum of 2 years of related experience and/or training; or equivalent combination of education and experience.

• Excellent oral and written communication skills.

• Must pass a successful background check.

• Proficient computer skills including Salesforce (CRM), Google Suite, Gmail, and Googlesheets, experience with Salesloft is a plus.

• Comfortable communicating with people at all levels

• Partner facing experience, preferred

• Strong sales skills and knowledge of the Integrity Selling AIDINC Sales model, Compass Sales model.

• Bachelor's Degree preferred.

• Understanding of the fleet and fuel management business.

• Locations: Ability to either work remotely from a dedicated home office or WEX's Portland, Me or Nashville, TN locations

• Availability to support occasional work travel, up to approximately 15-20% per year