Inside Sales Representative 1 - Own Quota

About the Role/Team

As a dedicated Inside Sales Representative for Shell at WEX, you are selling the value of Shell branded fleet cards to prospective customers.  You will lead with value and position the combined WEX and Shell  value proposition effectively to overcome significant price obstacles in the marketplace.  As a Sales Rep, you must understand the competitors’ strengths and weaknesses and leverage this knowledge to better sell the value of our Shell partner branded cards to prospective customers.

How you'll make an impact:

• Meets monthly, quarterly, and annual financial targets (KPI’s) by identifying new prospective customers and generating new accounts.    

• Identifies underlying business problems and unique requirements for potential clients through the use of open-ended questions to uncover needs, wants and challenges. Works in a phone queue (taking incoming calls from prospects) and makes outbound calls to follow up.   

• Links 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 solutions to their problems.

• Maintains industry knowledge including knowledge of the competitive landscape.  Actively seeks out additional training on new products and provides feedback to product development groups regarding customer challenges and potential modifications or new products that could resolve those challenges.

• Demonstrates the ability to gather and submit detailed business information for underwriting and pricing.

• Maintains accurate records of all sales activities including sales calls, presentations, closed sales, and follow-up activities including the use of Sales Force to maintain accurate records to maximize portfolio potential.

• Negotiates non-standard 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 Wex Shell branded fleet 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 the portfolio to ensure high levels of client satisfaction.  Follow 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 a sufficient pipeline of new customers to maintain a portfolio.

Experience you'll bring

• Associates degree or equivalent from two-year College or technical school; or six 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

• Strong sales skills and knowledge of Integrity Selling. 

• Understanding of the fuel management business, preferred 

• Proficient computer skills including Sales Force, Google, Word, and Excel

• Proven track record working with strict deadlines, quotas, and target metrics

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

• Adaptable, and able to shift with business needs as they change

• Strong negotiation skills

• Proficiency in French is a plus

Commission-based position with an OTE of $60,000+

The base pay range represents the anticipated low and high end of the pay range for this position. Actual pay rates will vary and will be based on various factors, such as your qualifications, skills, competencies, and proficiency for the role. Base pay is one component of WEX's total compensation package. Most sales positions are eligible for commission under the terms of an applicable plan. Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan. WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being. Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more. For more information, check out the "About Us" section.Pay Range: $17.10 - $23.00