New Business Sales Consultant - Logistics/Fleet

SUMMARY:
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POSITION INFO:

Position Overview

As a New Business Sales Consultant, you will be tasked with prospecting and acquiring new B2B customers, focusing on solution-based sales for our vehicle tracking, telematics, and SaaS products. This role will involve managing the entire sales cycle, from lead generation and prospecting to client onboarding. The ideal candidate will have a proven track record in B2B sales, with experience in technology, SaaS, or fleet management solutions, and a passion for closing high-value deals.

Key Responsibilities

Lead Generation & Prospecting

• Identify and target new B2B customers through cold calling, networking, referrals, and inbound leads.
• Use CRM tools to track and manage sales activities, from prospecting to pipeline management.
• Set up and attend face-to-face meetings with potential clients to understand their needs and present tailored solutions.

Solution Selling & Presentations

• Present our vehicle tracking, telematics, and SaaS solutions, focusing on how they deliver ROI and operational efficiency for fleet owners.
• Conduct product demonstrations and customised sales presentations to decision-makers at all levels (SMEs to large enterprises).

Pricing & Proposal Development

• Develop and present pricing proposals based on customer needs and vehicle fleet size.
• Calculate ROI for potential customers and communicate the long-term value of our solutions.
• Tailor pricing models for complex sales cycles, ensuring customer satisfaction and profitability.

Contract Negotiation & Closing

• Negotiate contracts with customers, including pricing, service level agreements (SLAs), and contract terms.
• Close deals by overcoming objections and navigating complex negotiations.
• Ensure all contracts align with company policies and legal requirements.

Customer Onboarding & Handover

• Oversee the onboarding process for new customers, ensuring smooth implementation and ongoing support for the first six months.
• Collaborate with internal teams to ensure customers' needs are met, facilitating a smooth transition to the Account Management team post-onboarding.

Vetting & Compliance

• Vet potential customers to ensure they align with company criteria and comply with industry regulations.
• Work with internal departments to assess risks, financial health, and compliance before finalising agreements.

Key Requirements

Experience

• 3+ years of experience in B2B sales within the technology, software, data, or SaaS industries.
• Proven track record of acquiring new business through cold calling, lead generation, and face-to-face sales.
• Experience selling solution-based products or services, particularly within software, telematics, fleet management, or data-driven technology.
• Demonstrable experience in pricing models, contract negotiation, and closing deals with SMB, enterprise, or large business clients.
• Experience managing complex sales cycles from initial contact through to contract completion and customer onboarding.

Skills

• Strong "hunting" mentality with a passion for prospecting and closing deals.
• Excellent communication skills with the ability to articulate value propositions and present tailored solutions.
• Proficiency in CRM software for tracking sales activities and pipeline management.
• Strong understanding of pricing structures, ROI calculations, and value-based selling.
• Expertise in contract negotiation, particularly long-term, multi-year agreements.
• Ability to collaborate with internal teams to ensure seamless customer onboarding and transitions.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, or a related field (preferred but not required).
• Proven success in a face-to-face sales environment, consistently meeting sales targets.
• Experience with telematics, SaaS, fleet management, or data-driven technology solutions is highly desirable.

Attributes

• Results-driven and highly motivated by sales targets and commissions.
• Strong consultative selling approach with the ability to identify customer pain points and provide tailored solutions.
• Independent, self-starter with the ability to manage and grow a sales pipeline.
• Strong problem-solving skills to overcome objections and deliver value to clients.

Key Performance Indicators (KPIs)

• Number of New Customer Acquisitions: Meet monthly new business targets.
• Revenue Generation: Achieve GP revenue targets (e.g., R302,500) from new business sales.
• VAS & Module Sales Penetration: Achieve 30% penetration on allocated targets for value-added services (VAS).
• Customer Onboarding Completion Rate: Ensure smooth onboarding and fitment for new clients within the first six months.
• Customer Satisfaction: Maintain high satisfaction levels during the onboarding process.
• Contract Value & Terms: Secure favorable contract values and terms that align with company objectives.