Lease Sales Representative - Business Development / B2B

As a Lease Sales Representative at Penske, your primary responsibilities include proactively identifying and pursuing potential customers, maintaining a robust sales pipeline, generating proposals, and managing existing customer relationships. You'll also be expected to help customers fulfill their financial and transportation needs by providing tailored full-service truck leasing solutions, ensuring contract renewals, and exploring new opportunities for business growth.

To be considered for the Lease Sales Representative position at Penske, candidates should possess a minimum of 5 years of B2B sales experience, particularly in new business development and territory management. A Bachelor’s degree or an additional 4 years of relevant experience is also required. Strong communication and organizational skills, along with the ability to influence and build relationships with various stakeholders, are essential for this role.

Penske is committed to the personal growth and success of its employees, including Lease Sales Representatives. The company invests in training and development programs that equip you with the skills and knowledge needed to excel in your role. Whether it’s through mentorship, ongoing education, or access to industry resources, Penske ensures you have the tools you need to achieve your professional goals.

Penske provides an industry-leading compensation and benefits package for Lease Sales Representatives, which includes competitive commissions, a company vehicle, and recognition programs like the Winner’s Circle for top performers. Additionally, employees can enjoy health coverage, retirement plans, and various incentives that contribute to a well-rounded work experience.

At Penske, the work culture is characterized by integrity, professionalism, and a strong value-based selling methodology. Lease Sales Representatives are encouraged to embrace change and collaborate with their peers across departments, fostering an environment where teamwork and individual contributions are equally valued. Employees also enjoy the autonomy to manage their territory and establish meaningful customer relationships.

When answering this question, emphasize your relevant B2B sales experience, highlighting specific achievements and how you managed territory and customer relationships. Discuss the techniques you used for prospecting new clients and retaining existing ones, as well as how those skills translate into success in the Lease Sales Representative role.

In your response, focus on the importance of understanding the customer’s business, actively listening to their needs, and providing tailored solutions. Share examples of how you’ve successfully built long-lasting relationships in previous roles, demonstrating your ability to act as a consultant rather than just a salesperson.

Discuss specific strategies you’ve implemented, such as setting personal goals, leveraging customer insights for upselling opportunities, and consistently following up with leads. Emphasize your dedication to proactively managing your sales pipeline and your willingness to adapt your approach based on market changes or customer feedback.

Explain your approach to objection handling by mentioning the importance of remaining calm and professional. Provide an example where you successfully navigated a challenging objection, demonstrating your ability to listen, empathize, and provide solutions that resonate with your client's needs.

When answering, walk the interviewer through the steps you took from identifying the lead to closing the deal. Highlight your research, your follow-up strategies, and any obstacles you had to overcome. This showcases your systematic approach to sales and reinforces your value as a Lease Sales Representative.

Discuss how market research helps you identify emerging trends, understand customer needs, and anticipate potential challenges. Highlight your ability to adapt your sales approach based on research findings to better target prospective clients and refine your offerings for existing customers.

Prepare a specific example where you tailored your pitch to meet a customer's specific needs or industry challenges. Explain how you identified their requirement, adjusted your approach, and the positive outcome that resulted from your flexibility in sales tactics.

Demonstrate your industry knowledge by discussing current trends, such as advancements in technology, sustainability practices, or changing regulations. Reflect on how these trends influence customer purchasing decisions and how you would leverage this knowledge as a Lease Sales Representative at Penske.

Highlight your organizational skills by explaining your method for qualifying and prioritizing leads based on factors such as potential revenue, the likelihood of closing, and the level of customer engagement. Discuss any tools or systems you use to track your sales activities and ensure that no lead falls through the cracks.

Articulate your enthusiasm for Penske's reputation in the industry, their focus on employee development, and how their values align with your professional goals. Show that you’ve done your research on the company and emphasize your desire to contribute to their mission in the transportation sector.