Aftermarket Sales Representative

About the role

The Aftermarket Sales Representative (ASR) is responsible for generating new aftermarket business throughout North Carolina, with primary emphasis on selling Preventive Maintenance (PM) Agreements and developing additional Service sales opportunities. The ASR generates Operator Safety Training revenue and may provide supplemental training instruction when appropriately certified and needed.

Responsibilities

• Prospect for new customers and sell Preventive Maintenance Agreements for forklifts and other material-handling equipment.
• Identify opportunities to add equipment to PM programs at existing customer locations.
• Develop new Service business through planned customer visits, prospecting, and follow-up.
• Generate operator safety training sales and occasionally assist with training delivery when certified and needed.
• Identify and refer qualified Equipment Sales, Rental, and Parts opportunities to the appropriate teams.
• Follow up on assigned outstanding Service quotations to recover potential business.
• Manage statewide territory activities and maintain accurate sales opportunities in our CRM system.
• Collaborate with Service, Sales, Training, and Operations to support aftermarket growth.
• Develop new PM and Service business—not managing existing customer accounts or handling departmental administrative responsibilities.

Requirements

• Experience in outside sales, business development, or industrial service sales.
• Material-handling or forklift industry experience preferred.
• Strong interpersonal and communication skills.
• Ability to prospect, develop opportunities, and close sales.
• Self-motivation, organization, and effective time management.
• A collaborative approach and willingness to learn.
• Familiarity with CRM systems and Microsoft Office.
• Valid driver's license and willingness to travel throughout North Carolina.
• Ability and willingness to obtain operator training instructor qualifications.

Skills

• Explaining situations clearly: Provides clients and team members with the information they need to make informed choices about repairs. Gives technicians the information they need to move on situations safely and effectively.
• Dealing with conflict: Defuses conflict effectively without giving in or backing down; uses conflict as an opportunity to solve problems.
• Interpersonal savvy: Displays a high degree of tact and diplomacy; builds good rapport with clients; can explain the causes of mechanical failures in a way that is informative but not accusative.
• Reading others: Picks up quickly on clients’ reactions; figures out where their hot buttons are and what will satisfy their needs.
• Active listening: Pays careful attention to the client’s problem and asks appropriate clarifying questions; lets the client or operator explain himself/herself completely; can restate a conversation accurately.
• Demonstrates empathy: Understands the client’s problems and concerns and displays motivation to be helpful.
• Accommodating clients: Balances clients’ and own organization’s needs to make sure that the client is satisfied.
• Level-headedness: Keeps cool under pressure; maintains an even temper when the client seems to be upset.
• Honest and trustworthy: Builds a reputation as a person who is consistent and direct while still seeking to be helpful.
• Displays insight and intelligence: Shows superior ability to identify solutions where others cannot; thinks technically but can also translate thoughts into plain language for others.
• Develops technical knowledge: Possesses and maintains knowledge of the equipment with which they will be working; learns new things quickly and can apply the knowledge on the job.
• Documenting actions and results: Writes reports of actions taken in a clear, concise way that the client and the office understand easily.
• Staying on task: Keeps focused on important activities; moves quickly from one job to the next.
• Managing the schedule: Predicts and anticipates problems and adjusts schedule to compensate. Excels at logistics and time management.
• Multitasking: Can stay focused on several activities at the same time and switch between tasks quickly.
• Follows rules and regulations: Ensures that he/she understands the organization’s rules and follows them consistently.

Physical demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Has the ability to perform strenuous and heavy work, can exert force up to 100 pounds on occasion and occasionally handle loads to 50 pounds. Must have the physical stamina to perform continuously with full body motion for climbing, reaching, pulling, walking and lifting, etc. While performing the duties of this job, the employee is regularly required to stand; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee frequently is required to walk and climb or balance. The employee is frequently required to sit; stoop, kneel, crouch, or crawl; and taste