Product Support Sales Rep

About the role

As a family-owned company under our fourth generation of leadership, we have built our business based on the principles of trust, integrity, and a desire to help our customers and employees succeed. Since 1926, we’ve supported our communities by supplying equipment for critical infrastructure and commerce and by donating our time and resources to area nonprofits. We make smart investments in our company and continuously improve as part of our vision to be a trailblazing company that’s built to last.

We’re looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we’re committed to providing a work experience that helps our team grow to their full potential.

Responsibilities

• Increase parts and service sales revenue through customer coverage combined with various parts and service offerings and campaigns.
• Increase Caterpillar parts market share as measured by POPS-C (Percent of Parts Sales-Cat) through the use of salesmanship, offerings and campaigns. Caterpillar parts commodities include: Undercarriage, Engine, Ground Engaging Tools, Drive Train, Hydraulics, Filters and Fluids, Electronics & Electrical Components, Structural/Appearance/Other.
• Increase labor market share as measured by POLS (Percent of Labor Sales) through the use of salesmanship, offerings and campaigns.
• Manage a geographical territory consisting of assigned and potential prospect customer accounts.
• Achieve personal development through goal setting and establishing objectives.
• Manage territory via proprietary software (Uptake, OLGA information) to identify market opportunities.
• Maintain/grow customer relationships throughout assigned territory.
• Develop business strategies with assistance from Sales Leadership, Sales Team Members and Marketing Dept. designed to partner with customers.
• Maintain communication with the various departments to ensure parts and service work is being performed as quoted and scheduled.
• Develop and maintain a professional working relationship with Caterpillar and their field representatives to support the service programs and achieve overall goals.
• Maintain an active call cycle (customer coverage) with consideration for a diverse customer base as measured by PAR (Percent Annual Rate).
• Maintain accurate customer account information and equipment population within a corporate CRM system.
• Initiates and completes reports and other associated paperwork detailing customer calls, sales activity, commission, etc.
• Establish customer relationships as a single point of contact.
• Other duties as assigned.

Qualifications

• College or technical degree preferred.
• Proven track record in equipment sales that demonstrates ability to consistently achieve and exceed goals.

Skills

• Computer Skills: Knowledge of Microsoft Word/Excel, inventory/order processing software, and contact management systems.
• Language Skills: Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence.
• Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Workplace Requirements

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

• Regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Frequently required to sit.
• Must frequently lift, carry, push, pull and/or otherwise move up to 25 pounds.
• Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

• Depending on site location, the employee may be exposed to moving mechanical parts and equipment.
• Occasionally exposed to high, precarious places; fumes or airborne particles; outside weather conditions; and vibration.
• Occasionally exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat; and risk of electrical shock.
• The noise level in some work environments is occasionally loud.