Product Support Sales Representative

Western States has a long legacy of providing quality equipment and excellent service to customers. Since 1956, our vision is to make our communities stronger, cleaner, and more productive—not just with our products and service, but through our people. We are committed to:

• The Power of our Purpose: “Building our Communities for a Better Tomorrow”
• Performance through our Values: SAFETY, EXCELLENCE, TEAMWORK, INTEGRITY, ACCOUNTABILITY, and INNOVATION
• Customer and Employee Care Commitments: Conveying Warmth and Empathy, Actively Listening, Building Trust, and Saying Thank You

About the role

At Western States, we empower every employee, every day to work and promote a safe environment to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable procedures and standards. This includes maintaining clean/clutter-free personal work areas and wearing the required personal protective equipment (PPE) as identified in safety policy.

Responsibilities

• Promotes and sells Western States’ product support services and products into assigned territory to meet sales objectives.
• Contacts prospective and current customers by phone and in person to determine customer needs, present product support information, and explain available services.
• Provides information brochures and other incentives to inform customers and influence decisions; builds strong, long-term relationships.
• Interacts with customers professionally at all times; prioritizes and schedules time with customers efficiently.
• Communicates broad knowledge of WSECO products and offerings; stays on the “cutting edge” of new product support offerings for customers.
• Researches and presents solutions that best meet customers’ needs (GET, undercarriage, etc.).
• Quotes services to customers using a variety of methods or forms (e.g., bundling, finance options, rebuilds, new vs. current machine evaluation).
• Performs customer fleet management evaluations and provides recommendations.
• Presents and sells customer support agreements (CSA).
• Monitors customer machine components to ensure maximum life, including condition monitoring.
• Utilizes company-provided software programs to manage workload internally and externally (e.g., communicating with customers, managing leads and accounts, scheduling daily appointments, and managing assigned territory).
• Uses the strategic account planning process to align business with customers; participates as a team lead or member.
• Works effectively with other departments to meet customer expectations and achieve company goals; develops and maintains cooperative relationships.
• Addresses customer issues productively; communicates WSECO’s value proposition (Parts, Service, Sales, Rental, Technology Solutions, Engines, etc.) using available resources and tools.
• Accesses technical resources or coordinates customer handoffs as necessary to meet customer needs.
• Performs administrative tasks such as activity reports and tracking reports to keep the Product Support Sales Manager updated.
• Adheres to all customer care standards and safety policies.
• Actively advocates for safety; may support strategic programs, projects, and initiatives.
• Works within and promotes the corporate vision, mission, and values.
• Performs other duties as assigned.

Requirements

• Proof of high school diploma or General Education Degree (GED).
• 2 years of previous sales experience and/or proven customer service experience; preference for heavy equipment or comparable industry experience.
• Thorough knowledge of the use and operation of construction equipment preferred.
• Proof of driver’s license and acceptable driving record.
• Must be able to communicate (speak, read, comprehend, write) in English; preference given for Spanish-speaking candidates.
• Ability to travel overnight.
• Consistent attendance.

Skills

• Proven skills in written and verbal communications, planning, organizing, negotiation, listening, leadership, and interpersonal relationship building.
• Self-motivated with a strong work ethic.
• Ability to maintain a positive attitude under adverse conditions.
• Self-starter with the ability to work without direct supervision.
• Knowledge and use of Microsoft computer products, customer management tools, computerized sales planning tools, and/or comparable systems.
• Ability to develop and maintain effective working relationships.

Benefits

• Three weeks of accrued PTO to start, increasing with tenure.
• Company-paid health care premium option for employees.
• Health, dental, and vision insurance.
• Wellness dollars.
• 401k with company match and profit sharing.
• Educational reimbursements, tool loans, and safety & tooling dollars.
• Employee Assistance Program.
• Paid parental leave.
• Care leave.

Physical Characteristics

• Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching, pushing, pulling, leaning, and twisting.
• Must be able to meet all safety requirements for applicable safety policies.

This role is designated as safety-sensitive.