Sales Representative

Job Description

Peterson Cat has a need for a Sales Representative based at our Medford, OR location.

Essential Job Functions

• Is responsible for the promoting and selling of heavy machinery/equipment within an assigned territory.
• Maintains close liaison and frequent communications with customers and works to develop new business.
• Organizes day in order to call on as many prospects as possible.
• Locates prospects to make face-to-face presentations.
• Makes face-to-face customer calls at an average of 4 or more per day.
• Contacts potential customers by telephone when face-to-face call is not practical.
• Calls on all assigned accounts at least once each year.
• Presents sales literature and brochures to customers and prospects.
• Informs customers of new product developments in improvements.
• Identifies and calls on the decision-maker in customer's company.
• Corresponds with customers in writing as follow-up of contact when appropriate.
• Recognizes and develops new prospects in the territory.
• Maintains ongoing awareness of any potential customer for Caterpillar products and/or services within the assigned territory and immediately responds to the opportunity.
• Presents equipment features and benefits to customers in person, and determine additional information needed to meet the customer’s specific needs.
• When appropriate provides written summary that includes the cost benefits to the customer by purchasing Caterpillar equipment and the equipment features and benefits compared to similar competition.
• Attends bid openings when appropriate to learn results of certain key projects being bid by customer.
• Keeps abreast of local trade newspapers, Internet sites and other sources for contract awards within the territory.
• Maintains frequent communications with the Product Support Sales Representative (PSSR) to exchange customer information.
• Create when required, pro forma financial analysis of customer expected returns and financing options.
• Is responsible for submitting required territory data to management in a timely manner (i.e. Lost Sale Reports).
• Attend and participates in team strategic sales meetings and trade organizations.
• Support marketing activities by attending Trade Shows, conferences and other marketing events.
• Congrates and attends delivery of each new or used machine sold.
• Follows up with customer after sale to ensure machine acceptance and satisfaction.
• Up to 20% local and regional travel required.
• Operate company or personal vehicle as needed.

Qualifications

• Bachelor's Degree from a fully accredited college in Business, Sales, or Marketing or other closely related field; and a minimum of four years of directly related experience, preferably in a heavy industrial environment; or an equivalent combination of education and work experience.
• Valid Driver’s License with a clean driving record.