Sales Representative

Sales Representative

Success at Western States: Western States' culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a "play to win" organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.

About the role

The Sales Representative is a trusted consultant to our valued customers when making equipment-buying decisions and responsible for selling Caterpillar Equipment, technology, and/or services value while driving market share growth and maintaining Western States’ top quartile rankings with Caterpillar.

Responsibilities

• Executes defined sales processes and strategies in selling dealer support and machine performance to a defined list of customers or geographical territory.
• Builds and maintains customer relationships with owners, principals, and stakeholders in order to provide solutions in initial investment and continued usage of Caterpillar Equipment and the products and services of Western States Equipment.
• Identifies and calls on all customers and potential customers of Caterpillar for new, used, or traded equipment within the assigned territory.
• Maintains call quantity and quality to ensure the development of a positive relationship with each customer.
• Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.
• Adheres to required personal protective equipment (PPE) as identified in safety policy.
• Drives and maintains a company vehicle.
• Conducts product presentations to customer groups and or operators.
• Embraces integrity, quality and responsiveness to customer needs to ensure satisfaction across divisions.
• Engages in AX/365 CRM systems to actively and accurately document Opportunities and forecasting.
• Strategically works with Sales Operation members to drive velocity and accuracy of quotation and forecasting.
• Oversees customer's purchasing journey to provide an opportunity to gain insights on customer behavior, responds with appropriate actions, and expedite to close.
• Routinely reviews sales funnel health through KPIs such as opportunity age, conversion rates, velocity, funnel win rates, and specific KPIs for marketing campaigns.
• Manages workload and schedule to maximize effectiveness in territory leveraging Pre-Call planning and strategic time management.
• Manages customer relationships to ensure excellent Customer Experience and Net Loyalty.

Requirements

• Valid Driver’s License and acceptable driving record required.
• Must be able to communicate (speak, read, comprehend, write in English).
• Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting.
• Ability to lift up to lift 60lbs. in accordance with Western States’ Lifting Policy to include amount and approach.

Qualifications

• Proof of high school diploma or General Education Degree (GED) required.
• Minimum of 5 years Heavy Equipment Industry experience required, Caterpillar experience preferred.
• Minimum of 3 years’ sales experience required, heavy equipment environment and Caterpillar experience preferred.

Skills

• Ability to develop and maintain product knowledge of Caterpillar and Western States’ products.
• Ability to onboard customers at the time of new machine delivery as well as after sale.
• (Machine operation, Technology Features, Off/On-Board Technology, Digital Offerings, Service Offerings and Parts offerings).
• Ability to leverage Cat tools to promote Value Selling.
• Proven competence in the four pillars of a sales professional: personal disciplines, relationship skills, strategic selling, and tactical selling.
• Proven skills in written and verbal communications, planning, organizing, leadership, and interpersonal relationship building.
• Ability to work without supervision.
• Collect competitive pricing information allowing the dealer to get an improved understanding of the competitive landscape, along with a deeper understanding of current trends taking place.
• Proficient in the use of Microsoft or other comparable systems required.

Benefits

Western States offers a comprehensive benefits package including medical, dental, vision, life insurance, disability insurance, and paid time off.

Pay

Compensation is commensurate with experience.

Schedule

Full-time position with flexible hours.