Territory Sales Representative

About the role

A Territory Sales Representative (TSR) for Wheeler Machinery actively engages customers to provide world-class service in conjunction with the highest quality products in the industry. The TSR establishes, grows, and maintains customer relationships within an assigned territory to achieve sales volume, market share, and profitability goals.

Responsibilities

• Consistently prospect for new business by identifying potential customers, making contact, and building relationships that create new sales opportunities and grow the territory
• Proactively build and maintain strong customer relationships over the phone and in person, creating loyalty and positioning Wheeler Machinery as a valued partner
• Conduct high-level consultative meetings that demonstrate the value of Caterpillar equipment and Wheeler Machinery versus the competition
• Maintain professional internal and external relationships that uphold Wheeler Machinery’s values and standards
• Develop a strong understanding of the products and services provided to become a trusted, consultative partner in customers’ businesses
• Own and execute all aspects of the sales process while utilizing company resources and partnering with other departments when needed
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems effectively, and demonstrate high integrity
• Consistently update CRM tools to track customer activity, sales calls, and opportunities throughout the sales process
• Perform all other duties assigned

Requirements

• Bachelor’s degree (preferably in sales or a business-related field) or a minimum of 4 years of industry-related experience
• Knowledge of and willingness to learn the Caterpillar product line, construction industry practices, and other competencies necessary for consulting with customers on their needs
• Strong presentation, organizational, and time management skills
• Self-motivated, driven, and results-oriented
• Strong commitment to providing an exceptional customer experience
• Ability to effectively handle customer objections and resolve problems
• Comfortable initiating conversations, developing new relationships, and pursuing new business opportunities
• Ability to take ownership of an assigned territory, stay organized, and consistently follow through on commitments
• General computer skills including Word, Excel, and Outlook, along with the ability to utilize CRM tools to manage customer visits, generate quotes, and process sales data
• Effective communication and interpersonal skills