Territory Sales Representative

About the role

A Territory Sales Representative (TSR) for Wheeler Machinery actively engages customers to provide world-class service alongside 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

• 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, fostering loyalty and positioning Wheeler Machinery as a valued partner.
• Conduct high-level consultative meetings demonstrating the value of Caterpillar equipment and Wheeler Machinery versus competitors.
• Maintain professional internal and external relationships upholding Wheeler Machinery’s values and standards.
• Develop a strong understanding of products and services to become a trusted, consultative partner in customers’ businesses.
• Own and execute all aspects of the sales process, utilizing company resources and collaborating with other departments as needed.
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate, solve problems, and demonstrate integrity.
• Update CRM tools to track customer activity, sales calls, and opportunities throughout the sales process.
• Perform all other assigned duties.

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 for consulting with customers.
• Strong presentation, organizational, and time management skills.
• Self-motivated, driven, and results-oriented.
• Strong commitment to providing an exceptional customer experience.
• Ability to handle customer objections and resolve problems effectively.
• Comfortable initiating conversations, developing new relationships, and pursuing new business opportunities.
• Ability to take ownership of an assigned territory, stay organized, and follow through on commitments.
• General computer skills including Word, Excel, Outlook, and CRM tools to manage customer visits, generate quotes, and process sales data.
• Effective communication and interpersonal skills.