Territory Sales Representative – Construction Equipment

Territory Sales Representative – Construction Equipment

H.O. Penn Machinery NOW HIRING
Join H.O. Penn, the trusted Caterpillar dealer serving New York and Connecticut, and build a rewarding career selling industry-leading construction equipment throughout Sullivan and Ulster Counties.

Responsibilities

• Professionally handle walk in inquiries and develop the assigned sales territory
• Create an immediate buying atmosphere for walk in customers by greeting them in a welcoming and professional manner
• Maximize the Caterpillar percentage of industry new sales (PINS) in the sales territory by expanding the customer base in the territory with particular emphasis on the non-traditional growth opportunities through the market segment
• Conduct annual reviews of all assigned accounts to maintain 100% coverage, ensuring accurate data and identifying new sales opportunities
• Utilize all sales tools to assist in closing business, including but not limited to, probing questions, deal sheets, financial merchandising, Extended Protection Plan options, negotiating skills, and product knowledge
• Ensure machine display and demo areas (if applicable) are presentable, have the needed machines and are ready for use with customers
• Contribute to the achievement of the overall corporate goals through the profitable sale or leasing of Caterpillar equipment, or any other H.O. Penn product offerings, in the assigned sales territory
• Maximize gross profit on all sales and rentals throughout the year
• Develop and utilize telephone skills along with the provided tools and information (computer-based analytical tools, seminars, etc.) to promote the features/benefits of Caterpillar equipment and the "value" of the total product and product support offerings of the H.O. Penn Machinery Company to a customer’s operation
• Maintain and communicate accurate data with respect to the activities of the customers and the interaction between the customers, H.O. Penn and its competitors
• Cost effectively manage the sales coverage within the territory by being mindful of the costs associated with demos, transportation, marketing, etc.
• Support marketing efforts with activities such as attending customer events, participating in sales blitzes and conducting campaign follow up
• Effectively and efficiently contribute to the quality of the customers' experience with H.O. Penn Machinery Company
• Take ownership of customer problems, even when not directly responsible and follow-up to ensure proper resolution
• Become a trusted, knowledgeable resource for customers
• Adequately, and with the proper sense of urgency, represent the customers' needs to H.O. Penn Machinery Company
• Continually strive to develop product/industry knowledge and business intellect

Qualifications

• 2+ years of experience in inside sales, outside sales, or territory sales, preferably in construction equipment, heavy equipment, industrial, or B2B environments
• Demonstrated ability to prospect, develop, and grow a sales territory, including cold calling, lead follow-up, and account management
• Strong customer-facing skills, including the ability to create an immediate positive buying experience for walk-in and field customers
• Ability to manage a hybrid work model, balancing in-office lead management with field-based territory development (2–3 days in each)
• Proficiency with CRM systems and sales tools, including pipeline management, reporting, and customer data tracking
• Valid driver’s license and willingness to travel regularly throughout Sullivan and Ulster Counties (and support broader territories for inside sales coverage)