Business Development Representative, Product Support

Western States Equipment•Missoula, MT

About The Position

The Business Development Representative supports the Product Support organization’s need to grow retail new customer sales. This position supports a specific store &/or region in handling an assigned territory, analyzing data, generating leads, and providing actionable recommendations to drive Parts and Service sales. Customer Service and Sales Performance Promotes and sells the Western States’ product support services and products into assigned territory. Meets sales objectives. Contacts prospective and current customers by phone and in person to determine customer needs, present product support information, and explain available services. Provides information brochures and other incentives to inform customers and influence decisions. Build strong, long-term relationships. Always interact with customers professionally. Prioritizes and schedules time with customers in an efficient manner. Communicates broad knowledge set of WSECO products and offerings and is on the “cutting edge” of new product support offerings for customers. Research and presents the solutions that best meet customers’ needs (GET, undercarriage, etc.). Quotes services to customers using a variety of methods or forms, such as bundling, finance options, rebuilding, new machine versus current machine evaluation, etc. to best meet customer needs. Performs customer fleet management evaluations and provides customers with recommendations. Presents and sells Customer Value Agreement (CVA). Monitors customer machine components to ensure maximum life to include condition monitoring. Utilizes company provided software programs to manage all aspects of the workload internally and externally, including communicating with customers, managing leads and accounts, scheduling daily appointments and managing assigned territory. Use the strategic account planning process to align our business with our customers. Participates in the strategic account planning process either as a team leader or team member. Works effectively with other departments at Western States to meet our customers’ expectations and achieve company goals. Develops and maintains a spirit of cooperation with all departments within WSECO. Address customer issues that arise in a productive manner. Communicates WSECO value proposition (Parts, Service, Sales, Rental, Technology Solutions, Engines, etc.) to customers by using available resources and tools. Accesses other technical resources or coordinates customer hand off to others as necessary to meet customer needs. Performs administrative tasks such as activity reports and tracking reports to keep Product Support Sales Manager up to date on activities.

Requirements

Proven skills in written and verbal communications, planning, organizing, negotiation, listening, leadership and interpersonal relationship building.
Self-motivated with a strong work ethic.
An ability to maintain a positive attitude under adverse conditions.
Must be a self-starter and ability to work without direct supervision.
Knowledge and use of Microsoft computer products, customer management tools, computerized sales planning tools and/or other comparable systems required.
Ability to develop and maintain effective working relationships with others.
Ability to travel overnight.
Consistent attendance.
High school diploma or General Education Degree (GED). required.
Minimum of 2 years of experience in sales, heavy construction or related fields required.
Acceptable driving record and valid driver’s license required.
Must be able to communicate (speak, read, comprehend, write in English).

Nice To Haves

Caterpillar experience preferred.

Responsibilities

Promotes and sells the Western States’ product support services and products into assigned territory.
Meets sales objectives.
Contacts prospective and current customers by phone and in person to determine customer needs, present product support information, and explain available services.
Provides information brochures and other incentives to inform customers and influence decisions.
Build strong, long-term relationships.
Always interact with customers professionally.
Prioritizes and schedules time with customers in an efficient manner.
Communicates broad knowledge set of WSECO products and offerings and is on the “cutting edge” of new product support offerings for customers.
Research and presents the solutions that best meet customers’ needs (GET, undercarriage, etc.).
Quotes services to customers using a variety of methods or forms, such as bundling, finance options, rebuilding, new machine versus current machine evaluation, etc. to best meet customer needs.
Performs customer fleet management evaluations and provides customers with recommendations.
Presents and sells Customer Value Agreement (CVA).
Monitors customer machine components to ensure maximum life to include condition monitoring.
Utilizes company provided software programs to manage all aspects of the workload internally and externally, including communicating with customers, managing leads and accounts, scheduling daily appointments and managing assigned territory.
Use the strategic account planning process to align our business with our customers.
Participates in the strategic account planning process either as a team leader or team member.
Works effectively with other departments at Western States to meet our customers’ expectations and achieve company goals.
Develops and maintains a spirit of cooperation with all departments within WSECO.
Address customer issues that arise in a productive manner.
Communicates WSECO value proposition (Parts, Service, Sales, Rental, Technology Solutions, Engines, etc.) to customers by using available resources and tools.
Accesses other technical resources or coordinates customer hand off to others as necessary to meet customer needs.
Performs administrative tasks such as activity reports and tracking reports to keep Product Support Sales Manager up to date on activities.