Business Development Representative, Product Support

Western States Equipment•Idaho Falls, ID

About The Position

The Business Development Representative supports the Product Support organization’s growth in retail sales to new customers. The role supports a specific store and/or region by managing an assigned territory, analyzing data, generating leads, and making actionable recommendations to increase Parts and Service sales. The representative promotes Western States product support services and products, meets sales objectives, and contacts prospective and current customers to identify needs, explain available services, and present solutions. The role develops long-term customer relationships, recommends products and services that fit customer needs, conducts fleet management evaluations, presents and sells Customer Value Agreements, and monitors machine components to support maximum component life. The position uses company software to manage customer communications, leads, accounts, appointments, workload, and territory activity. It participates in strategic account planning, collaborates with other departments to meet customer expectations, communicates the company’s value proposition, coordinates technical resources or customer handoffs when needed, and completes activity and tracking reports for the Product Support Sales Manager. Employees are expected to follow safety procedures and standards, maintain a clean work area, and wear required personal protective equipment.

Requirements

High school diploma or General Education Degree (GED).
At least 2 years of experience in sales, heavy construction, or a related field.
Valid driver’s license and acceptable driving record.
Ability to speak, read, comprehend, and write in English.
Proven written and verbal communication, planning, organizing, negotiation, listening, leadership, and interpersonal relationship-building skills.
Self-motivated, with a strong work ethic and ability to maintain a positive attitude under adverse conditions.
Self-starter able to work without direct supervision.
Knowledge and use of Microsoft computer products, customer management tools, computerized sales planning tools, or comparable systems.
Ability to develop and maintain effective working relationships.
Ability to travel overnight.
Consistent attendance.
Ability to sit for long periods and to walk, stand, climb stairs, reach, push, pull, lean, and twist.
Ability to meet safety requirements for applicable safety policies.

Nice To Haves

Caterpillar experience.

Responsibilities

Promote and sell Western States product support services and products within an assigned territory and meet sales objectives.
Contact prospective and current customers by phone and in person to determine needs, explain services, provide product support information, and influence purchasing decisions.
Build long-term customer relationships and interact professionally while prioritizing and scheduling customer time efficiently.
Maintain broad knowledge of Western States products and offerings, including new product support offerings.
Research and present solutions suited to customer needs, including GET and undercarriage solutions, and quote services using methods such as bundling, financing, rebuilding, or new-versus-current-machine evaluations.
Conduct customer fleet management evaluations and provide recommendations.
Present and sell Customer Value Agreements (CVAs).
Monitor customer machine components and condition to help ensure maximum component life.
Use company software to manage workload, customer communications, leads, accounts, appointments, and assigned territory.
Participate in strategic account planning as a team leader or team member.
Work effectively with other Western States departments, maintain cooperation, and address customer issues productively.
Communicate the Western States value proposition across Parts, Service, Sales, Rental, Technology Solutions, Engines, and other offerings; access technical resources or coordinate customer handoffs as needed.
Complete activity reports and tracking reports to keep the Product Support Sales Manager informed.
Follow applicable safety procedures and standards, maintain a clean work area, and wear required personal protective equipment.