Business Development Representative, Product Support

Western States Careers•Idaho Falls, ID

About The Position

The Business Development Representative supports the Product Support organization’s efforts to grow retail sales to new customers. Supporting a specific store and/or region, this role manages an assigned territory, analyzes data, generates leads, and provides actionable recommendations to increase Parts and Service sales. The representative promotes Western States’ product support services and products, works toward sales objectives, and builds long-term customer relationships by identifying needs and presenting suitable solutions. The role evaluates customer fleets and machine components, recommends ways to maximize component life, and presents Customer Value Agreements. It uses company software and sales-planning tools to manage leads, accounts, appointments, customer communication, and territory activity. The representative also collaborates with internal departments and technical resources, helps address customer issues, participates in strategic account planning, and maintains activity and tracking reports for the Product Support Sales Manager.

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, organization, negotiation, listening, leadership, and relationship-building skills.
Self-motivated, with a strong work ethic and the ability to maintain a positive attitude under adverse conditions.
Ability 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 meet applicable safety requirements and follow safety policies, including wearing required PPE and maintaining a clean, uncluttered work area.
Ability to sit for long periods and to walk, stand, climb stairs, reach, push, pull, lean, and twist.

Nice To Haves

Caterpillar experience.

Responsibilities

Promote and sell Western States product support services and products within the assigned territory, and meet sales objectives.
Contact prospective and current customers by phone and in person to understand their needs, explain services, and provide product support information and materials.
Build and maintain professional, long-term customer relationships; prioritize and schedule customer time efficiently.
Communicate knowledge of Western States products and offerings, including new product support offerings.
Research and present solutions that meet customer needs, including GET and undercarriage solutions.
Quote services using suitable methods and options, including bundling, financing, rebuilding, and new-versus-current-machine evaluations.
Evaluate customer fleets 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 customer communications, leads, accounts, appointments, workload, and territory activity.
Use the strategic account planning process to align Western States’ business with customers, participating as a team leader or team member.
Work cooperatively with other Western States departments to meet customer expectations and company goals.
Address customer issues productively and communicate the company’s value proposition across Parts, Service, Sales, Rental, Technology Solutions, Engines, and other offerings.
Access technical resources or coordinate customer handoffs as needed.
Prepare activity and tracking reports to keep the Product Support Sales Manager informed.