Construction Equipment Product Support Sales Representative

Cleveland Brothers Equipment•State College, PA

10d

About The Position

Cleveland Brothers, the largest Cat® dealer in Pennsylvania, northern West Virginia, and western Maryland, is hiring a Construction Equipment Product Support Sales Representative for an assigned territory in Pennsylvania. This base-plus-commission sales role focuses on expanding market share by growing existing customer relationships and acquiring new accounts. The representative serves the Dealer Parts and Service Departments by promoting and selling parts, services, and Product Support solutions, under the direction of the Product Support Sales Manager. The representative proactively manages a base of 50 to 80 customers, plans territory coverage, performs basic machine inspections, follows up on leads, and prospects for new customers and revenue. The role uses consultative selling to identify customer needs and recommend equipment management solutions that help reduce owning and operating costs. It also involves maintaining accurate customer and equipment records, managing sales opportunities, preparing quotes and sales contracts, reporting market information, and supporting new product introductions. The position requires a high school diploma or equivalent, or three to four years of related experience and/or training, or an equivalent combination of education and experience. A college or technical degree is preferred. The employee is expected to complete the dealership’s PSSR training program and participate in ongoing personal development. Work frequently involves proximity to moving mechanical parts and heavy machinery and exposure to outdoor weather. Occasional exposures include fumes or airborne particles and electrical shock risk. Physical duties include frequent sitting; occasional standing, walking, climbing or balancing, and lifting or moving up to 50 pounds; repetitive hand movements; bending and squatting; and ascending and descending machine ladders.

Requirements

High school diploma or equivalent, or three to four years of related experience and/or training, or an equivalent combination of education and experience.
Ability to read and interpret safety rules, operating and maintenance instructions, and procedure manuals.
Technical English skills; ability to write routine reports and effective correspondence and speak effectively to customer or employee groups.
Ability to calculate figures and amounts including discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Knowledge of word processing, spreadsheet, Internet, order processing, and contact management software.
Ability to perform the essential duties satisfactorily, with reasonable accommodations where applicable.
Ability to lift or move up to 50 pounds occasionally.
Ability to use hands for repetitive simple grasping, pushing, pulling, and fine manipulation.
Ability to occasionally or frequently bend, squat, and climb, including ascending and descending machine ladders.
Ability to meet the role’s stated physical and close-vision requirements.

Nice To Haves

College or technical degree.
Related sales experience.

Responsibilities

Proactively manage an account base of 50 to 80 customers in an assigned territory.
Apply effective time and territory management practices and implement a coverage plan.
Perform basic machine inspections to create customer interaction and sales opportunities.
Follow up on sales leads and prospect for new customers and new parts or service revenue sources.
Build collaborative relationships and maintain business integrity.
Sell parts, service, condition monitoring, preventive maintenance products, customer support agreements (CSAs), MARCs, and other Dealer services within the territory.
Use a consultative selling approach to identify and manage customer expectations.
Keep customers informed about parts order and service work status.
Advise customers on equipment management solutions to help achieve low owning and operating costs.
Negotiate mutually beneficial outcomes to customer issues.
Use Dealer Business System (DBS or ERP) information and the Product Tracking Opportunity System (PTOS) to manage sales opportunities.
Maintain accurate customer equipment information in the DBS or ERP system.
Identify and report incremental future sales opportunities within Product Support and other dealership areas.
Report competitive parts, service, and machine information and activity.
Provide input and information for planning and budgeting.
Support new product introductions (NPI).
Understand parts, service, and machine performance literature and use the Service Information System (SIS).
Prepare quotes, sales contracts, and related paperwork needed to close sales.
Complete the dealership’s PSSR training program and pursue ongoing personal development.

Benefits

Competitive compensation with base pay plus commission and unlimited earning potential.
Medical insurance.
Dental insurance.
Vision insurance.
Life insurance.
401(k) match.
Short- and long-term disability coverage.
Health savings account.
Paid time off (PTO).
Profit sharing account.
Career advancement opportunities across 29 locations.