Construction Equipment Product Support Sales Representative

Cleveland Brothers Equipment Company•Harrisburg, PA

57d

About The Position

Cleveland Brothers, the largest Cat dealer in Pennsylvania, northern West Virginia and western Maryland, has an immediate opportunity for a Construction Equipment Product Support Sales Representative. Cleveland Brothers Equipment Co., Inc., your local Caterpillar dealership, is looking for a highly motivated self-starter to join our growing team of established and successful professionals. This position is base plus commission with unlimited earning potential. Position Summary: Represent Dealer Parts and Service Departments in a sales capacity for the assigned territory to promote and sell parts products, Dealer services, and Product Support solutions as directed and managed by the Product Support Sales Manager. Essential Duties and Responsibilities include the following. Other duties may be assigned.

Requirements

College or technical degree preferred; however, at a minimum a high school diploma or equivalent; or three to four years' related experience and/or training; or equivalent combination of education and experience is acceptable.
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Technical English language skills required. Ability to write routine reports and effective correspondence. Ability to speak effectively before groups of customers or employees of organization.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
To perform this job successfully, an individual should have knowledge of word processing software, spreadsheet software, Internet software, order processing systems, and contact management systems.
Must use hands for repetitive simple grasping, pushing, pulling and fine manipulation. Must be able to occasionally/frequently bend, squat, and climb; including ability to ascend and descend machine ladders.

Responsibilities

The PSSR will proactively manage an account base of 50 to 80 customers in an assigned territory
Apply good time and territory management practices while implementing a coverage plan
Perform basic machine inspections to generate opportunity for customer interaction and sales
Follow up on sales leads
Prospect for new customers and new parts/service revenue sources
Build collaborative relationships and ensure business integrity is maintained
Sell parts, service, condition monitoring, PM products, customer support agreements (CSAs), MARCs, and other Dealer services to customers within a specified territory
Employ a "consultative selling" approach to identify and manage customer expectations
Keep customers informed of parts order and service work status
Counsel customers regarding equipment management solutions (EMS) to affect lowest owning and operating costs.
Negotiate win-win outcomes to customer issues
Use Dealer Business System information (DBS or ERP) and Product Tracking Opportunity System (PTOS) to manage sales opportunities within a territory
Maintain accurate customer equipment information within DBS or ERP system
Identify and report on incremental opportunities for future sales both within Product Support as well as other areas of the Dealership
Report competitive parts, service, and machine information and activity
Provide input/information into planning and budgeting process
Support new product introduction (NPI)
Understand parts, service, and machine performance literature and how to use the Service Information System (SIS)
Prepare quotes, sales contracts, and related paperwork necessary to close a deal