Construction Equipment Product Support Sales Representative

Cleveland Brothers Equipment Co•State College, PA

10d

About The Position

Cleveland Brothers is hiring a Construction Equipment Product Support Sales Representative to represent its Parts and Service Departments within an assigned territory. The role promotes and sells parts products, Dealer services, and Product Support solutions. The representative manages customer relationships and sales opportunities, expands market share through existing accounts and new customer acquisition, and reports to the Product Support Sales Manager. Compensation is base plus commission with unlimited earning potential. The representative manages a portfolio of 50 to 80 customers, plans territory coverage, conducts basic machine inspections, and follows up on leads. The role involves consultative sales of parts, service, condition monitoring, preventive maintenance products, customer support agreements, MARCs, and other Dealer services. It also includes preparing quotes and sales contracts, maintaining customer and equipment records, tracking opportunities in Dealer systems, communicating order and service status, and advising customers on equipment management solutions. The position requires technical English communication, basic business math, and computer skills with word processing, spreadsheets, internet, order processing, and contact management systems. A college or technical degree is preferred; a high school diploma or equivalent, three to four years of related experience and/or training, or an equivalent combination is acceptable. The representative is expected to complete the Dealership's PSSR training program and pursue ongoing goal-setting and development. The work frequently involves moving mechanical parts, heavy machinery, and outdoor weather conditions. The employee may occasionally encounter fumes or airborne particles and risk of electrical shock. Physical activities include frequent sitting and occasional standing, walking, climbing or balancing, talking or hearing, lifting or moving up to 50 pounds, repetitive hand use, bending, squatting, and ascending or descending machine ladders.

Requirements

At minimum, a high school diploma or equivalent; alternatively, three to four years of related experience and/or training, or an equivalent combination of education and experience is acceptable.
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 before customer or employee groups.
Ability to calculate 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 accommodation where applicable.
Ability to meet the stated physical demands, including occasionally lifting or moving up to 50 pounds and climbing machine ladders.

Nice To Haves

College or technical degree.
Three to four years of related experience and/or training, if not relying on an equivalent combination of education and 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.
Prospect for new customers and new parts and 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 assigned territory.
Use a consultative selling approach to identify and manage customer expectations.
Keep customers informed about parts order and service work status.
Counsel 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 territory sales opportunities.
Maintain accurate customer equipment information in DBS or ERP.
Identify and report incremental future sales opportunities within Product Support and other areas of the Dealership.
Report competitive parts, service, and machine information and activity.
Provide information and input to the planning and budgeting process.
Support new product introduction (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 deals.
Complete the Dealership's PSSR training program and participate in ongoing goal setting and development.