Full Line Sales

Cowin Equipment Company•Murfreesboro, TN

6d•Onsite

About The Position

The Overall Purpose of this role is to meet or exceed sales objectives of an assigned territory by promoting, renting, and selling construction machinery. This is achieved through professional sales techniques, a strong work ethic, and building customer relationships. The role requires a minimum of 25 quality sales calls per week, targeting accounts based on potential revenue and profit. The salesperson must demonstrate the ability to keep management informed of market changes and opportunities, increase market share for specific brands, and sell assigned products, focusing on those with the highest profit potential. Responsibilities include preparing presentations, quotations, following up on deliveries and warranties, managing accounts receivable, and ensuring finance documents are signed. Continuous learning of product knowledge and selling skills is essential, as is staying informed about competition and market forces. The role also involves attending sales meetings and functions. Time management is crucial, with a minimum 50-hour work week expected, including potential Saturdays and necessary entertaining. Maximizing time spent with customers, utilizing information technology, and planning daily, weekly, and monthly activities are key. Maintaining a professional image through neatness in dress and vehicle is also important. Administrative duties include maintaining customer profiles, submitting reports (daily planner/call reports, sales plans, forecasts, expense reports) in a timely manner, and responding promptly to company requests. Analyzing data and reports is also part of the role. Strong company relations are expected, including compliance with policies and positive collaboration with other departments (sales, product support, admin, credit, warranty, finance) and fellow salespeople. Physical requirements include maintaining legal driving privileges, spending many hours in a vehicle, walking and standing for long periods on uneven terrain, and the ability to lift approximately 70 lbs. The role may require hooking up/unhooking and maneuvering trailers, and maintaining a CDL license when necessary.

Requirements

Meet or exceed sales objectives of assigned territory.
Promote, rent, and sell construction machinery.
Utilize professional sales techniques.
Maintain a consistent, hardworking, efficient work ethic.
Build and maintain customer relationships.
Achieve maximum sales and potential in assigned territory or assigned products/product.
Meet and exceed rental quotas.
Demonstrate extra effort.
Understand and support the overall mission of CEC.
Be prepared to help/support the company even when tasks are outside of normal activity or specific job description.
Target accounts by present and potential dollars of revenues/ profits, cost to sell, and probability of success.
Demonstrate the ability to keep management informed of potential opportunities.
Recognize changes in the marketplace.
Demonstrate the ability to change and adjust in a changing market and territory.
Increase market share on specific brands or products.
Communicate special programs.
Conduct demonstrations.
Prepare and organize customer training.
Utilize manufacturer support personnel.
Collect competitive information.
Collect customer information when necessary.
Concentrate on products that have the most profit potential with the highest probability of success.
Prepare written presentations, reports, price quotations.
Sell at transaction prices approved by the company.
Follow-up on delivery, availability, extended warranties applied for.
Maintain customer relations.
Maintain accounts receivables.
Have finance documents signed.
Deliver necessary paperwork as directed with a HIGH SENSE OF URGENCY.
Continually learn new product knowledge.
Acquire better selling skills.
Keep abreast of competition, customer issues, changing market forces, new opportunities for the company.
Communicate market information to management.
Attend and participate in sales meetings, seminars, and company functions.
Work a minimum 50-hour five-day week.
Work Saturdays if necessary or required.
Perform necessary entertaining to maintain and develop customer relations.
Maximize percent of time in front of customers.
Use information technology to save time.
Maximize use of manufacturer representatives when available.
Self organization.
Plan each day, week, and month.
Plan each call.
Keep sales aids in mint condition.
Dress neatly.
Maintain a neat automobile.
Present professional image.
Maintain customer profiles and files.
Submit daily planner/call reports (when applicable), sales plans, forecasts, expense reports in a timely manner.
Respond in a timely manner to all requests, via various forms of communications within the company from the sales department and other departments.
Communicate competitive and customer information to management.
Analyze data and reports.
Handle all administrative duties with a High Sense of Urgency.
Comply with all company policies applicable to sales.
Work with, develop positive relationships with, communicate with, and coordinate activities with other employees in sales, product support, admin., credit, warranty, and finance departments.
Communicate effectively, cooperate with your fellow salespeople, and management.
Spend many hours a day in a vehicle.
Maintain legal driving privileges.
Walk and stand for long periods of time on uneven or muddy/sandy terrain.
Lift approximately 70 lbs.
Understand and possess the ability to hook up to or unhook from a trailer and maneuver with a trailer hooked to a vehicle when called for in selling specific type products.
Maintain a CDL license when required.

Responsibilities

Meet and exceed sales quotas and rental quotas in assigned territory.
Make a minimum of 25 quality sales calls per week to existing or prospective customers.
Target accounts by present and potential dollars of revenues/ profits, cost to sell, and probability of success.
Demonstrate the ability to keep management informed of potential opportunities and recognize changes in the marketplace.
Increase market share on specific brands or products by communicating special programs, conducting demonstrations, preparing and organizing customer training, utilizing manufacturer support personnel, collecting competitive information, and collecting customer information.
Sell all products assigned to a territory, concentrating on products with the most profit potential.
Prepare written presentations, reports, and price quotations.
Sell at transaction prices approved by the company.
Follow-up on delivery, availability, extended warranties applied for, and maintain customer relations.
Maintain accounts receivables and have finance documents signed.
Deliver necessary paperwork as directed with a high sense of urgency.
Continually learn new product knowledge and acquire better selling skills.
Keep abreast of competition, customer issues, changing market forces, and new opportunities for the company, and communicate these to management.
Attend and participate in sales meetings, seminars, and company functions.
Work a minimum 50-hour five-day week, including Saturdays if necessary.
Perform necessary entertaining to maintain and develop customer relations.
Maximize percent of time in front of customers.
Use information technology to save time.
Maximize use of manufacturer representatives when available.
Plan each day, week, and month, and plan each call.
Keep sales aids in mint condition.
Maintain a neat automobile and present a professional image.
Maintain customer profiles and files.
Submit daily planner/call reports (when applicable), sales plans, forecasts, and expense reports in a timely manner.
Respond in a timely manner to all requests from the sales department and other departments.
Communicate competitive and customer information to management.
Analyze data and reports.
Comply with all company policies applicable to sales.
Work with, develop positive relationships with, communicate with, and coordinate activities with other employees in sales, product support, admin., credit, warranty, and finance departments.
Communicate effectively, cooperate with fellow salespeople, and management.
Maintain legal driving privileges.
Walk and stand for long periods of time on uneven or muddy/sandy terrain.
Lift approximately 70 lbs.
Understand and possess the ability to hook up to or unhook from a trailer and maneuver with a trailer hooked to a vehicle when called for in selling specific type products.
Maintain a CDL license when required.