Sales Account Manager

Empire Cat•Mesa, AZ

20h•Onsite

About The Position

The Sales Account Manager is responsible for successfully selling new and used machinery within an assigned territory, measured by sales volume against potential and profitability. This role requires a deep understanding of Empire products and services, customer operations, and competitor offerings. The position involves generating profitable sales, delivering on business plans for various revenue streams (prime products, rental, parts, service), and educating customers on how Empire solutions can enhance their productivity. A key aspect is developing and executing a marketing plan, managing expenses, and fostering an environment of ownership and accountability. Safety and adherence to company policies are paramount.

Requirements

In-depth knowledge of the Caterpillar product line, Empire's customers and their operations.
Mechanical aptitude sufficient to relate to mechanical applications and failures.
Knowledge and skills to operate and understand sales force automation and customer contact management tools.
Knowledge and skills to operate web based information platforms.
Appropriate manner, conduct, and grooming adhere to company policy.
Ability to work cooperatively and communicate effectively.
Interpersonal skills sufficient to work cooperatively with people and consummate sales transactions.
Proven sales skills.
Familiarity with equipment financing and taxes.
Knowledge of wholesale and retail used equipment markets.
Working knowledge of Caterpillar and competitive construction equipment product line and equipment application.
Ability to comprehend equipment specifications, price lists, catalogs, and common industry reference material.
Effective, pleasant verbal communications skills.
Ability to write legibly and perform common calculations quickly and accurately.
Ability to meet all safety requirements for applicable safety policies and use of all required safety equipment.
Ability to maintain consistent attendance.
High school diploma or General Education Degree (GED).
Minimum of 5 years industry experience.
Valid Driver’s license.
Ability to communicate (speak, read, comprehend, write) in English.

Nice To Haves

College graduate preferred.

Responsibilities

Sell new and used machinery successfully as measured by the actual sales volume compared to the sales potential of the assigned territory.
Sell machinery on a profitable basis as measured by gross profit on each sale, and cumulative gross profit at fiscal year-end.
Accept sales responsibilities and pursue the standards of performance to the satisfaction of management.
Know the features and applications of all Empire products and services.
Know the customers and their operations.
Service the customer's needs.
Prepare the sales invoice.
Maintain current customer call list.
Complete and submit reports.
Know the competitor's product and how it compares with Empire's.
Look for and obtain new prospects.
Request, plan, and execute demonstrations.
Generate profitable sales of Empire delivered solutions.
Deliver on business plan sales of prime products, rental, parts and service.
Maintain a technical understanding of mining, agriculture and construction industries and customer value drivers in these industries.
Educate customers on the benefit of using Empire supplied products to increase productivity/streamline processes.
Develop a marketing plan that ensures success of the sales plan.
Complete Annual Forecast.
Budget and manage expenses relative to value of sales to achieve maximum levels of profitability.
Create an environment of ownership and personal accountability where each person is responsible and accountable for their performance.
Work safely at all times.
Adhere to all applicable safety policies.
Comply with all company policies, procedures and standards.
Maintain vehicle, office and other materials.
Know the history of Empire and Caterpillar.
Pursue a self-development and self-analysis program.
Learn and use Empire, Caterpillar and Allied product procedures and systems.
Mentor account managers and PSSRs to better leverage Empire coverage.
Communicate with proper individuals to clarify instructions or discuss scope or progress of job.
Work within and promote corporate values.
Perform other related duties as assigned.