Sales Account Manager - SITECH

Empire Cat•Las Vegas, NV

About The Position

JOB SUMMARY: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. ESSENTIAL FUNCTIONS: Knows the features and applications of all Empire products and services. Knows the customers and their operations. Services the customer's needs. Prepares the sales invoice. Maintains current customer call list. Completes and submits reports. Knows the competitor's product and how it compares with Empire's. Looks for and obtain new prospects. Requests, plans, and executes demonstrations. Generates profitable sales of Empire delivered solutions. Delivers on business plan sales of prime products, rental, parts and service. Maintains a technical understanding of mining, agriculture and construction industries and customer value drivers in these industries. Educates customers on the benefit of using Empire supplied products to increase productivity/streamline processes. Develops a marketing plan that ensures success of the sales plan. Completes Annual Forecast. Budgets and manages 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. ADDITIONAL RESPONSIBILITIES: Maintains vehicle, office and other materials. Knows the history of Empire and Caterpillar. Pursues a self-development and self-analysis program. Learns and uses Empire, Caterpillar and Allied product procedures and systems. Mentors account managers and PSSRs to better leverage Empire coverage. Communicates with proper individuals to clarify instructions or discuss scope or progress of job. Works within and promote corporate values. Performs other related duties as assigned.

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.
Must have interpersonal skills sufficient to work cooperatively with people and consummate sales transactions.
Must have proven sales skills, be familiar with equipment financing and taxes, and know wholesale and retail used equipment markets.
Must have a working knowledge of Caterpillar and competitive construction equipment product line and equipment application.
Must be able to comprehend equipment specifications, price lists, catalogs, and common industry reference material.
Must have effective, pleasant verbal communications skills.
Must be able to write legibly and perform common calculations quickly and accurately.
Must be able 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), college graduate preferred.
Minimum of 5 years industry experience.
Valid Driver’s license.
Must be able to communicate (speak, read, comprehend, write) in English.

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.
Knows the features and applications of all Empire products and services.
Knows the customers and their operations.
Services the customer's needs.
Prepares the sales invoice.
Maintains current customer call list.
Completes and submits reports.
Knows the competitor's product and how it compares with Empire's.
Looks for and obtain new prospects.
Requests, plans, and executes demonstrations.
Generates profitable sales of Empire delivered solutions.
Delivers on business plan sales of prime products, rental, parts and service.
Maintains a technical understanding of mining, agriculture and construction industries and customer value drivers in these industries.
Educates customers on the benefit of using Empire supplied products to increase productivity/streamline processes.
Develops a marketing plan that ensures success of the sales plan.
Completes Annual Forecast.
Budgets and manages 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.
Maintains vehicle, office and other materials.
Knows the history of Empire and Caterpillar.
Pursues a self-development and self-analysis program.
Learns and uses Empire, Caterpillar and Allied product procedures and systems.
Mentors account managers and PSSRs to better leverage Empire coverage.
Communicates with proper individuals to clarify instructions or discuss scope or progress of job.
Works within and promote corporate values.
Performs other related duties as assigned.