Sales Representative

Peterson Tractor Company•San Martin, CA

13d•Onsite

About The Position

Peterson Cat is seeking a Sales Representative based in San Martin, California. The role conducts sales and marketing activities in an assigned territory, promotes and sells heavy machinery and equipment, and maintains and grows Peterson’s market share. Working under occasional supervision, the representative uses extensive knowledge of the products Peterson sells, maintains frequent customer communications, develops new business, and coordinates with multiple departments. The position requires up to 20% local and regional travel and operation of a company or personal vehicle as needed. The stated pay is $80,000, and the position also participates in a commission plan. A total compensation package is offered in addition to base salary.

Requirements

Bachelor’s degree from a fully accredited college in Business, Sales, Marketing, or a closely related field, and at least four years of directly related experience, preferably in a heavy industrial environment; or an equivalent combination of education and work experience.
Valid driver’s license with an acceptable driving record.
Presentation, persuasion, and negotiation skills for working with customers and coworkers.
Ability to communicate effectively and remain calm and courteous under pressure.

Nice To Haves

Directly related experience in a heavy industrial environment.

Responsibilities

Promote and sell heavy machinery and equipment within an assigned territory.
Maintain and grow Peterson’s market share in the territory.
Organize daily activities to call on prospects and make an average of at least four face-to-face customer calls per day.
Locate prospects, make face-to-face presentations, and contact potential customers by telephone when in-person calls are impractical.
Call on all assigned accounts at least once each year.
Present sales literature, brochures, and equipment features and benefits; identify additional information needed to address customer needs.
Inform customers about new product developments and improvements.
Identify customer decision-makers and develop new prospects.
Maintain awareness of potential customers for Caterpillar products and services and respond promptly to opportunities.
Provide written follow-up to customers when appropriate, including summaries of cost benefits and comparisons with similar competing equipment when appropriate.
Attend bid openings when appropriate and monitor local trade newspapers, internet sites, and other sources for contract awards in the territory.
Communicate regularly with the Product Support Sales Representative (PSSR) to exchange customer information.
Prepare pro forma financial analyses of expected customer returns and financing options when required.
Submit required territory information to management promptly, such as Lost Sale Reports.
Attend and participate in strategic sales meetings and trade organizations, and support marketing through trade shows, conferences, and other events.
Coordinate and attend delivery of each new or used machine sold.
Follow up after sales to confirm machine acceptance and customer satisfaction.
Operate a company or personal vehicle as needed.
Work collaboratively with others and communicate effectively, professionally, and calmly under pressure.
Take direction from the supervisor or manager.