Sales Representative

Peterson•Santa Rosa, CA

12d

About The Position

Peterson Cat is hiring a Sales Representative based in Santa Rosa, California. The role conducts sales and marketing activities in an assigned territory, working under occasional supervision and requiring extensive knowledge of the products Peterson represents. The representative maintains close relationships and frequent communications with customers, develops new business, and coordinates with multiple departments to accomplish sales objectives. The position promotes and sells heavy machinery and equipment while maintaining and growing Peterson’s market share.

Requirements

Bachelor’s degree from an accredited college in Business, Sales, Marketing, or a closely related field, plus at least four years of directly related experience; alternatively, an equivalent combination of education and work experience.
Valid driver’s license with an acceptable driving record.
Presentation, persuasion, and negotiation skills, and the ability to communicate effectively with customers and coworkers.

Nice To Haves

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 the workday to contact prospects and make face-to-face presentations, averaging at least four customer calls per day.
Contact potential customers by telephone when an in-person call is not practical.
Call on all assigned accounts at least once each year.
Present sales literature and brochures, inform customers about new product developments and improvements, and identify customer decision-makers.
Follow up with customers in writing when appropriate.
Identify and develop new prospects and respond promptly to potential opportunities for Caterpillar products or services.
Present equipment features and benefits, determine customers’ needs, and provide written comparisons and cost-benefit summaries when appropriate.
Attend bid openings when appropriate and monitor trade newspapers, Internet sites, and other sources for contract awards.
Communicate frequently with Product Support Sales Representatives to exchange customer information.
Prepare pro forma financial analyses of customer returns and financing options when required.
Submit required territory data to management in a timely manner, including Lost Sale Reports.
Participate in strategic sales meetings and trade organizations.
Support marketing by attending trade shows, conferences, and other events.
Coordinate and attend delivery of each new or used machine sold.
Follow up after sales to ensure customer acceptance and satisfaction.
Travel locally and regionally as required, up to 20%, and operate a company or personal vehicle as needed.
Work collaboratively, communicate effectively and courteously under pressure, and take direction from a supervisor or manager.