Sales Representative

Peterson Tractor Company•Redmond, OR

1d•Onsite

About The Position

Peterson Cat has a need for a Sales Representative based at our Redmond, OR location. This position conducts sales and marketing activities in an assigned territory. Working under occasional supervision, performs a wide variety of sales and marketing duties requiring extensive knowledge of all products for which Peterson is a dealer. Maintains close liaison and frequent communications with customers and works to develop new business. Coordinates and cooperates with several departments to accomplish job.

Requirements

Bachelor's Degree from a fully accredited college in Business, Sales, or Marketing or other closely related field; and a minimum of 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 a clean driving record.
Ability to promote and sell heavy machinery/equipment.
Ability to maintain and grow market share.
Ability to identify and call on decision-makers.
Ability to present equipment features and benefits.
Ability to create pro forma financial analysis.
Ability to submit required territory data to management.
Ability to attend and participate in team strategic sales meetings and trade organizations.
Ability to support marketing activities.
Ability to coordinate and attend machine deliveries.
Ability to follow up with customers after sale.
Willingness to travel up to 20% locally and regionally.
Willingness to operate a company or personal vehicle.

Nice To Haves

Experience in a heavy industrial environment.

Responsibilities

Promoting and selling of heavy machinery/equipment within an assigned territory.
Maintaining and growing Peterson’s market share within an assigned territory.
Organizing day in order to call on as many prospects as possible.
Locating prospects to make face-to-face presentations.
Making face-to-face customer calls at an average of 4 or more per day.
Contacting potential customers by telephone when face-to-face call is not practical.
Calling on all assigned accounts at least once each year.
Presenting sales literature and brochures to customers and prospects.
Informing customers of new product developments in improvements.
Identifying and calling on the decision-maker in customer's company.
Corresponding with customers in writing as follow-up of contact when appropriate.
Recognizing and developing new prospects in the territory.
Maintaining ongoing awareness of any potential customer for Caterpillar products and/or services within the assigned territory and immediately responding to the opportunity.
Presenting equipment features and benefits to customers in person, and determining additional information needed to meet the customer’s specific needs.
Providing written summary that includes the cost benefits to the customer by purchasing Caterpillar equipment and the equipment features and benefits compared to similar competition.
Attending bid openings when appropriate to learn results of certain key projects being bid by customer.
Keeping abreast of local trade newspapers, Internet sites and other sources for contract awards within the territory.
Maintaining frequent communications with the Product Support Sales Representative (PSSR) to exchange customer information.
Creating, when required, pro forma financial analysis of customer expected returns and financing options.
Submitting required territory data to management in a timely manner (i.e. Lost Sale Reports).
Attending and participating in team strategic sales meetings and trade organizations.
Supporting marketing activities by attending Trade Shows, conferences and other marketing events.
Coordinating and attending the delivery of each new or used machine sold.
Following up with customer after sale to ensure machine acceptance and satisfaction.
Up to 20% local and regional travel required.
Operating company or personal vehicle as needed.