Sales Representative

Peterson•San Martin, CA

12d•Onsite

About The Position

Peterson Cat is hiring a Sales Representative based in San Martin, California. The position conducts sales and marketing activities in an assigned territory, working under occasional supervision and drawing on extensive knowledge of the products Peterson sells as a dealer. The representative maintains close contact with customers, develops new business, and coordinates with multiple departments to accomplish job objectives. The representative promotes and sells heavy machinery and equipment, works to maintain and grow Peterson’s market share, and builds relationships with current and prospective customers. The role includes local and regional travel of up to 20%, and operating a company or personal vehicle as needed. The position pays $80,000 and also participates in a commission plan. Peterson states that it offers a total compensation package in addition to base salary. A drug screen and background check are required.

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; or an equivalent combination of education and work experience.
Valid driver’s license with an acceptable driving record.
Strong communication, presentation, persuasion, and negotiation skills, including the ability to remain calm and courteous under pressure.
Extensive knowledge of the products for which Peterson is a dealer.

Nice To Haves

Experience in a heavy industrial environment is preferred.

Responsibilities

Promote and sell heavy machinery and equipment within an assigned territory.
Maintain and grow Peterson’s market share in the territory.
Organize sales activities to contact as many prospects as possible, including making 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 an in-person call is not practical.
Call on all assigned accounts at least once each year.
Present sales literature and brochures, explain new product developments and improvements, and present equipment features and benefits.
Identify and call on decision-makers at customer companies.
Follow up with customers in writing when appropriate.
Identify and develop new prospects and respond promptly to potential customer opportunities for Caterpillar products or services.
Assess customer-specific needs and provide written comparisons of equipment features, benefits, costs, and competing products when appropriate.
Attend bid openings and monitor trade publications, websites, and other sources for contract awards in the territory.
Communicate frequently with Product Support Sales Representatives to exchange customer information.
Prepare pro forma financial analyses of expected customer returns and financing options when required.
Submit required territory data to management in a timely manner, including Lost Sale Reports.
Attend and participate in strategic sales meetings and trade organizations.
Support marketing by attending trade shows, conferences, and other marketing events.
Coordinate and attend delivery of each new or used machine sold, then follow up to ensure customer acceptance and satisfaction.
Work collaboratively in a team environment and communicate effectively and courteously with customers and coworkers.
Take direction respectfully from a supervisor or manager.
Travel locally and regionally up to 20% and operate a company or personal vehicle as needed.