Sales Representative

Western States Careers•Pasco, WA

12d•Onsite

About The Position

Western States Equipment has a long legacy of providing quality equipment and excellent service to customers. Since 1956, their vision is to make communities stronger, cleaner, and more productive through their products, service, and people. They are committed to their purpose of “Building our Communities for a Better Tomorrow” and their values of SAFETY, EXCELLENCE, TEAMWORK, INTEGRITY, ACCOUNTABLITY, and INNOVATION. They also focus on customer and employee care commitments: Conveying Warm and Empathy, Actively Listening, Building Trust, and Saying Thank You. Recognized as one of the top private companies to work for, Western States puts employees first and is fiercely committed to safety. The Sales Representative is a trusted consultant to customers for equipment-buying decisions, responsible for selling Caterpillar Equipment, technology, and services to drive market share growth and maintain top rankings. Duties include executing sales processes and strategies in selling dealer support and machine performance to a defined customer list or territory. This position builds and maintains customer relationships to provide solutions for initial investment and continued usage of Caterpillar Equipment and Western States' products and services.

Requirements

Proof of high school diploma or General Education Degree (GED) required.
Minimum of 5 years Heavy Equipment Industry experience required, Caterpillar experience preferred.
Minimum of 3 years’ sales experience required, heavy equipment environment and Caterpillar experience preferred.
Valid Driver’s License and acceptable driving record required.
Must be able to communicate (speak, read, comprehend, write in English).
Ability to develop and maintain product knowledge of Caterpillar and Western States’ products.
Ability to onboard customers at the time of new machine delivery as well as after sale. (Machine operation, Technology Features, Off/On-Board Technology, Digital Offerings, Service Offerings and Parts offerings).
Ability to leverage Cat tools to promote Value Selling.
Proven competence in the four pillars of a sales professional: personal disciplines, relationship skills, strategic selling, and tactical selling.
Proven skills in written and verbal communications, planning, organizing, leadership, and interpersonal relationship building.
Must be a self-starter and able to work without supervision.
Collect competitive pricing information allowing the dealer to get an improved understanding of the competitive landscape, along with a deeper understanding of current trends taking place.
Proficient in the use of Microsoft or other comparable systems required.
Consistent attendance.
Ability to travel, including overnight as needed.
Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting.
Ability to lift up to lift 60lbs. in accordance with Western States’ Lifting Policy to include amount and approach.
Must be able to meet all safety requirements for applicable safety policies.
This role has been identified as Safety Sensative.

Nice To Haves

Caterpillar experience preferred.
heavy equipment environment and Caterpillar experience preferred.

Responsibilities

Identifies and calls on all customers and potential customers of Caterpillar for new, used, or traded equipment within the assigned territory.
Maintains call quantity and quality to ensure the development of a positive relationship with each customer.
Develops and maintains the skills necessary to sell a premium priced product.
Maintains product knowledge on Caterpillar and Western States products.
Identifies customers’ needs in order to develop an effective solution utilizing Caterpillar Equipment products and Western States services.
Advocates and influences additional offerings from Western States that are complimentary to Caterpillar Equipment.
Collaborates with other departments within Western States’ Product Support, Cat Rental Store, and Engine Group in a cooperative and effective manner.
Conducts product presentations to customer groups and/or operators.
Maintains knowledge of industry trends and latest in machine technology offerings.
Embraces integrity, quality and responsiveness to customer needs to ensure satisfaction across divisions Sales, Service, Parts, Worksite Solutions, and Rental.
Communicates the needs and concerns of the territory stakeholders, internal and external to ensure resolution is found.
Understands and uses offerings from Cat Financial or other finance companies.
Adheres to all customer care standards.
Works within and promotes corporate vision, mission, and values of the organization.
Promotes other division priorities and communicate the value – CVA, Digital Adoption, Technology Activation, Extended Coverages etc.
Performs other duties as assigned.
Engages in AX/365 CRM systems to actively and accurately document Opportunities and forecasting.
Strategically works with Sales Operation members to drive velocity and accuracy of quotation and forecasting.
Oversees customer’s purchasing journey to provide an opportunity to gain insights on customer behavior, responds with appropriate actions, and expedite to close.
Routinely reviews sales funnel health through KPIs such as opportunity age, conversion rates, velocity, funnel win rates, and specific KPIs for marketing campaigns.
Manages workload and schedule to maximize effectiveness in territory leveraging Pre-Call planning and strategic time management.
Manages customer relationships to ensure excellent Customer Experience and Net Loyalty.