Parts and Service Sales Representative ( PSSR )

POSITION OVERVIEW

The Parts & Service Sales Representative (PSSR) is charged with providing for the parts needs of wholesale and fleet customers. The PSSR's responsibility is to represent the Parts Department in the customer's place of business, address their parts needs, respond to information inquiries, process parts orders, identify sales opportunities and sell additional parts and accessories. Additional responsibilities are to assist with light delivery and sales promotional activities in the customer place of business.

DUTIES & RESPONSIBILITIES

The primary duties and responsibilities of the PSSR are to professionally represent the Parts Department, identify additional sales opportunities and make additional sales by:

• Becoming a welcomed visitor to the customer's place of business by providing a value-added experience with regular customer visits
• Getting to know the customer, the customer's business and the needs of that business
• Responding to customer parts or information requests quickly
• Identifying customer needs and opportunities that will produce additional sales
• Thorough preparation for, and presentation of, sales proposals
• The presentation of new items or services during each visit
• Contentious customer service including problem identification and concern resolution

The secondary duties and responsibilities are to be performed as necessary and include:

• Accurate and timely maintenance of activity and sales reports
• The installation and maintenance of at customer inventory or other sales programs
• Periodic delivery of light parts when logistically advantageous or to address customer need
• Ensuring that company vehicles present a professional appearance and are properly maintained

Additional secondary duties are to be performed as allowed by available time and include:

• Assistance with the creation of additional sales programs and customer management tools
• General organizational and administrative duties as directed by Parts Manager

GENERAL WORK QUALITIES REQUIRED

The PSSR position is a vital member of the Parts Department Team, one who has a major impact on parts sales and customer satisfaction. Accordingly, specific personal qualities and abilities are required for successful performance in this position, including:

• Excellent communication skills, including an awareness of others and an effective listening ability
• The ability to create and deliver sales presentations in an efficient and professional manner
• An appreciation of the sales process, including the ability to answer objections and ask for the sale
• The ability address customer concerns diplomatically, react professionally and identify solutions
• The ability to learn and consistently follow sales, presentation and administrative procedures
• The qualities required to work largely unsupervised via effective time and schedule management

• SKILL, TRAINING AND EDUCATION REQUIREMENTS & PREFERENCES

  The PSSR position requires a number of basic skills and conditions, including:

• A valid drivers license and the ability to pass an insurance background check
• Basic PC (Personal Computer) access skills and basic understanding of PC systems
• The knowledge and ability to apply basic mathematics
• The ability to communicate via written messages, including neat, legible handwriting
• An ability to manage detail, as in the creation of schedules and maintenance of appointments
• Organizational abilities to create and execute structured customer contacts

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  Elements that are preferred, but not required for the Account Executive position are:

• A High School degree or equivalent
• Mechanical aptitude or experience in automotive or truck mechanics
• Previous sales experience, particularly in a truck dealership or truck aftermarket environment
• Formal education or training courses in selling process and techniques
• An ability to recognize opportunities for process and operational improvement

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  PHYSICAL REQUIREMENTS

  The PSSR position is fast paced and can be at times physical, demanding a number of physical attributes, including:

• A comfort level with constant travel by automobile or light truck in all weather conditions
• An energy level that will support constant daily travel and the visiting of multiple locations
• The ability to occasionally lift at least 50 pounds, unaided
• The ability to periodically work beyond the scheduled 8-hour shift, as directed by Parts Manager

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  WORKING CONDITION

  Employee safety is a prime concern in the Parts Department and every effort is made to insure a safe working environment. However, during visits to customer businesses the PSSR will likely encounter:

• Occasional high noise levels
• Airborne elements such as dust, paint fumes and exhaust fumes

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  USUAL HOURS OF WORK

  The PSSR position is scheduled for 40.0 hours per week, with an estimated schedule of 7:00 AM to 4:00 PM. However, the hours of this position may be highly variable, based on visit schedule, customer visit requirements and actual time spent with customers. Accordingly:

• The Parts Manager and the PSSR will jointly establish a customer contact group and contact frequency
• Flexibility in the scheduling of daily hours is allowed within the contact parameters
• The PSSR, subject to Parts Manager review, will keep accurate visit records
• The customer contact group will be reviewed and adjusted as necessary
• Break and lunch periods are taken at the discretion of the PSSR as appropriate
• Honesty and integrity