General Construction Equipment - Sales Representative

The General Construction Equipment Sales Representative is responsible for representing machine sales products in a defined geographic territory with the ultimate goal of sale, lease purchase, or rental of these products. This position will target sales prospecting and sales to new customers in the agricultural, ranching, and general contractor market. As part of a sales team, the Sales Representative – General Construction shares the responsibility with our sales team to act in a manner that ensures the continued stability and growth of all members of the team through a spirit of collaboration as well as a commitment to the same set of business values and a commonly shared mission.

The incumbent in this position is expected to model the following practices daily: 1) Demonstrate alignment with the company's mission and core business values; 2) Collaborate with essential internal/external resources; 3) Participate in ongoing self-development.

Essential Functions:

• Identifies and initiates contact with and influences potential buyers in a manner that is consistent with our mission statement and core values to meet or exceed territorial and corporate business goals

• Sources and grows sales with new business opportunities and develops new customers

• Obtains, diagnoses, and responds to specific customer needs to enhance the quality of customer service and satisfaction and promote a mutually beneficial relationship
• Promotes products and services to existing customer base while expanding on that base to obtain territorial as well as organizational business goals
• Creates and submits accurate and timely sales-related reports and documentation to support business goals
• Meets all sales-related key metrics within the review period
• Contributes to the development, monitoring, and control of the sales forecast and expenses within the assigned territory to meet or exceed the business goals
• Completes special projects as requested by the Regional Sales Manager to meet the changing needs of the company
• Travels to and from customer locations
• Works safely at all times and adheres to all applicable safety policies; complies with all company policies, procedures, and standards
• Performs other duties as assigned

Work Hours:

• 50+ hours a week, including late evenings, weekends, and holidays

Knowledge, Skills, and Abilities:

• Knowledge of CAT products and product support services and programs
• Demonstrated knowledge of selling techniques (prospecting, overcoming objections, closing sales)
• Excellent selling, negotiating, and closing skills with the ability to build long-term business relationships
• Proficient with MS Office Word, Excel, Outlook, etc.
• Understands the implications of new information for both current and future problem-solving and decision-making
• Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems
• Exceptional attention to detail and thorough completion of work tasks
• Excellent communication and interpersonal skills to establish working relationships with multiple departments and various levels of the organization
• First-class organizational, multi-tasking, and time management skills, deadline-oriented
• Understands written sentences and paragraphs in work-related documents, and communicates effectively in writing as appropriate for the needs of the audience
• Ability to perform mathematical computations such as percentages, fractions, addition, subtraction, multiplication, and division quickly and accurately
• Ability to work independently and within a team in a fast-paced, high-volume environment with emphasis on accuracy and timeliness
• Ability to read, analyze, and interpret professional journals, technical procedures, or governmental regulations
• The ability to listen to and understand information and ideas presented through spoken words and sentences
• Knowledge of CAT products and product support services and programs
• Knowledge of inventory management and process
• Knowledge of safe work policies, procedures, and practices
• Knowledge of sales techniques, financial, credit, and accounting principles
• Ability to work with individuals and groups

Education and Experience:

A minimum of three years of work-related skill, knowledge, or experience is required. Six years or more preferred

• A high school diploma or equivalent with some college coursework or an equivalent combination of education and experience preferred
• Bachelor’s Degree in Business or related field preferred
• Valid driver’s license

Supervisory Responsibilities:

• None

Travel:

• Extensive driving required; overnight travel required

Physical Requirements:

• To perform this job successfully, an individual must be able to perform each job duty and responsibility satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform job duties and responsibilities
• This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc.
• Constant movement and use of limbs; this position requires good manual dexterity, coordination, and stamina
• This role frequently communicates with others and must be able to exchange accurate information in these situations
• Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work

Work Environment:

• This job is generally performed in a professional office; in environmentally controlled conditions, operating computer, manual dexterity, talking, hearing, and repetitive motion

Disclaimer: Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed.