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Outside Sales-Rental Services in Hattiesburg, MS at Puckett Machinery Company Inc

Date Posted: 5/25/2018

Job Snapshot

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Job Description

We are seeking a dynamic and customer-focused Rental Sales Representative at our rental services branch in Hattiesburg.  We offer competitive compensation (base + commission), excellent benefits, and specialized technical training.

The Outside Sales Representative (Rental Services) is accountable to develop sales strategies and to sell rental services for industrial construction equipment (aerial platforms, skid steers, mini-excavators, etc.) and consumable supplies to current and prospective customers in a defined geographic territory. This is a mid-level professional sales position.

Essential Functions, Duties, and Responsibilities:

  • Cultivate and maintain a favorable relationship with existing customers of rental construction equipment and services to sustain a record of high sales achievement, to develop profitable cross-selling opportunities with other areas of the business (e.g. compact construction equipment, heavy rents and industrial), and to continue the customer’s education on the benefits of the company’s product offering. Therein, perform needs analysis and make product application recommendations. Perform product demonstrations. Demonstrate a thorough knowledge of the organization's policies, products, and services.
  • Research, identify, and develop target prospect customers and initiate contact with influencers and decision makers for the acquisition of rental equipment and services. Initiate prospecting activities, gather sales intelligence, qualify the prospect, handle the objections, calculate and quote prices for review and approval, and negotiate and close sales transactions. Provide sales collateral (white papers, marketing tools, case studies, etc.). Re-qualify leads from trade shows, events, mailers, other marketing activities.
  • Demonstrate, train and instruct customers on the safe and proper operation of equipment. Load, secure for transit, transport, and unload equipment in a manner that adheres to all required safety and quality standards.
  • Document customer/prospect information and sales activities in the company’s CRM database ( and utilize related system applications (Rental Man) to execute transactional sales activities.
  • Maintain all motor vehicle logs, shipping documentation, and driving standards as required by the Department of Transportation (DOT), federal/state authorities, and the company.
  • Regularly attend internal business development/sales meetings to provide updates on business development progress, obtain answers to clarifying questions, and share obstacles, roadblocks and successes.
  • Submit time, expense, and customer analysis reports to management.
  • Maintain a professional and proper personal appearance at all times.

Job Requirements

Required Skills, Knowledge, and Experience:

  • High school diploma plus 3-4 years dedicated experience in business-to-business inside sales or equivalent outside field sales required. Bachelor’s level degree in business, marketing, engineering, finance plus 1-3 years dedicated outside territory based sales and marketing experience preferred.
  • Solid understanding of compact construction equipment industry and related parts and service processes and terminology. Dedicated sales experience in a heavy equipment or allied equipment environment very helpful.
  • Current Class D commercial driver's license, DOT medical certification, and other related licenses as required by the Department of Transportation, federal, and/or state statutes.
  • Must have and maintain a driving record (MVR) which adheres to the company’s motor vehicle policy standards.
  • Ability to safely use material handling tools and equipment to load, secure, transfer, and offload equipment and freight during a shift assignment that could last between 8 and 10 hours.
  • Professional , upbeat, and persuasive communication style that is assertive and persistent without being overly aggressive; proven track record in cold calling and sales prospecting;
  • Excellent verbal and written communication and customer service skills, attention to detail;
  • Ability to build strong networks in- and outside the organization and handle rejection with poise; ability to effectively engage management decision makers and influencers at all levels;
  • Self-motivated, goal oriented, and dependable;
  • Proficiency with Microsoft Office applications (Excel, Word, PowerPoint);
  • Proficiency with CRM applications ( and related management system applications (Rental Man)


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