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Product Support Sales Representative-MDN in Meridian, MS at Puckett Machinery Company Inc

Date Posted: 6/8/2018

Job Snapshot

Job Description

We are seeking a dynamic and customer-focused Product Support Sales Representative at our heavy equipment location in Meridian.  We offer a competitive compensation package (base salary + commission), great benefits, and specialized technical training.

The Product Support Sales Representative is accountable to develop sales strategies and to profitably sell the full spectrum of machine support products and services the company offers including but not limited to parts, repair and rebuild services, preventive maintenance agreements and other equipment monitoring services 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 heavy equipment (construction, forestry, paving, mining) and services to sustain a record of high sales achievement, to develop profitable cross-selling opportunities with other areas of the business (e.g. machine sales, financing, rental services, and power systems/truck engine), and to continue the customer’s education on the benefits of the company’s product support offering. Therein, perform needs analysis and make product application recommendations. Coordinate 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 heavy equipment product support services (parts, repair, preventive maintenance, etc). 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.

•Take the lead on the facilitation of customer technical issues by engaging the appropriate internal channels and following up to ensure successful resolution and complete customer satisfaction.

•Document customer/prospect information and sales activities in the company’s CRM database (salesforce.com) and utilize related system applications (DBS) to execute transactional sales activities.

•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 5-7 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 3-5 years dedicated outside territory based sales and marketing experience preferred.

•Solid understanding of heavy construction equipment industry and related parts and service processes and terminology. Dedicated sales experience in a heavy equipment or allied equipment environment very helpful.

•Must have and maintain a driving record (MVR) which adheres to the company’s motor vehicle policy standards.

•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 (salesforce.com) and related management system applications (DBS)

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