Product Support -Inside Sales Representative (Machine)

This position is the primary contact for a group of customers in a defined geographic territory and is responsible for establishing a proactive business relationship with their assigned customer base while maintaining detailed customer data, identifying customer needs, offering solutions, and following a defined process to fulfill recordkeeping, telephone contact, and increased sales/lead generation for all HOLT products and services.  As a team member of a regional sales group, some leads will be developed, qualified, and referred to the appropriate outside sales representative for completion.

Areas of Responsibility: 

Indentify, Develop, and Maintain relationships with new and existing Holt CAT accounts in order to promote and grow product support sales while working within a regional sales team.

REQUIREMENTS:

 This position requires a self-motivated, energetic, detail-minded individual with good analytical skills.

KRA's (Key Responsibility Areas):

•  Identify, initiate contact with and influence potential buyers in a manner that is consistent with our mission statement and core values in order to meet or exceed territorial and corporate business goals and work closely with Parts Managers, Service Managers, Prime Sales Reps, and PSSR’s, in an effort to promote parts and service sales.
• Obtain, diagnose, and respond to specific customer needs in order to enhance the quality of customer service and satisfaction and promote a mutually beneficial relationship.
• Promote products and services to the existing customer base while expanding on that base in order to obtain territorial as well as corporate business goals.
• On an accurate and timely basis, initiate, complete, and submit sales-related reports and documentation in order to maintain the established business systems/processes and assist the territory, region, and company in achieving the business goals.
• Contribute to the development, monitoring, and control of the sales forecast and expenses within the assigned territory in order to meet or exceed the business goals.
• Gain knowledge of motivating factors for a targeted customer base and participate in developing a go-to-market strategy with a goal of increasing product support sales.

KCA 's (Key Competency areas):

For optimum performance, the jobholder in this position would be expected to demonstrate appropriate knowledge, skills, and attitudes in the following areas.

• Self-Management Capabilities - This area focuses on the degree to which an individual appropriately modifies their natural behaviors and actions to most effectively fit the situation they are dealing with.  It includes; “Fitting ourselves to the Job” versus “Fitting the job to ourselves”; Making sure that we don’t “overuse” our natural strengths and talents; Taking the self-initiative to continuously improve ourselves and ensuring that we take actions that “Need” to be taken versus taking actions that we “like” to take (e.g. How we adapt, listen, speak, question, seek feedback, manage time and take initiative).

 

• Planning Skills - This area focuses on the skills used to establish, monitor, and schedule short-term and long-term plans that are comprehensive, realistic, and effective in achieving goals.  It includes: Developing strategic plans and annual business plans, structuring self and others efforts to attain maximum productivity by establishing and monitoring deadlines, milestones, tasks, budget limits, and required resources; forecasting and visioning.

 

• Influencing Capabilities - This area deals with the skills involved in accomplishing work results with and through people by interacting with or influencing them individually or in groups.  It includes; managing, motivating, and developing professional and operational staff members on a day-to-day basis; providing directive skills and methods-including structuring modification of behaviors; providing supportive skills and methods - including listening, asking open-ended questions, and ensuring reinforcement of behaviors (e.g. role clarification, showing how, establishing timelines, praising, coaching, listening, asking for input, disclosing, team building, delegating, collaboration).

 

• Problem Solving Expertise - This area focuses on the rational approach to the processes involved in identifying and defining problems, generating and selecting solution strategies, and reducing performance gaps through implementation and problem prevention.  It includes theoretical, complex, long-term problem solving and operational, short-term problem-solving methodologies as well as effective decision-making skills.  (e.g. problem identification, risk analysis, solut