Sales Representative-Compact Construction Equipment

Job Description:

The Sales Representative – Compact Construction Equipment (CCE) Sales is responsible for representing light construction products in a defined geographic territory with the ultimate goal of sale, lease purchase, or rental of these products. As part of a sales team, the machine sales representative shares the responsibility with other members of the team to act in a manner that ensures the continued stability and growth of all members of the team, rather than only his own territory, through a spirit of collaboration as well as a commitment to the same set of business values and a commonly shared mission.

Essential Functions:

• Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission

• Identifies and initiates contact with and influences 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

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

• Obtains, diagnoses and responds to specific customer needs in order 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 in order to obtain territorial as well as organizational business goals

• Initiates, completes and submits, on an accurate and timely basis, 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

• Meets all sales related key metrics within review period

• Contributes 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

• Completes special projects as requested by the Sales Manager in order 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, to include 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 ability to build long-term business relationships

• Proficient with MS Office Word, Excel, and Outlook

• 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 processes

• Knowledge of safe work policies, procedures, and practices

• Knowledge of sales techniques, financial, credit, and accounting principles

• Ability to work with individuals