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Outside Sales-Compact Construction Equipment (Prb)

Company

Puckett Machinery Company
Address , Biloxi
Employment type FULL_TIME
Salary
Expires 2023-09-27
Posted at 8 months ago
Job Description

Puckett Machinery Company is the Caterpillar® heavy equipment, rental services, and power systems dealer for central and southern Mississippi. As the industry leader in our territory with 15 locations, helping our customers succeed is our number one priority.

We are seeking a dynamic Outside Sales Rep to represent our compact construction equipment lines based at our rental services location in Biloxi. The Outside Sales Representative-CCE is accountable to develop sales strategies and to sell compact construction equipment (skid steers, mini-excavators, etc.) to current and prospective customers in a defined geographic territory. This is a mid-level professional sales position. We offer a competitive compensation package including base salary plus commission and excellent benefits.

Essential Functions, Duties, and Responsibilities:

  • Research, identify, and develop target prospect customers and initiate contact with influencers and decision makers for the acquisition of CCE. 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.
  • Maintain all motor vehicle logs, shipping documentation, and driving standards as required by the Department of Transportation (DOT), federal/state authorities, and the company.
  • Cultivate and maintain a favorable relationship with existing customers of compact construction equipment (CCE) to sustain a record of high sales achievement, to develop profitable cross-selling opportunities with other areas of the business (e.g. rental and industrial consumables), 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.
  • Document customer/prospect information and sales activities in the company’s CRM database (salesforce.com) and utilize related system applications (Rental Man) 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.
  • 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.
  • Submit time, expense, and customer analysis reports to management.

Job Requirements:

  • Professional , upbeat, and persuasive communication style that is assertive and persistent without being overly aggressive; proven track record in cold calling and sales prospecting;
  • 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.
  • 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;
  • 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.
  • Proficiency with CRM applications (salesforce.com) and related management system applications (Rental Man)
  • Proficiency with Microsoft Office applications (Excel, Word, PowerPoint);
  • Current CDL Class A motor vehicle 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.
  • Excellent verbal and written communication and customer service skills, attention to detail;
  • Ability to safely use material handling tools and equipment to load, secure, transfer, and offload CCE and freight during a shift assignment that could last between 8 and 10 hours.
  • Self-motivated, goal oriented, and dependable;
  • Must not be disqualified to drive a commercial motor vehicle as per CFR 391.15.

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Job Snapshot

Employee Type

Full-Time

Location

Biloxi, MS (Onsite)

Job Type

Retail, Sales

Experience

Not Specified

Date Posted

07/18/2023