Sales Support Specialist

SUCCESS AT WESTERN STATES:
Western State’s culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee home safely every day. We strive for EXCELLENCE in all we do and are proud to be a “play to win” organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture.

We are ACCOUNTABLE and INNOVATIVE as individuals and as an organization.

Safety

· Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.

· Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.

· Adhering to required personal protective equipment (PPE) as identified in safety policy.

· Provide territory zip code evaluations past, present, and future for lead generation and prospecting to be executed by Machine Sales Representative

· Assists in data mining of various customer data sources for lead/prospect creation to assist Sales Reps execution objectives. Data sources include:
Dodge Network, Zoom Info, UCC Filings, lost sales reporting, Caterpillar provided data, Ready2

Buy.

· Assist Sales Reps in data mining and lead creation with the assistance of Regional Sales Manager and Marketing Department.

· Ability to educate customers on WSECO product offerings:
Machine operation, Technology Features, Off/On-Board Technology, Digital Offerings, Service Offerings and Parts offerings.

· Build machine quotes end-to-end: configuration, standard options, attachments/work tools (utilizing the aged assets first), make-ready/PDI/assembly, freight/transfer, tax assumptions, and quote formatting.

· Coordinate inputs across inventory, product support, warranty/CVA, work tools, service for parts & labor, and finance for payment scenarios (cash/lease/finance/buydown).

· Program and support alignment: ensure correct application of available programs/support, required documentation, and approval routing before quote release.

· Quality control: validate accuracy, eliminate missing fields/unknowns, reduce recourse, and maintain version control/revisions.

· CRM and documentation: attach final quotes, assumptions, and revision history to the opportunity; maintain a clean audit trail.

· Standardization: build repeatable templates and checklists by product family/quote type to shorten cycle time and increase consistency.

· Identifies customers’ needs in order to develop an effective solution utilizing Caterpillar Equipment products and Western States services.

· Advocates and influences additional offerings from Western States that are complimentary to Caterpillar Equipment. Collaborates with other departments within Western States’ Product Support, Cat Rental Store, and Power Systems in a cooperative and effective manner.

· Works closely with the local sales team to “warm up” leads and prospects to hand them over for hard quotes and closure.

· Works closely with the analytics and marketing team to help develop targeted conquest campaigns to grow new customer leads and prospects.

· Works closely with sales management teams to identify and develop action plans for underperforming areas or segments.

· Participates in customer events as needed to help promote Western States sales/service/parts/technology offerings.

· Handles walk in customer traffic at the assigned store, eliciting customer information to create prospect and leads for sales reps to close.

· Develops curiosity…