Sales - Retail Sales Rep II

Overview

This position will provide a strong presence and work to facilitate the Mac Allister “pull strategy” at all retail facilities for all new, used, and rental customer equipment needs. In addition to supporting the branch with equipment sales and rental, this role would act as a customer support representative.

• Actively represent the company through a customer base within an assigned geographic area including existing and new clients. The range of equipment includes all Cat BCP Products (what we currently call CCE + BCP Core), Used Equipment, and Work Tools.
• Responsible for handling all walk-in inquiries related to BCP, Used, or Work Tool equipment sales and supporting the enterprise. This includes identifying and qualifying customer needs, closing sales where possible, or transferring leads to other sales reps or managers.
• Ensure all customer needs for enterprise (e.g., Parts, Service, Pump & Shoring, Sitech, Ag, Rental, etc) are supported and managed to the customer’s satisfaction, either directly or through Sales Link CRM (or current CRM tool). Responsibilities include maintaining clean customer databases and fleet information, and proactively communicating company offers relative to the assigned database via telephone, email, and other means.
• Work closely with HE Sales Development Manager, CCE Sales Manager, and Rental Services Branch Manager regarding sales budgets, unit objectives, and balancing market share with sales profit.
• Meet assigned sales volume dollar quotas within the specified timeline.
• Accountable for CRM with retail customers and to update and qualify accounts via a disciplined phone call campaign.
• Maintain an accurate account database and machine population.
• Support all BCP, Used, and Work Tools activity for any other sales person needs in the assigned territory with quotes and necessary back-up as needed for sales activity of those products.
• Interface with other Mac Allister sales and service personnel in a team-based approach, assisting others as needed to achieve sales goals. Respond to sales support staff requests in a timely manner; understand the importance of each contribution to the team’s overall success.
• Maintain an active call cycle to achieve established PAR (planned annual rate) on Cat assigned customers of 4 calls per year, non-Cat assigned customers of 2 calls per year, or as deemed correct by Management.
• Ensure that not less than 30 calls are completed and recorded per day.
• Build relationships as a single point of contact.
• Present equipment and finance options and solutions.
• Conduct at-store machine presentations/demonstrations.
• Respond to needs of walk-in customers.
• Submit competitive pricing via Machine Sales Activity reporting in Sales Link (or current sales tool) to cover all opportunities, in line with Company procedures.
• Timely completion of all necessary company documentation and any other general reports as a result of signing an order with a customer as required by the Company.
• Proactively communicate company offers relative to the assigned database via telephone, email, social media, etc.

• College degree AND 2 years of work experience OR 5 years of work experience
• Dedicated self-starter with the ability to work independently with a strong sense of urgency without the need for daily direct supervision.
• Strong verbal, non-verbal, and listening communication skills with the ability to communicate effectively at all levels of the customer and Mac Allister organizations.
• A team player possessing the ability to professionally work with customers, vendors, peers and co-workers as well as the ability to develop strong, long-term relationships.
• Strong customer service skills and a thorough understanding of Price, Quality and Turnaround principles.
• Proficient in the use of Microsoft or other comparable systems required and the ability to develop skills in CRM, GPQ, and other proprietary software.

• Ability to develop and maintain product knowledge of Caterpillar BCP, Work Tool, and Used Equipment.
• Ability to manage multiple situations and priorities simultaneously, guiding each situation from beginning to end for the desired positive outcome.
• Demonstrates a strong passion for the construction equipment industry with a “can do” attitude.
• Demonstrates a strong work ethic.
• Enjoys a competitive atmosphere with a strong desire to win.
• Maintain punctuality at all times.
• Ability to assess customer needs and evaluate customer satisfaction.
• Possesses strong ethical standards and conduct.
• Capable of visualizing the “big picture”, offering more than just “a sale” to the customer but instead servicing the customer with the entire Mac Allister product line solutions.

The duties and responsibilities outlined in this posting are not exhaustive and may evolve based on business needs. All Mac Allister Machinery companies are an Equal Employment Opportunity Employer, including Disabled and Veteran applicants.