Sales Representative

Sales Representative – Peterson Cat

Location:

Medford, OR

Peterson Cat seeks a Sales Representative to conduct sales and marketing activities in an assigned territory, emphasizing cross‑department collaboration and customer engagement.

This position conducts sales and marketing activities in an assigned territory. Working under occasional supervision, it performs a wide variety of sales and marketing duties requiring extensive knowledge of all products for which Peterson is a dealer. The representative maintains close liaison and frequent communications with customers, develops new business, and coordinates with several departments to accomplish the job.

• Promote and sell heavy machinery/equipment within the assigned territory.
• Maintain and grow Peterson’s market share within the territory.
• Organize daily activities to call on as many prospects as possible.
• Locate prospects to make face‑to‑face presentations and conduct at least four face‑to‑face customer calls per day.
• Contact potential customers by telephone when face‑to‑face call is not practical.
• Call on all assigned accounts at least once each year.
• Present sales literature and brochures to customers and prospects.
• Inform customers of new product developments and improvements.
• Identify and call on the decision‑maker in the customer’s company.
• Correspond with customers in writing as follow‑up of contact when appropriate.
• Recognize and develop new prospects in the territory.
• Maintain ongoing awareness of any potential customer for Caterpillar products and/or services within the territory and immediately respond to the opportunity.
• Present equipment features and benefits to customers in person, determining additional information needed to meet the customer’s specific needs.
• When appropriate, provide written summary that includes cost benefits and compare equipment features and benefits to similar competition.
• Attend bid openings when appropriate to learn results of key projects being bid by customers.
• Keep abreast of local trade newspapers, Internet sites, and other sources for contract awards within the territory.
• Maintain frequent communications with the Product Support Sales Representative (PSSR) to exchange customer information.
• Create pro‑forma financial analysis of customer expected returns and financing options when required.
• Submit required territory data to management in a timely manner (e.g., Lost Sale Reports).
• Attend and participate in team strategic sales meetings and trade organizations.
• Support marketing activities by attending trade shows, conferences, and other marketing events.
• Coordinate and attend delivery of each new or used machine sold.
• Follow up with the customer after sale to ensure machine acceptance and satisfaction.
• Travel up to 20% locally and regionally.
• Operate company or personal vehicle as needed.

• Bachelor’s Degree in Business, Sales, Marketing, or a closely related field from an accredited institution.
• Minimum of four years of directly related experience, preferably in a heavy industrial environment.
• Equivalent combination of education and work experience acceptable.

• Valid driver’s license with a clean driving record.

Peterson Machinery Co. is committed to equal employment opportunity and affirmative action. Minorities, females, veterans, and individuals with disabilities are encouraged to apply. A drug screen and background check is required.