Used Equipment Sales Representative

Since 1956, Western States Equipment Company has been a leading employer across Idaho, Oregon, Washington, Montana, and Wyoming. We are driven by our mission of solving our customers' toughest challenges, guided by our core values of Safety, Excellence, Teamwork, Integrity, Accountability, and Innovation
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By joining Western States, you commit to upholding these values while contributing to our purpose of building our communities for a better tomorrow. Safety and our Customer Care Commitment remain foundational to our mission and the standard by which we measure our success.

• Actively cares, promotes, manages, and advocates for safety at Western States. As a 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.
• Embraces our caring culture where we each care to adhere with applicable safety policies, PPE expectations and stop work authority.

• Convey Warmth and Empathy – Acknowledge customers and greet everyone with an authentic smile.
• Actively Listen – Give your full attention, make eye contact, avoid interrupting, and ask clarifying questions.
• Build Trust – Take ownership, act with urgency, and follow through on commitments.
• Say Thank you – Express genuine appreciation for effort, feedback, and collaboration.

• Builds and maintains relationships with retail customers, resellers, and other OEM's in assigned territory.
• Prospects and builds a manageable list of assigned accounts.
• Practices proactive account stewardship on assigned accounts, establishing and utilizing PAR values in Microsoft Dynamics AX.
• Uses Microsoft Dynamics AX to document customer information, leads, activities, problems/issues, resolutions and sales transactions.
• Partners with Marketing and the Used Equipment team to identify interested and qualified customers.
• Develops relationships with used equipment stakeholders at other Caterpillar dealers to sell aged assets
• Develops and executes Strategic Pre-Call Plans.
• Utilizes auction results, , and leads from Western's used website to help develop and execute the sale of equipment.
• Contacts prospective customers to determine customer needs, present product information, and explain available services. Provides information brochures and other incentives to inform customers and influence buying decisions.
• Follows up on telemarketing leads.
• Evaluates leads, effectively and efficiently, and determines whether to respond or pass the lead to other sales resources.
• Learns about Cat and competitive products in order to offer the best solutions based on customer interests and needs.
• Schedules presentations and partners with all departments to leverage relationships and sell value.
• Quotes and closes sales transactions. Completes all required sales documentation including finance contracts.
• Follows sales processes and procedures.
• Partners with management to ensure marketing campaigns are directed at the right opportunities.
• Adheres to all customer care standards.
• Actively cares and advocates safety at Western States. Adhere to all applicable safety policies, procedures and standards.
• May accomplish training and serve as a team member in support of Western States' strategic programs, projects, and initiatives.
• Works within and promote corporate vision, mission, and values of the organization.
• Performs other duties as assigned.

• Demonstrated experience and knowledge of sales skills necessary to sell a premium priced product.
• Ability to develop and maintain product knowledge of Caterpillar and Western States' products.
• Proven competence in Western States' Sales Training…