Sales Representative

Job Description

Peterson Cat has a need for a Sales Representative based at our Redmond, OR location.

• Conduct sales and marketing activities in an assigned territory.
• Perform a wide variety of sales and marketing duties requiring extensive knowledge of all products for which Peterson is a dealer.
• Maintain close liaison and frequent communication with customers, working to develop new business.
• Coordinate and cooperate with several departments to accomplish job objectives.
• Promote and sell heavy machinery/equipment within an assigned territory.
• Maintain and grow Peterson’s market share within an assigned territory.
• Organize daily activities to call on as many prospects as possible.
• Locate prospects to make face‑to‑face presentations; make an average of four or more face‑to‑face customer calls per day.
• Contact potential customers by telephone when face‑to‑face call is not practical; call 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 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 assigned territory and immediately respond to opportunities.
• Present equipment features and benefits to customers in person, and determine additional information needed to meet the customer’s specific needs.
• When appropriate provide written summary that includes the cost benefits to the customer by purchasing Caterpillar equipment and the equipment features and benefits compared to similar competition.
• Attend bid openings when appropriate to learn results of certain key projects being bid by customer and 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.
• When required create pro forma financial analysis of customer expected returns and financing options.
• Submit required territory data to management in a timely manner (i.e., 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 customer after sale to ensure machine acceptance and satisfaction.
• Support up to 20% local and regional travel; operate company or personal vehicle as needed.

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

• 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.