Marketing Retail Sales Rep, Product Support

WHY YOU'LL LIKE IT HERE:

Recognized as one of the top private companies to work for, we put our employees first. We are fiercely committed to SAFETY and sending every employee, safely home, every single day. Our comprehensive benefits package and complete wellness programs include:

• Three weeks of accrued PTO to start, increases with tenure
• Company paid health care premium option for employees
• Health, dental, and vision insurance
• Wellness dollars
• 401k with company match and profit sharing
• Educational reimbursements, tool loans, and safety & tooling dollars
• Employee Assistance Program
• Paid Parental leave
• Care Leave

WHAT WE'RE LOOKING FOR:

THINK-ACT-BE SAFE - At Western States, we empower every employee, every day to work and promote a safe environment to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable procedures and standards. This includes maintaining clean/clutter free personal work areas and wearing the required personal protective equipment (PPE) as identified in safety policy.

ABOUT WESTERN STATES EQUIPMENT:

Western States has a long legacy of providing quality equipment and excellent service to customers. Since 1956, our vision is to make our communities stronger, cleaner, and more productive, not just with our products and service - but through our people. We are committed to:

• The Power of our Purpose: "Building our Communities for a Better Tomorrow"
• Performance through our Values: SAFETY, EXCELLENCE, TEAMWORK, INTEGRITY, ACCOUNTABLITY, and INNOVATION
• Customer and Employee Care Commitments: Conveying Warm and Empathy, Actively Listening, Building Trust, and Saying Thank You

PRIMARY DUTIES:

Inside Sales

• Manages time, territory, and pipeline activity to meet or exceed sales and service targets.
• Identifies and addresses customer risks, retention opportunities, and renewal timing (e.g., CVAs, service agreements, digital adoption, etc).
• Maintains accurate and timely customer data in CRM.
• Adheres to customer data privacy, consent, and communication compliance standards.
• Promotes all aspects of the Dealership by selling parts, service, labor, Customer Value Agreements, and generating machine and rental sales leads.
• Employs sales tactics and strategies to sell the capabilities of Western States Equipment Company to existing and potential customers.
• Practices proactive account stewardship on assigned accounts, establishing and utilizing PAR values in CRM.
• Communicates with other team members to ensure a consistent, predictable, and repeatable experience for customers.
• Manages an account base in an assigned territory and eCommerce platforms as his/her primary tool. Employs email campaigns to qualify accounts, updates the customer's complete account information, and begins to develop the relationship.
• Prospects customers that are currently unassigned and own zero to six pieces of equipment. (The customers assigned to an MRPSR are typically small construction, landscape and specialty trade customers. Although some customers may not have Caterpillar equipment, they can still benefit from product support services and offerings.)
• Qualifies leads and prospects effectively and efficiently to determine the proper channels and progression.
• Uses CRM tool to document customer information, leads, activities, problems/issues, resolutions and sales transactions cross departmentally.
• Responds to the needs of customers.
• Performs all sales functions and ownership of the transaction throughout.
• Analyzes all customer data to identify up sell opportunities and increase customer awareness of WSECO capabilities.
• Collaborates with Product Support Marketing, Product Support Sales Representatives and other department's Sales Representatives to coordinate parts and service opportunities in assigned area.
• Provides support and initiates engagement with Western States eCommerce platforms from overall onboarding to transaction.
• Works closely with Product Support leadership and Marketing leadership to ensure eCommerce standards and processes are being met. Also provides value added suggestions to increase eCommerce engagement with assigned territory.
• Works closely with Service and Parts Department employees to ensure a seamless transaction start to finish.
• Promotes and manages marketing campaigns designed to drive business into assigned areas.
• Conveys customer expectations to internal employees to exceed the expected customer experience.
• Adheres to all customer care standards.
• May accomplish training and serve as a team member in support of Western States' strategic programs, projects, and initiatives.
• Performs other duties as assigned.

KNOWLEDGE SKILLS AND ABILITIES:

• Possesses the basic technical skills necessary to understand the scope of work and high level processes.
• Ability to comprehend, capture and interpret customer and equipment information.
• Excellent computer skills, proficient use of Microsoft Office applications, customer relationship management, and work management software.
• Proven negotiation and conflict resolution skills.
• Proven skills in written and verbal communications, planning, organizing, leadership and interpersonal relationship building.
• Must be able to work independently without supervision.
• Work well under pressure with ability to set and manage multiple priorities and adapt to changing demands of the work environment.
• Strategic thinking with exceptional follow through and coordination abilities.
• Ability to build rapport to develop and maintain effective working relationships with internal and external customers resulting in loyalty.
• Must be an excellent collaborator, listener, and team player working well between all departments.
• Must be inherently curious and have the ability to ask insightful questions of others.
• Consistent attendance.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED)
• Minimum 1 year previous sales or customer service experience required.
• Heavy equipment or comparable industry experience preferred.
• Valid driver's license and acceptable driving record required.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

• Must be able to sit for long periods along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting.
• Able to lift up to 30 lbs. in accordance with Western States' Lifting Safe Work Practice to include amount and approach.
• Must be able to meet all safety requirements for applicable safety policies.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.