SUCCESS AT WESTERN STATES: Western State's culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a "play to win" organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.

JOB DETAILS:

The Used Equipment Sales Representative is responsible for providing sales support to Western's wholesale and out-of-territory customers for used equipment as well as aged inventory with a focus on Compact Construction Equipment, Allied, and Forestry Equipment. This role will partner with various divisions within WSECO and is responsible for finding and developing new customer accounts, growing revenue with existing customer accounts, facilitate lead generation, and qualify leads generated through telemarketing and other indirect channels.

ESSENTIAL FUNCTIONS:

Safety

• Actively cares, promotes, manages, and advocates safety at Western States. As a leader and 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.
• Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.

Relationship Management

• 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 A/X 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, machinerytrader.com, and leads from Western's used website to help develop and execute the sale of equipment.

Sales Processes

• 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.
• Operates equipment safely.
• 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.

KNOWLEDGE SKILLS AND ABILITIES:

• 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 Academy.
• Ability to assess customer needs and evaluate customer satisfactions.
• Demonstrated ability to schedule event, programs, and activities.
• Ability to develop and maintain effective working relationships with others.
• Ability to persuade and influence others.
• Ability to quickly identify problems, approach work from a solutions based focus, and develop creative solutions to complex issues.
• Proven competence in oral and written communication skills.
• Proficient in the use of Microsoft or other comparable systems required.
• Ability to travel overnight.
• Must be a self-starter.
• Consistent attendance.

EDUCATION AND EXPERIENCE:

• High school diploma or General education degree (GED) required.
• Minimum of one year industry related experience preferred.
• Minimum of one year retail sales or other sales experience, required.
• Acceptable driving record and valid driver's license required.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

• Frequent walking, standing, driving, pushing, pulling, lifting, bending, climbing, twisting and leaning.
• Able to lift up to 25 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.