Heavy Equipment Sales Representative

2 months ago

Waldorf, Maryland, United States JESCO Full time
About JESCO

JESCO is a premier dealer of heavy construction equipment and technology in the Northeast and Mid-Atlantic regions. We proudly represent John Deere, Wirtgen, Kleeman, Vgele, Hamm, Ditch Witch, Magni, Topcon, and many more products for purchase, rental, parts, and service. Family-owned and operated for more than 50 years, we are a leading provider of heavy equipment solutions.

Job Summary

We are seeking a highly motivated and experienced Territory Sales Representative to join our team. As a Territory Sales Representative, you will be responsible for the direct sale of new, used, and rental of heavy construction equipment to assigned accounts. You will be responsible for all sales activities, from lead generation through quote and close. You will build and maintain strong customer relationships, focusing on long-term mutual growth.

Key Responsibilities
  • Track construction bid results to identify opportunities with existing accounts and prospects.
  • Determine customer needs and select applicable equipment configurations to meet customers' technical requirements and applications.
  • Perform trade evaluations on new quote opportunities.
  • Perform price calculations and generate customer quotations.
  • Write bid specifications that favor John Deere products for government agency bids & purchases.
  • Perform product demonstrations to prospective buyers while effectively communicating features and benefits of our products and services.
  • Perform Operation & Maintenance training on new equipment deliveries.
  • Attend and participate in trade shows, conferences, and other industry-related networking events.
  • Maintain awareness of pertinent client information, including key influencers and decision makers, future purchasing plans, payment or financing preferences, and fleet profiles.
  • Maintain records of customer communications, personal visitations, and opportunities in the company CRM system.
  • Communicate any client information that may affect company decisions to appropriate department personnel as needed.
  • Assist in the resolution of outstanding accounts receivables or other client concerns or disputes.
  • Maintain knowledge of competitors' products and identify and report intelligence on competitors' pricing or marketing strategies to management and peers.
  • Submit a variety of sales reports as required, including activities, opportunities, deals pending, and adherence to goals.
  • Maintain current knowledge of JESCO products.
  • Understand and comply with established guidelines that ensure a safe and healthy work environment.
Performance Measures
  • New and Used Equipment Sales
  • Rental Revenue
  • Gross Profit Margin Achieved
  • Market Share
  • Number of New Accounts
  • Call Frequency Achievement
  • Trade Appraisal Detail & Accuracy
  • Conflict Resolution
  • Product & Selling Skills Learning
  • Timely and Accurate Sales Reporting
Requirements
  • Five years of proven outside sales experience.
  • Knowledge of construction and/or industrial equipment operation and applications.
  • Strong interpersonal and oral communication skills.
  • Strong presentation skills and professional appearance.
  • Excellent planning and organizational skills.
  • Strong written communication skills with exceptional presentation.
  • Negotiation and business acumen.
  • Proficiency in Microsoft Office products and CRM systems.
  • High energy, excellent self-motivation, and work ethic.
Physical Requirements
  • Employee is expected to occasionally operate, demonstrate, climb up and down, and walk around the equipment to sell to customers.
  • Employee should have the physical ability to evaluate equipment for trade.
  • This includes climbing on the equipment and operating the equipment.
  • Employee will be expected to drive a vehicle and cover a particular assigned territory.
  • Driving in a vehicle may be up to 80% of their day.
  • Employee must be able to travel by air to attend any Sales-related or professional development events or as required by the company.
  • Employee should be able to lift and carry 50 pounds.
  • Candidates should be able to walk on uneven surfaces and terrain, work in construction site environments to meet with customers on jobsites.
Certifications/Licenses
  • Valid Driver's License - Candidates must meet JESCO's outside insurance underwriting requirements.
Pre-Qualifications for Employment At JESCO
  • JESCO participates in E-Verify to ensure that all of its employees are legally able to work in the United States.
  • All job offers are contingent upon the successful candidate completing and passing criminal and other background checks, a physical examination, and drug testing, all done at the company's expense.
  • All employees required to operate a company vehicle or their own personal motor vehicle as an essential function of their job must meet JESCO's outside fleet insurance underwriting requirements.

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