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Sales Representative

2 months ago

Indianapolis, Indiana, United States MacAllister Machinery Company, Inc. Full time

Position Overview

At MacAllister Machinery Company, Inc., we are seeking a dedicated individual to drive sales and profitability for our parts and service offerings. This role focuses on promoting and selling service programs, preventive maintenance agreements, parts, and additional repair services within our designated service area for the Transportation Division. The successful candidate will cultivate business relationships in the assigned territory and ensure customer satisfaction through exceptional service delivery.

Key Responsibilities

  • Generate new business leads and enhance account engagement through various sales initiatives, including customer outreach, marketing campaigns, and promotional activities.
  • Develop and implement service-oriented programs that align with the standards of Caterpillar, Blue Bird, and other OEMs, ensuring profitability for the company.
  • Market service programs effectively to fleets, owner/operators, municipalities, government entities, and educational institutions, including quoting, securing orders, and coordinating service schedules.
  • Assess leads promptly to determine the best course of action, whether to pursue or refer to other sales resources.
  • Manage all on-highway parts and service transactions, proactively reaching out to potential customers to expand business opportunities.
  • Maintain accurate order records and establish credit arrangements with customers prior to service execution.
  • Focus on critical success factors for service program application, distribution, and customer satisfaction related to on-highway vehicles.
  • Build and nurture relationships with both existing and prospective customers to identify their unique needs and provide tailored solutions.
  • Collaborate with representatives from Caterpillar, Blue Bird, and other OEMs to support service programs and achieve overall business objectives.
  • Prepare and submit reports detailing customer interactions and sales activities.
  • Develop and maintain a comprehensive customer mailing list and a log of quotes provided.
  • Ensure a minimum of 30 prospecting calls or visits are conducted and documented weekly.
  • Foster interdepartmental relationships to serve as a primary contact point.
  • Participate in meetings and training sessions to support ongoing personal development and revenue growth in line with sales targets.
  • Perform additional duties as assigned.

Supervisory Role

This position does not include formal supervisory responsibilities.

Qualifications

Required:

  • High school diploma or equivalent; an Associate's degree in Business Management or a related field is preferred.
  • A minimum of 5 years of industry experience, including at least 2 years in a sales capacity, ideally with OE engines or competitive products.
  • Ability to obtain and maintain a valid Commercial Driver's License in the State of Indiana.

Skills and Abilities

The following skills and abilities are essential for success in this role:

  • Strong organizational, negotiation, and influence skills.
  • Excellent verbal and written communication skills, including effective listening and presentation abilities.
  • Exceptional customer service and prospecting skills, with a creative and consultative approach to sales.
  • Proven leadership capabilities, including decision-making, creative thinking, and goal-setting skills.
  • In-depth knowledge of the market and products, with the ability to discuss technical aspects of on-highway truck engines and chassis with clients.
  • Strong project management and conflict resolution skills, with adaptability to change.
  • Excellent interpersonal skills, including the ability to influence, negotiate, coach, and counsel.
  • Effective problem-solving skills and the ability to interpret policies and procedures.
  • Professional demeanor in interactions with internal and external customers, including maintaining a positive appearance and courteous treatment of all stakeholders.

Additional Position Requirements

  • Operate with limited supervision, determining the best approach and methods to achieve objectives.
  • Responsibilities may require creativity and flexibility, with specific objectives but limited procedural guidelines.
  • Errors in this role can have significant financial implications for the company.
  • Frequent communication with colleagues, customers, and management is essential.
  • Maintain equipment and supplies to prevent waste and ensure safety.

The responsibilities outlined here are not exhaustive and may evolve based on business needs.

MacAllister Machinery Company, Inc. is an Equal Opportunity Employer (EEO).