Territory 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 a diverse portfolio of products for purchase, rental, parts, and service. As a family-owned and operated business for over 50 years, we are committed to delivering exceptional customer experiences and fostering long-term relationships with our clients.

Why JESCO?

We offer a lucrative opportunity for driven sales professionals to achieve uncapped commissions and earn a competitive salary. Our successful sales representatives, on average, earn between $140,000 and $200,000 annually, year over year. We provide a dynamic work environment, opportunities for growth and development, and a chance to work with some of the most premier products in the construction equipment industry.

Territory Sales Representative Function

The Territory Sales Representative is responsible for the direct sale of new, used, and rental of heavy construction equipment to assigned accounts. Key responsibilities include:

  • Tracking construction bid results to identify opportunities with existing accounts and prospects.
  • Determining customer needs and selecting applicable equipment configurations to meet customers' technical requirements and applications.
  • Performing trade evaluations on new quote opportunities.
  • Generating customer quotations and performing price calculations.
  • Writing bid specifications that favor JESCO products for government agency bids and purchases.
  • Performing product demonstrations to prospective buyers and effectively communicating features and benefits of our products and services.
  • Providing Operation & Maintenance training on new equipment deliveries.
  • Attending and participating in trade shows, conferences, and other industry-related networking events.
  • Maintaining awareness of pertinent client information, including key influencers and decision makers, future purchasing plans, payment or financing preferences, and fleet profiles.
  • Maintaining records of customer communications, personal visitations, and opportunities in the company CRM system.
  • Communicating any client information that may affect company decisions to appropriate department personnel as needed.
  • Assisting in the resolution of outstanding accounts receivables or other client concerns or disputes.
  • Maintaining knowledge of competitors' products and identifying and reporting intelligence on competitors' pricing or marketing strategies to management and peers.
  • Submitting a variety of sales reports as required, including activities, opportunities, deals pending, and adherence to goals.
  • Maintaining current knowledge of JESCO products.
  • Understanding and complying with established guidelines that ensure a safe and healthy work environment.
Performance Measures

The Territory Sales Representative's performance will be measured by the following key performance indicators:

  • New and used equipment sales.
  • Rental revenue.
  • Gross profit margin achieved.
  • Market share.
  • Number of new accounts.
  • Call frequency achievement.
  • Trade appraisal detail and accuracy.
  • Conflict resolution.
  • Product and selling skills learning.
  • Timely and accurate sales reporting.
Requirements

To be successful in this role, the Territory Sales Representative should possess the following qualifications:

  • 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

The Territory Sales Representative is expected to:

  • Occasionally operate, demonstrate, climb up and down, and walk around the equipment to sell to customers.
  • Have the physical ability to evaluate equipment for trade, including climbing on the equipment and operating it.
  • Drive a vehicle and cover a particular assigned territory, with driving being up to 80% of their day.
  • Travel by air to attend sales-related or professional development events as required by the company.
  • Lift and carry 50 pounds.
  • Walk on uneven surfaces and terrain, work in construction site environments to meet with customers on job sites.
Certifications/Licenses

The Territory Sales Representative must possess a valid driver's license and meet JESCO's outside insurance underwriting requirements.

Pre-Qualifications for Employment at JESCO

JESCO participates in E-Verify to ensure that all 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.

We are an equal opportunity employer and prohibit discrimination and harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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