JOB SUMMARY: This position is responsible for promoting and selling all of Western States’ product/service offerings to the customer for the assigned location. This position partners with customers to optimize their fleet/operations, shares best practices, works cross functionally to meet customer needs and objectively resolve issues.

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.

ESSENTIAL FUNCTIONS: 

• Promotes and sells the Western States’ product support services and products into assigned territory. Meets sales objectives.
• Contacts prospective and current customers by phone and in person to determine customer needs, present product support information, and explain available services. Provides information brochures and other incentives to inform customers and influence decisions. Builds strong, long term relationships. Interacts with customers professionally at all times. Prioritizes and schedules time with customers in an efficient manner.
• Communicates broad knowledge set of WSECO products and offerings and is on the “cutting edge” of new product support offerings for customers.
• Researches and presents the solutions that best meet customers’ needs (GET, undercarriage, etc.). Quotes services to customers using a variety of methods or forms, such as bundling, finance options, rebuilds, new machine versus current machine evaluation, etc. to best meet customer needs.
• Performs customer fleet management evaluations and provides customer with recommendations.
• Presents and sells customer support agreements (CSA).
• Monitors customer machine components to insure maximum life to include condition monitoring.
• Utilizes company provided software programs to manage all aspects of workload internally and externally, including communicating with customers, managing leads and accounts, scheduling daily appointments and managing assigned territory.
• Uses the strategic account planning process to align our business with our customers. Participates in the strategic account planning process either as a team lead or team member.
• Works effectively with other departments at Western States to meet our customers’ expectations and achieve company goals. Develops and maintains a spirit of cooperation with all departments within WSECO. Addresses customer issues that arise in a productive manner. 
• Communicates WSECO value proposition (Parts, Service, Sales, Rental, Technology Solutions, Engines, etc.) to customers by using available resources and tools. Accesses other technical resources or coordinates customer hand off to others as necessary to meet customer needs.
• Performs administrative tasks such as activity reports and tracking reports in order to keep Product Support Sales Manager up to date on activities.
• 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:

• Proven skills in written and verbal communications, planning, organizing, negotiation, listening, leadership and interpersonal relationship building.
• Self motivated with a strong work ethic.
• Ability to maintain a positive attitude under adverse conditions.
• Must be a self starter and ability to work without direct supervision.
• Knowledge and use of Microsoft computer products, customer management tools, computerized sales planning tools and/or other comparable systems required.
• Ability to develop and maintain effective working relationships with others.
• Ability to travel overnight.
• Consistent attendance.

EDUCATION AND EXPERIENCE: 

• Proof of high school diploma or General Education Degree (GED).
• 2 years previous sales experience and/or proven customer service experience required. Preference for heavy equipment or comparable industry experience.
• Thorough knowledge of the use and operation of construction equipment preferred.
• Proof of driver’s license and acceptable driving record required.
• Must be able to communicate (speak, read, comprehend, write in English). Preference given for Spanish speaking.

PHYSICAL CHARACTERISTICS: 

• Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching, pushing, pulling, leaning and twisting.
• 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.