Full Line Sales

Cowin Equipment/ Job Description/ Sales

Overall Purpose

Meet or exceed sales objectives of assigned territory by promoting, renting, and selling the various types of construction machinery Cowin represents, and or the specific types of equipment assigned to a specific territory or salesperson. These activities should be performed through professional sales techniques, a consistent, hardworking, efficient work ethic, and customer relationships.

Major Activities

• Meet and exceed sales quotas, achieve maximum sales and potential in assigned territory or assigned products or product, through channels available through specific brands represented, and support available through Cowin and the manufacturers represented.
• Meet and exceed rental quotas in assigned territory through the rental department, prospecting, and a concerted effort to promote and increase rentals in an assigned territory.
• A key measurement used to evaluate job performance for a sales position within Cowin Equipment Company is PRODUCTION. There may be instances where a salesperson is adhering to all other aspects of his/her job, but if there is insufficient production, his/her job could be deemed a failure and corrective action or changes will be made.
• EXTRA EFFORT is expected from all Cowin co-workers. Our mission statement reads: “The mission of all co-workers and departments of Cowin Equipment Company is to always satisfy or exceed our customers expectation for quality. This includes quality performance, attitude, effort, service, products, deliveries, and integrity. We want to provide value-added products and services to our customers such that they consider us a vital partner. By supporting them we will, in turn, support ourselves. In pursuit of this mission CEC is committed to providing our co-workers a safe and healthy workplace, with an atmosphere of “fairness” that respects an individual’s dignity, trust, and loyalty. The successful achievement of these pursuits will provide quality distribution for our contracted manufacturers, a worthwhile return for company Stockholders, and meaningful profit-sharing plan contributions for all co-workers. CEC is also committed to charitable and civic contributions and respect for our shared environment.” CEC expects ALL CO-WORKERS to understand and support the overall mission of CEC and be prepared to help/support the company even in instances where the task needed is outside of their normal activity or specific job description.
• Make a minimum of 25 quality sales calls per week to existing or prospective customers. Does not include any follow-up, administrative, or support calls and does not limit a salesperson to 25 quality sales calls to be made. A specific territory will determine how many calls are above the required amount, if any.
• Target accounts by present and potential dollars of revenues/ profits, cost to sell, and probability of success. Demonstrate the ability to keep management informed of potential opportunities, recognize changes in the marketplace, the ability to change and adjust in a changing market and territory.
• The ability to increase market share on specific brands or products to a large and diverse customer base by communicating special programs, conducting demonstrations, prepare and organize customer training, utilizing manufacture support personnel, collecting competitive information, collecting customer information when necessary.
• Sell all products assigned to a territory, but concentrate on products that have the most profit potential with the highest probability of success for that given territory.
• Prepare written presentations, reports, price quotations.
• Sell at transaction prices approved by the company.
• Follow-up on delivery, availability, extended warranties applied for, maintain customer relations.
• Maintain accounts receivables, have finance documents signed, deliver
  
  
  

necessary paperwork as directed. This activity should be treated with a HIGH SENSE OF URGENCY, and should be handled IMMEDIATELY when asked, or requested to do so.

• Continually learn new product knowledge and acquire better selling skills.
• Keep abreast of competition, customer issues, changing market forces, new opportunities for the company, and the ability to communicate these to management.
• Attend and participate in sales meetings, seminars, and all company functions that are applicable.
  
  
  

Time Management

• Work a 50-hour five-day week minimum. Saturday if necessary or required to do so.
• Perform necessary entertaining to maintain and develop customer relations.
• Maximize percent of time in front of customers.
• Use information technology to save time.
• Maximize use of manufacture representatives when available.
• Self organization.
• Plan each day, week, and month.
• Plan each call.
• Keep sales aids in mint condition.
• Dress neatly.
• Maintain a neat automobile.
• Present professional image
  
  
  

Administrative

• Maintain customer profiles and files.
• Submit the following in a timely manner: daily planner/call reports (when applicable), sales plans, forecasts, expense reports.
• Respond in a timely manner to all requests, via various forms of communications within the company from the sales department and other departments.
• Communicate competitive and customer information to management.
• Analyze data and reports.
• All administrative duties should be handled with a High Sense of Urgency.
  
  
  

Company Relations

• Comply with all company policies applicable to sales.
• Work with, develop positive relationships with, communicate with, and coordinate activities with other employees in sales, product support, admin., credit, warranty, and finance departments.
• Communicate effectively, cooperate with your fellow salespeople, and management.
  
  
  

Physical Requirements

• A salesperson employed by CEC is required to spend many hours a day in a vehicle and must maintain their legal driving privileges.
• He/she must be able to walk and stand for long periods of time on uneven or muddy/sandy terrain.
• He/she must be able to lift approximately 70 lbs., understand and possess the ability to hook up to or unhook from a trailer and maneuver with a trailer hooked to a vehicle when called for in selling specific type products. Maintain a CDL license when required to do so.