Business Development Representative, Product Support

ABOUT WESTERN STATES EQUIPMENT:

Western States has a long legacy of providing quality equipment and excellent service to customers.  Since 1956, our vision is to make our communities stronger, cleaner, and more productive, not just with our products and service – but through our people.  We are committed to:

• The Power of our Purpose: “Building our Communities for a Better Tomorrow”
• Performance through our Values: SAFETY, EXCELLENCE, TEAMWORK, INTEGRITY, ACCOUNTABLITY, and INNOVATION
• Customer and Employee Care Commitments: Conveying Warm and Empathy, Actively Listening, Building Trust, and Saying Thank You

WHY YOU’LL LIKE IT HERE:

Recognized as one of the top private companies to work for, we put our employees first.  We are fiercely committed to SAFETY and sending every employee, safely home, every single day.  Our comprehensive benefits package and complete wellness programs include:

• Three weeks of accrued PTO to start, increases with tenure
• Company paid health care premium option for employees
• Health, dental, and vision insurance
• Wellness dollars
• 401k with company match and profit sharing
• Educational reimbursements, tool loans, and safety & tooling dollars
• Employee Assistance Program
• Paid Parental leave
• Care Leave

 WHAT WE’RE LOOKING FOR:

THINK-ACT-BE SAFE - At Western States, we empower every employee, every day to work and promote a safe environment to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable procedures and standards. This includes maintaining clean/clutter free personal work areas and wearing the required personal protective equipment (PPE) as identified in safety policy.

FULL SUMMARY

The Business Development Representative supports the Product Support organization’s need to grow retail new customer sales. This position supports a specific store &/or region in handling an assigned territory, analyzing data, generating leads, and providing actionable recommendations to drive Parts and Service sales.

 Customer Service and Sales Performance

• 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.  Build strong, long-term relationships. Always interact with customers professionally. 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.
• Research 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, rebuilding, new machine versus current machine evaluation, etc. to best meet customer needs.
• Performs customer fleet management evaluations and provides customers with recommendations.
• Presents and sells Customer Value Agreement (CVA).
• Monitors customer machine components to ensure maximum life to include condition monitoring.
• Utilizes company provided software programs to manage all aspects of the workload internally and externally, including communicating with customers, managing leads and accounts, scheduling daily appointments and managing assigned territory.
• Use the strategic account planning process to align our business with our customers. Participates in the strategic account planning process either as a team leader 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. Address 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 to keep Product Support Sales Manager up to date on activities.

 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.
• An 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: 

• High school diploma or General Education Degree (GED). required.
• Minimum of 2 years of experience in sales, heavy construction or related fields required. Caterpillar experience preferred.
• Acceptable driving record and valid driver’s license required.
• Must be able to communicate (speak, read, comprehend, write in English).

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.