Construction technology Sales Territory Manager
REPORTS TO: Division Manager
1. Assure customer satisfaction.
• Know the customer’s needs and expectations both today and the future.
• Utilize customer relationships to improve the customer’s perception of dealership, people, products, and services.
• Adhere to the designated Sales Process, including completion of all required documentation, etc.
• Work together with the entire dealership team to ensure all of our customers are satisfied.
• Accept responsibility as the final source of problems because they can affect total customer relations.
2. Penetrate existing Construction Technology market.
• Provide expertise on various machine control systems and applications.
• Meet with customers to provide sales support in machine control discussions.
• Perform Construction Technology demonstrations.
• Provide expertise to customers as it relates to issues and problems with machine control systems.
• Provide a direct to customer resource for construction technology machine control troubleshooting.
3. Maintain accurate, current product, industry and selling skills knowledge on an on-going basis for all related equipment and company procedures.
• Attend all sales meetings.
• Receive, study and file for easy reference all sales and product material.
4. Organize and manage his/her own time and area of responsibility to ensure the highest possible return to the company and its customers. • Report all competitive activity.
• Make adequate calls per day face to face with customer.
• Identify all new accounts and create a plan to gain the customer’s business.
• Insure that leads are followed up quickly (within 24 hours).
• Use CRM system for calls, leads, quotes, and customer management.
5. Understand functional product/service and company knowledge.
• Be proactive to uncover signs that indicate the customer has problems we can solve with our product/service/company features.
• Develop and maintain a list of Features, Advantages and Benefits for the company and for each of the products and services sold.
• Update yourself on changes to manufactures’ discounts, special programs, sales, new and used equipment arrival. 6. Obtain and retain knowledge of the competition and their products.
• Maintain knowledge of competitive activity and competitive products.
• Report all competitive sales.
7. Communicate with all levels of the company to ensure that all service to our customers is taken care of and no profit opportunity is lost because of a lack of communication.
8. Develop an understanding of the equipment industry.
• Actively participate in industry specific trade organizations and associations.
• Subscribe to and read sales and marketing publications.
9. Maintain an active list of prospects by market covered.
10. Conduct pre-call planning activities.
• Plan and set the objectives of the call.
• Organize and review prospect information frequently.
11. Follow all training assigned as directed.
• Insure that all training offered is followed and completed as assigned.
13. Maintain a high level of professional image.
• Maintain a professional dress.
• Maintain a clean vehicle
• Maintain a courteous interaction with customers.
Standards of Performance:
In the construction technology division, the communication skills and dedication of the sales staff is important. These individuals by nature of their work are expected to take time, effort and a willingness to meet the customer’s needs and expectations. The attitudes, actions and activities performed by all personnel are the foundation of our business. It starts with you. Performance will be evaluated by the following: • Sales revenue • Product and application knowledge • Gross margin generated in dollars. • Awareness of market activity • Knowledge of customer’s business activities • Units sold. • Gross margin generated as a percentage.
MINIMUM REQUIREMENTS:
• Previous outside sales experience required, preferably in the construction technology industry or construction equipment industry.
• Must have a focus and willingness to complete task with an extraordinary level of detail and accuracy.
• Must be willing to work on job sites to provide training, demonstrations and troubleshooting.
• Must have proficient computer skills as well as an advanced aptitude in Word, Excel, and PowerPoint.
• Must be able to clearly communicate in person, by phone and in writing.
• Must be able to present business information on a one-on-one or group basis.
• Must have strong time management skills.
• Must have a clean driving record.
• High School diploma required
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Beard Equipment Company was founded in 1970 by William B. Beard Sr. as a John Deere Construction and Forestry dealer. The first dealership was located in Pensacola, Florida. Operations grew to include Panama City in 1972, Mobile, Alabama in 1982, Freeport in 2004, Jacksonville, Lake City and Palatka in 2011, Tallahassee and Perry in 2014, and Ocala in 2015. Mr. Beard believed in taking care of customers and having agreements based on handshakes. He felt that the two most important company assets are the relationship with our customers and having high quality employees. The company continues to operate with these values at the core of our philosophy. Three generations of the Beard family have operated the business over the last 40 years and the family approach to customers and employees is a key ingredient to our success. Today more than 300 hard working employees serve customers across all of our equipment divisions. They are all linked by one common goal: Focusing on our customer and their equipment needs.
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