Business Development Representative, Product Support

SUCCESS AT WESTERN STATES: Western State's culture is based on passion for our Vision, Purpose, 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. We drive INNOVATION by challenging the status quo and embracing change.

JOB 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.

ESSENTIAL FUNCTIONS:

Safety

• Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.
• Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.

Customer Service and Sales Performance

• Promotes and sells the Western States' product support services and products into assigned territory. Meets sales objectives.
• Contact 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 support agreements (CSA).
• Monitors customer machine components to ensure maximum life to include condition monitoring.
• Utilize 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.
• 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.
• 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 to be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.