Work Tool Sales Specialist

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.

JOB SUMMARY:  The Work Tool Sales Specialist is responsible for providing sales support to retail customers and out of network wholesale customers. This role will partner with various divisions within WSECO and is responsible for finding and developing new customer accounts, growing revenue with existing customer accounts, facilitate lead generation, and qualify leads generated through telemarketing and other indirect channels.  This will include inventory and website management, pricing strategies, and promotional campaigns.  Works and collaborates with General Line Sales Team, Caterpillar, and Allied partners to build beneficial relationships.

ESSENTIAL FUNCTIONS: 

Safety

• Actively cares, promotes, manages, and advocates safety at Western States.  As a 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 environment for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.
• Ensuring safety boots, high vis vests, safety glasses, and all required PPE are secured for internal and external clients entering the yard.

Job Duties

• Proactively grow the loose work tool sales through in network and out of network channels.
• Meets established key performance metrics for work tool inventory, including but not limited to: Inventory Turns, Inventory Aging, Gross Profit and Work Tool Revenue.
• Autonomously collects payment and transacts at conclusion of sales process.
• Supports General Line sales team by providing quotes and any associated programs that are applicable.
• Stays current on industry trends and offerings from Caterpillar and allied partners.
• Qualifies prospects through both indirect and direct communication. Enters data in Client Connect to track business activities.
• Subject matter expert on high end and complex work tools such as Rototilt and TRS systems, Road Widener products, and other hydro-mechanical tools.
• Coordinates with sales and marketing to support and oversee Trade Shows, Industry Events, Industry Memberships, Field Days, and other activities that enhance our customer experience.
• Establishes positive relationships with both Caterpillar and Allied vendors to identify new and emerging opportunities.
• Works with sales and demand planners to optimize sales inventories.
• Works with management to identify opportunities to enhance aged inventory and disposal strategies.
• Stays current on product training and supports GNL sales team.
• Promotes and adheres to client care standards.
• Performs other duties as assigned.

SKILLS, KNOWLEDGE, AND ABILITIES:   

• Proficient with Microsoft products or other comparable systems.
• Experience with Caterpillar products and business systems.
• Technical knowledge of work tools and applications.
• Proven success as a sales professional.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED) required. College degree in Business Administration, Marketing or equivalent work experience preferred.
• Minimum of one year sales experience in a heavy equipment environment required. Caterpillar experience preferred.
• Proof of valid driver’s license and acceptable driving record required.
• Must be able to communicate (speak, read, comprehend, write in English.)

PHYSICAL CHARACTERISTICS: 

• Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting.
• Ability to lift up to 30 lbs. in accordance with Western States’ Lifting Policy to include amount and approach.
• 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.