Manages sales of Light Construction Equipment within the domestic sales function. Contacts are assigned customer accounts or prospects to sell company products and services within a designated geographic territory or by nature of customer. Focuses on personal sales targets, new business development, maintaining customer relationships and troubleshooting on problem or key markets. 1. Manages sales of new Light Construction equipment. • Collaborates with the Sales/Operations Manager to set quotas, implement sales action plans, and monitor economic trends and new product development. • Prepares monthly, quarterly and annual sales forecasts, budgets and prospect reports. • Prepares sales presentations, contracts and proposals (i.e. proactive equipment replacement proposals). 2. Establishes and builds strong customer relationships that allow for new, continual and ongoing representation reinforced by sales programs and communications to other relevant company functions/ divisions. • Initiates direct sales activities with existing customers and new prospects within assigned territories. • Acts as customer representative for SMS and as focal point for communication between customer and SMS. • Becomes knowledgeable and involved in all aspects of customer relationships with SMS, including services, sales, pricing and goodwill. • Assists customer in implementing equipment changes for improvement and reduced operating costs. • Ensures feedback of customer problems to SMS so that solutions to recurrent problems can be developed. • Develop regular call schedules and close relationships with customer staff at all levels in their companies. • Prepares informative written call reports. 3. Meets personal sales targets as established. • Focuses on accounts which are stable in nature within identified markets or geography. • Utilizes Company technical, sales and promotional resources to generate leads and achieve sales goals. • Applies IMPACT Sales process to achieve results. 4. Special projects as assigned. • Participates in major promotions, new product launches, and new marketing initiatives. • Involvement with professional associations and affiliations to build customer networks and relationships (i.e. Lanta, Roadbuilders, etc). Qualifications The ideal candidate will have a strong sales orientation with 3-5 years’ experience within the Construction/industrial industry. The ability to operate in a diverse environment with a significant focus on client and customer relations is essential to success in this role. The work requires a sound understanding of the underlying theoretical principles and concepts associated with the subject area and an understanding of the relation of these to the responsibilities of the position. Must be ambitious and aggressive, proactively acquiring cutting edge technology and “best practice” pertaining to the Company’s products and services; enhancing expertise, performance and bottom line productivity. Strong computer skills to demonstrated in software application as required in the performance of job responsibilities. Able to consistently make sound decisions under pressure; possess good judgement, initiative, dependable, innovative, creative and meeting deadlines is essential. Considerable travel is required to develop and maintain crucial relationships with remote customers. Special markets/complex product lines assigned require significant client relationship skills. Specific product training development for product knowledge/ expertise will be required.
SMS Equipment Inc