Territory Sales Representative

A Territory Sales Representative (TSR) for Wheeler Machinery actively engages our customers to provide them with world-class customer service in conjunction with the highest quality products in the industry. The TSR is responsible for establishing, growing, and maintaining customer relationships within an assigned account list and territory to achieve sales volume, market share, and profitability goals. 

Duties and Responsibilities

Primary job duties and responsibilities include the following:

• Consistently prospect for new business by identifying potential customers, making contact, and building relationships that create new sales opportunities and grow the territory
• Proactively build and maintain strong customer relationships over the phone and in person, creating loyalty and positioning Wheeler Machinery as a valued partner in their business
• Conduct high-level consultative meetings that clearly demonstrate the value of Caterpillar equipment and Wheeler Machinery versus the competition
• Maintain professional internal and external relationships that uphold Wheeler Machinery’s values and standards
• Develop a strong understanding of the products and services we provide in order to become a trusted, consultative partner in our customers’ businesses
• Own and execute all aspects of the sales process while utilizing company resources and partnering with other departments when needed
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems effectively, and demonstrate high integrity
• Consistently update CRM tools to track customer activity, sales calls, and opportunities throughout the sales process
• Perform all other duties assigned

Qualifications

• Bachelor’s degree (preferably in sales or a business-related field) or a minimum of 4 years of industry-related experience
• Knowledge of and willingness to learn the  Caterpillar product line, construction industry practices, and other competencies necessary for consulting with customers on their needs
• Strong presentation, organizational, and time management skills
• Self-motivated, driven, and results-oriented
• Strong commitment to providing an exceptional customer experience
• Ability to effectively handle customer objections and resolve problems
• Comfortable initiating conversations, developing new relationships, and pursuing new business opportunities
• Ability to take ownership of an assigned territory, stay organized, and consistently follow through on commitments
• General computer skills including Word, Excel, and Outlook, along with the ability to utilize CRM tools to manage customer visits, generate quotes, and process sales data
• Effective communication and interpersonal skills

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).