Sales Representative

At Peterson, we partner with our customers to build the future. For over 90 years, our peoples’ work has shaped the communities where we live, where we raise our families, and where we thrive. Peterson’s legacy permeates every aspect of our communities. From roads and bridges, back-up power at hospitals, fire-fighting, concerts and moving goods; we are everywhere you look. At Peterson, you don’t just have a career, you have a purpose.

Our family-oriented environment is built on safety, winning, growth, and professional achievement. Hiring and developing exceptional people is critical to our continued success. We have high standards for a good reason: our people represent Peterson, our family, our brand, and our values.

You have high expectations too. You are exceptionally motivated, have outstanding skills, and want your work to matter.  Peterson offers competitive wages, generous benefits, and promotional opportunities at a family-owned and operated business. It’s time to use your skills and passion to do work that matters!

Job Description

Peterson Cat has a need for a Sales Representative based at our San Martin, CA location.  

SUMMARY

This position conducts sales and marketing activities in an assigned territory. Working under occasional supervision, performs a wide variety of sales and marketing duties requiring extensive knowledge of all products for which Peterson is a dealer. Maintains close liaison and frequent communications with customers and works to develop new business. Coordinates and cooperates with several departments to accomplish job.

ESSENTIAL JOB FUNCTIONS

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign the functions to this job at any time due to reasonable accommodation or other reasons. Job functions include the following. Other duties may be assigned.

• Is responsible for the promoting and selling of heavy machinery/equipment within an assigned territory.
• Is responsible for maintaining and growing Peterson’s market share within an assigned territory.
• Organizes day in order to call on as many prospects as possible.
• Locates prospects to make face-to-face presentations.
• Makes face-to-face customer calls at an average of 4 or more per day.
• Contacts potential customers by telephone when face-to-face call is not practical.
• Calls on all assigned accounts at least once each year.
• Presents sales literature and brochures to customers and prospects.
• Informs customers of new product developments in improvements.
• Identifies and calls on the decision-maker in customer's company.
• Corresponds with customers in writing as follow-up of contact when appropriate.
• Recognizes and develops new prospects in the territory.
• Maintains ongoing awareness of any potential customer for Caterpillar products and/or services within the assigned territory and immediately responds to the opportunity. 
• Presents equipment features and benefits to customers in person, and determine additional information needed to meet the customer’s specific needs.
• When appropriate provides written summary that includes the cost benefits to the customer by purchasing Caterpillar equipment and the equipment features and benefits compared to similar competition.
• Attends bid openings when appropriate to learn results of certain key projects being bid by customer. Also keeps abreast of local trade newspapers, Internet sites and other sources for contract awards within the territory.
• Maintains frequent communications with the Product Support Sales Representative (PSSR) to exchange customer information.
• Create when required, pro forma financial analysis of customer expected returns and financing options.   
• Is responsible for submitting required territory data to management in a timely manner (i.e. Lost Sale Reports).
• Attend and participates in team strategic sales meetings and trade organizations. Support marketing activities by attending Trade Shows, conferences and other marketing events.
• Coordinates and attends delivery of each new or used machine sold.
• Follows up with customer after sale to ensure machine acceptance and satisfaction.

·         Up to 20% local and regional travel required.

• Operate company or personal vehicle as needed.

OTHER JOB FUNCTIONS

• Works collaboratively in a team environment with a spirit of cooperation.  
• Displays excellent communication skills including presentation, persuasion, and negotiation skills required in working with customers/ coworkers, including the ability to communicate effectively and remain calm and courteous under pressure. 
• Respectfully takes direction from supervisor/manager.  

QUALIFICATIONS

Bachelor's Degree from a fully accredited college in Business, Sales, or Marketing or other closely related field; and a minimum of four years of directly related experience, preferably in a heavy industrial environment; or an equivalent combination of education and work experience.

CERTIFICATES, LICENSES, REGISTRATIONS

Valid Driver’s License with an acceptable driving record.

The pay for this position is $80,000.00. This job also participates in a commission plan. We also offer a total compensation package in addition to base salary.