Inside Sales Representative

Inside Sales Representative (ISR) –

Position Summary

The Inside Sales Representative (ISR) is responsible for proactively managing customer relationships, identifying sales opportunities, and supporting the growth of Caterpillar equipment, parts, service, and technology solutions within an assigned territory. The ISR serves as a trusted advisor to customers by leveraging CRM tools, equipment data, and customer insights to increase machine uptime, customer loyalty, and revenue growth.

Key Responsibilities

Customer Relationship Management

• Maintain regular contact with assigned customers through phone, email, and virtual meetings.
• Build strong relationships with equipment owners, fleet managers, and business decision makers.
• Conduct customer business reviews and identify opportunities to improve equipment performance and productivity.
• Document all customer interactions and opportunities in D365 systems.

Sales & Business Development

• Generate leads and qualify sales opportunities for new and used Caterpillar equipment.
• Promote Product Support solutions including:
• • Customer Value Agreements (CVAs)
  • Parts sales
  • Service agreements
  • Preventive maintenance programs
  • Extended Protection Plans (EPP)
  • Technology and telematics solutions
• Sales Representatives , Product Support Sales Representatives (PSSRs), and other dealership personnel to maximize customer coverage.

Equipment & Data Analysis

• Utilize VisionLink, SIS, and dealership systems to identify customer opportunities.
• Analyze machine utilization, idle time, service history, inspections, and warranty data.
• Recommend corrective actions and value-added solutions based on fleet performance.

Territory Management

• Prioritize outreach activities based on customer potential and business objectives.
• Execute dealer sales campaigns and marketing initiatives.
• Support customer retention and conquest activities.

Administrative Duties

• Maintain accurate sales pipeline forecasts.
• Update CRM records and opportunity tracking.
• Prepare quotations and coordinate follow-up activities.
• Ensure compliance with dealership and Caterpillar sales processes.

Qualifications

Education

• Associate's or Bachelor's degree in Business, Marketing, Engineering, Construction Management, or related field preferred.
• Equivalent industry experience may be substituted.

Experience

• 2+ years of sales, customer support, construction equipment, heavy equipment, or related industry experience preferred.
• Experience with Caterpillar products and dealer operations is highly desirable.

Skills

• Strong customer service and relationship-building skills.
• Effective verbal and written communication abilities.
• Ability to analyze equipment data and identify business opportunities.
• Proficiency with CRM software, Microsoft Office, and dealer business systems.
• Time management and organizational skills.
• Ability to work independently while collaborating with cross-functional teams.

Key Performance Indicators (KPIs)

• Sales revenue growth.
• New opportunity creation.
• Customer contact frequency.
• CVA growth and retention.
• Parts and service sales growth.
• Customer retention rate.
• Pipeline management accuracy.
• Lead conversion rate.

Preferred Caterpillar Knowledge

• Caterpillar Construction Industries equipment.
• Product Support programs.
• VisionLink and telematics solutions.
• Cat Financial offerings.
• Warranty and service processes.
• Customer Value Agreements (CVAs).
• Dealer CRM and sales funnel management.

Typical Reporting Structure

Reports To: Product Support Sales Manager, Sales Manager, or Product Support Manager

Works Closely With: PSSRs, TSRs, Parts Department, Service Department, Marketing Team, Cat Digital Team, and Operations Management.

Dental Insurance, Life Insurance, Medical Insurance, Paid Time Off, Retirement, Vision Insurance.

Kelly Tractor Co. serves its customers with a wide variety of machines from some of the world’s foremost manufacturers, including but not limited to: ABI Hose reels, Caterpillar, CAT Lift trucks, Genie aerial lifts, Harlo, JLG scissor lifts, Jungheinrich lift trucks, Kalmar, Mitsubishi Forklift Trucks, IMT Drill Rigs, Landpride, Link-Belt Cranes, Marden Industries, Massey Ferguson AG Tractors, Fendt Rogator, Schulte, Sullair, Sullivan Palatek, Supertrak, Terragator, Wacker Neuson, Weiler paving products and many more!
Since 1933, Kelly Tractor Co. has provided rentals, leasing, sales and servicing of all types of construction and industrial equipment to the following markets: highway and bridge building, water and sewer, land development, housing, aggregate quarries, agriculture, warehousing, seaports, marinas, and other markets.
Kelly Tractor Co. and its affiliates employ more than 500 people in South Florida and more than 150 of them provide parts and service support. The company is headquartered in a 240,000 square-foot complex in Miami, with branch locations in Davie, West Palm Beach, Clewiston, Fort Myers, Fort Pierce, Orlando (CAT/Used forklifts and Link-Belt cranes, and Mulberry (IMT drill rigs, Link-Belt Cranes).