Regional Sales Representative - Heavy Equipment

Position Objective

This role will be responsible for generating sales for JDC product lines—including rentals, equipment sales, service, and parts—as well as growing sales with new and existing customers in the electric utility, transmission & distribution, telecommunications, and hydro-excavation industries. The position will focus on driving business development and fostering customer satisfaction.

Job Responsibilities

• Schedule appointments and visit existing customers to review product needs and determine other opportunities within the commercial and municipal markets.
• Promote part/product quotes as required.
• Generate new customers and explore new markets as directed, including the electric utility sector.
• Continuously update customers on part/product changes and modifications.
• Promote service, maintenance, and rebuild capabilities.
• Provide solutions to customers’ problems.
• Attend local trade shows and conferences as directed.
• Conduct part/product introductions and demonstrations as required.
• Maintain complete knowledge of parts suppliers and product lines and promote accordingly.
• Aggressively canvas, solicit, and drive new parts, service, and rental revenue in the assigned geographic market.
• Serve as liaison between customers and the company for up-to-date status of service, pricing, and new product releases.
• Maintain and update customer accounts in CRM, including contact names for future sales.
• Utilize CRM to report on market opportunities and activity.
• Keep current on new products, services, procedures, and tools by attending training and departmental meetings.
• Provide competitive information from the field related to product pricing and trends.
• Meet and exceed facility key measurements to ensure profitability and future growth.
• Assist in identifying and selling obsolete/overstock inventory.
• Forecast product sales as required.
• Follow all company policies and procedures.
• Adhere to strict approval processes for all financially impactful decisions.
• Perform other duties as assigned.

Requirements

• Sales or Rental experience working in a heavy equipment or truck dealership environment.
• Three years’ experience in the electric utility, hydro excavation, transmission & distribution industry preferred.
• Proven track record of success selling to commercial entities.
• Demonstrated ability to plan, prioritize, organize, and motivate in a high-performance work environment to achieve established goals while maintaining respect for people and customers.
• Proven track record of customer focus.
• Ability to resolve conflicts and solve problems.
• Strong communication and interpersonal skills (listening, verbal, and written).
• Knowledge of parts distribution procedures.
• Working knowledge of Word, Excel, etc., and ability to learn JDC software.
• Knowledge of parts aftermarket.
• Ability to effectively manage multiple tasks in a fast-paced environment.
• Maintain a clean driving record and be capable of meeting requirements to drive company vehicles (including pick-up trucks and vans) as they pertain to the job.

• > 20% of time.  Travel as required by business needs determined by both parties.

The Way We Work

• Work and accept responsibility to search for, create, and execute new and innovative approaches to improve the performance of JDC’s services and objectives.
• Assist external and internal customers to serve their needs and take responsibility for continuously improving customer service.
• Foster meaningful interaction through the exchange of information to produce understanding.
• Continuously develop and use effective strategies and interpersonal styles to engage and guide others toward the accomplishment of identified objectives and goals in the best interest of JDC and its customers.
• Consistently work toward the common good of the organization and encourage others to do the same.
• Conduct oneself in a professionally appropriate and respectful manner at all times.
• Apply proper safety and security practices according to established protocols, guidelines, and policies.

The individual in this position will interact regularly with employees and managers in other departments and locations within the company. Receiving and reacting to directions from others besides the immediate supervisor will be required periodically. Conversely, there will also be times when the person in this position must give direction to others.

Jack Doheny Company is an Equal Opportunity Employer