Territory Sales Representative

Join the Carolina Cat Team

As a family-owned company under our third generation of leadership, we have built our business based on the principles of trust, integrity, and a desire to help our customers and employees succeed.

Since 1926, we’ve supported our communities by supplying equipment for critical infrastructure and commerce and by donating our time and resources to area nonprofits. We make smart investments in our company and continuously improve as part of our vision to be a trailblazing company that’s built to last.

We’re looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we’re committed to providing a work experience that helps our team grow to their full potential.

Collectively, our employees work together to make a difference for our customers, our communities, and our company. Learn more about what it means to become a team member with Carolina Cat.

Summary

The Territory Sales Rep is responsible for representing CAT construction equipment in a defined geographic territory with the ultimate goal of sale or lease purchase of these products. You will be combining technical knowledge with sales skill to profitably grow revenue for the company and maximize market share. This position requires someone that has a strong technical acumen, is assertive, personable, and solutions-oriented. In this position, you will identify new sales opportunities and manage a book of assigned business, develop sales proposals, estimates, and presentations. You will prepare strategic plans to increase revenue and position Carolina CAT as the premier partner for construction equipment. The ability to work with people and teams is essential - therefore mirroring the value profile of Carolina CAT. 

Essential Functions

• Strategically identify opportunities to grow sales profitably with new and existing customers within an assigned territory.  Develop and execute account plans for existing and potential target accounts.
• Partner with the customer to understand their business and serve as a trusted advisor who understands their needs.
• Develop and deliver product demonstrations and sales presentations that explain why a customer should consider a change, why it makes sense now and then why you and Carolina CAT are in the unique position to deliver the solutions that will benefit the customer.
• Think critically and suggest improvements that lead to risk mitigation, cost savings, profitable revenue growth or other customer goal achievement.
• Understand and Report on significant market trends and competitive intelligence.
• Provide clear and accurate responses for RFPs and contribute technical solutions directly to proposals.
• Identify customer business opportunities by analyzing cost-benefit ratios of equipment in customer environment or proposing changes in equipment, processes, or services.
• Develop and calculate finance solutions for varied customer needs or demands.
• Build a strong understanding of customers’ business issues ie: inventory, asset management, ROI, financial statement analysis.
• Maintain and document customer interactions within a CRM and quoting system from first meeting to deal closure and follow-up activities. 

Supervisory Responsibilities

This job has no supervisory responsibilities.  

Qualifications 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualifying individuals to perform the essential functions. 

Education and/or Experience

• Bachelor’s Degree preferred
• Previous sales experience with industrial products and services or technical sales.
• Strong project management and problem-solving skills
• Strong presentation, written, and oral communication skills.
• Ability to “think outside the box” to offer new ideas, concepts, solutions etc.
• A desire to build your career. We see this role as a feeder for our future business leaders and you should share that desire. 
• A high aptitude for mechanical process and equipment required
• Customer Empathy - Develop “loyal” and not just “satisfied” customers – Demonstrate understanding and expertise about our customers through business partnership, integrity, commitment and responsiveness.
• Be a Team Player - Be an “enterprise thinker” when discussing solutions with customers.  Predisposition towards prospecting and team selling - passing leads, intentionally helping teammates, including cross-functional and departmental networking.
• Have a Sense of Urgency – Bias towards action, prioritizing customer needs and service while also achieving constant, forward movement in the sales process. 
• Be a Critical Thinker - Leverage our entire product, services and technology portfolio to provide solutions to customers’ problems and create growth accelerators for customers’ businesses.
• Have Intellectual Curiosity - Push yourself on hard and soft skills training and development, continuously. Develop and deliver technically competent, customer facing product walk-arounds, product demonstrations and sales presentations thatalign with customer goals, challenges and growth objectives.
• Display Competitiveness and Resilience – Demonstrated persistence and ability to handle rejection.  Fanatical about understanding and executing the sales process.  Proof that you create your own economy.  Explain how failed sales attempts are not failures but investments in the process.  Hold yourself accountable, possessing leadership, motivation and purpose. 

Computer Skills

• Proficient with Microsoft Office (Word, Excel, Outlook and PowerPoint)
• Experience working with CRM 

Workplace Requirements

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Physical Demands 

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus. 

Work Environment

While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud.

We are an Equal Opportunity Employer

We require all employees to treat all our employees and candidates as equals. All personnel actions are conducted in the spirit of equal employment. We’re committed to recruit, train, promote and retain associates without regard to race, color, religion, gender, gender identification and expression, national origin, marital status, age, disability, genetic information, military status, sexual orientation or any other characteristic protected by applicable local, state or federal laws.

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