It’s your time, make it matter.

At Peterson, we partner with our customers to build the future. For over 85 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/Combo based at our Susanville, CA location.

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.

• Maintain and grow Peterson’s market share within the assigned territory by promoting and selling heavy machinery, equipment, attachments, and parts as well as Peterson services and maintenance contracts within the assigned territory.
• Execute a strategic sales call itinerary within the assigned territory, maintaining a strong focus on expanding existing gas engine accounts while promoting parts and service capabilities.
• Make sales calls on the decision-maker in existing and prospective customers’ business; prepare and present quotes, sales proposals, and estimates.
• Present equipment features and benefits to customers and determine additional information needed to meet the customer’s specific needs.
• Maintain and nurture new and existing customer relationships through frequent contact to ensure customer satisfaction; intercede to solve problems and disputes when needed.
• Utilize customer relationship management (CRM) software to document sales activities, manage customer information, track opportunities, and ensure timely follow-up with prospects and existing customers.
• Present sales literature and brochures to customers and prospects and provided information on new product developments and improvements.
• Maintain ongoing awareness of any potential new customer within the assigned territory; quickly respond to opportunities with in-person presentations when possible; contact by telephone or email when in-person is not practical.
• Provide written cost-benefit summaries for purchasing Caterpillar equipment compared to similar competition, when necessary.
• Create pro-forma financial analysis of customer expected returns and financing options, when required.
• Attend bid openings when appropriate to learn results of key projects being bid by customers.
• Keep current on contract awards within the territory, customer equipment inventory, customer needs, new products and product changes, and relevant company sales policies, procedures, and promotions.
• Cooperate and regularly communicate with Sales, Service, and Parts personnel to support and exchange information on new and existing customers as needed.
• Submit required territory data to management in a timely manner.
• Ensure required customer paperwork is complete, accurate, and submitted on time.
• Attend and participate in team sales meetings.
• Attend trade shows, conferences, and other marketing events and continually gathering information on prevalent industry and business climate within the region.
• Coordinate and attend delivery of sold machines whenever possible and follow up with customers after sales to ensure machine acceptance and satisfaction.
• Travel up to 60% of the time to customer locations and job sites to perform outside sales duties; operate company or personal vehicle as needed.

OTHER JOB FUNCTIONS

• Contribute to and encourage the submission of cost improvements.
• Maintain membership and participation in trade organizations pertinent to heavy equipment market and customer base.
• Work collaboratively in a team environment with a spirit of cooperation.  
• Display 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 take 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 (4) years of directly related experience, preferably in a heavy industrial environment; or an equivalent combination of education and work experience.

CERTIFICATES, LICENSES, REGISTRATIONS

• Must maintain a valid driver’s license and satisfactory driving record.

Peterson Tractor Co. is committed to equal employment opportunity and affirmative action. Minorities, females, veterans, and individuals with disabilities are encouraged to apply. A drug screen and background check is required.