Provide representation for Cashman Equipment to their assigned customer account base by maintaining contact and accurate customer account information with your customers by making a minimum of 15 customer phone contacts a day.
Through proper needs analysis and customer relationships, generate maximum revenues and profitability with assigned customer base.
Develop assigned customers base into territory accounts through increased sales of all EPG offerings.
Provide and coordinate sales and rental product support activities within assigned territory and/or assigned account to obtain maximum Sales, Rental, and Product Support grow revenues and maximum profitability.
Monitor all sales, rental, and product support activity within assigned territory and/or assigned accounts to ensure that all losses are reported, including transaction prices.
Facilitate the development of marketing plans to maximize awareness levels of competitive sales, rental, and product support activity.
Maintain knowledge of product lines, service and support capabilities, marketing programs and objectives relating to Power Systems sales, rental and product support to ensure effective representation of Cashman Equipment with customer.
Establish and maintain effective working relationships with customers, through numerous personal visits per year plus other phone and marketing activities as necessary; to determine equipment needs and provide information concerning the availability of new, used, and rental products offered by Cashman Equipment.
Assist in implementing department marketing programs designed to increase customer awareness of existing equipment and new products; identify new customers for Cashman and enhance market penetration and sale/rental effectiveness within assigned territory and/or assigned accounts.
Negotiate and close equipment sales, rental, and product support agreements within the given parameters on price or gross profit with customers to ensure the best possible position of Cashman Equipment in meeting profit objectives in light of customer purchase requirements.
Provide continuing contact with customers after sales, rental, and/or product support by responding to questions and technical problems; to coordinate, when necessary, repair and maintenance activities by Cashman service personnel; and to keep management informed of customer concerns and problems.
Prepare necessary reports, summaries, and other information designed to provide accurate data to management regarding sales/rental activities, customer contacts, expense accounting, and other information necessary to support or monitor sales effectiveness; prepare and submit reports in a timely manner to ensure that required information is provided in accordance with established reporting schedules.
Work with the Credit Department to ensure that all customer accounts within assigned territory and/or assigned accounts are maintained and monitored in an acceptable manner to support sales/rental activities, as well as assisting in the execution of all pertinent financial documents within the required time frame as required by Cashman Management. Credit approval required before machine shipment.
Ensure that personal conduct reflects favorably upon Cashman Equipment Company at all times. Honest and ethical business practices are required.
Enable Cashman to achieve its objective of Safely Home. Everyone. Every Day.™ by promoting a positive safety culture and adhering to all company safety policies, procedures and practices.
Notify supervisor of any accidents or safety hazards observed.
Job requires traversing rough and uneven ground and driving to and from customer and job sites.
Excellent verbal and written communication skills.
Provide necessary information to staff for accurate inventory maintenance, invoicing and sales tax. 100% accurate and complete Sales Orders.
Maintain an exceptionally strong working relationship with Credit, Parts, and Service functional areas.
Return all required customer signed documentation within three (3) days of receipt.
Maintain maximum attainable profitability for Cashman on all sale and rental transactions.
Provide EPG department with accurate inventory condition reports for rental fleet monthly.
Manage demonstrations limiting time to two (2) days maximum, to credit approved customers only.
Minimize transportation cost between branch locations.
Provide competitive information and solutions to management for review to assist in marketing plan development.
Maintain Call and Mail list name and address within Dealer Business Systems (DBS) for accuracy. Minimum fifteen (15) changes per month.
Provide Competitive Activity Reports (CTR) on all new and rental lost opportunities. Reported monthly.
Prospect, negotiate, and close used/rental roll-out equipment transactions to achieve minimum goals set by management.
Teamwork: Each Power Systems team member has assigned responsibilities for individual achievement but additional responsibilities for the success of the Power Systems Sales Team. The Rental Salesman is expected to: provide assistance to EPG salesmen and rental store employees, assist in training the rental counter personnel, closing guidance on air and pumps transactions and assist in the closing of any other power systems generated activity.
Complete and maintain reports as required by: Used Equipment Manager, Rental Manager, Sales Manager, and Sales Operations.
KNOWLEDGE, SKILLS AND ABILITIES:
Certificate of technical training in job specific functions (i.e., engines, fuel systems, power generation, electrical codes, etc.)
Trained and certified to operate equipment and a lift truck.
Proficient computer technology skills, including ability to utilize company authorized software.
Adhere to all company and department personnel policies and procedures.
This job description is not all-inclusive. Other responsibilities may be assigned as required by management.
The company reserves the right to reverse or change job duties as the need arises. And, this description does not constitute a written or implied contract of employment.
Customer or territory assignments may be changed at any time: SOLELY AT MANAGEMENT DISCRETION.
A Power Systems Sales Representative may not receive commissions or other compensation from: brokers, customers, competitive rental houses or competitive dealerships for the sale or rental of non-Cashman owned machinery within his territory/assigned customers.
Attend and participate in company provided training classes.
EDUCATION AND EXPERIENCE:
Two (2) year degree in Business or related field. (May be waved due to experience level).
One (1) to five (5) Direct, Field Sales, CAT or competitive experience.
Knowledge of Power Generation Products including Switchgear and UPS systems/Compressed Air Products/Industrial Engine Applications, as well as any other products represented within the Power Solutions Division.
Demonstrated revenue, profit, time and expense management.
The physical demands 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.
Stand/walk 1-4 hours in a day. Sit 5-6 hours in a day.
Must be able to exert 20 lbs of force occasionally and 10 lbs. of force frequently.
Position requires reaching, grasping, walking, climbing, bending, kneeling, and standing.
Position requires traversing rough or uneven ground. Construction sites and customer locations.
Must be able to effectively communicate, both written and verbally, for contact with customers and co-workers.
Must be able to read and comprehend information received via computer terminal, specification reports, memos, and reports.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Field environment with exposure to adverse weather conditions including heat, cold, wind, rain, dust, and dirt.
Employee is frequently submitted to high levels of stress.