Territory Manager

Jesco Inc; City of Middletown (NY); On-site; USD 60,000 - 110,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401(k) Plan with Company Match

Paid Time Off

Job summary

JESCO is a premier dealer of heavy construction equipment and technology, representing John Deere and many major brands. The Territory Sales Representative will manage direct sales of new, used, and rental equipment to assigned accounts, from lead generation through quote and close, while building long-term mutually beneficial relationships.

Responsibilities include bidding, price quotations, product demonstrations, and on-site training.

Qualifications

• Five years of proven outside sales experience.
• Knowledge of construction and/or industrial equipment operation and applications.
• Strong interpersonal and oral communication skills.
• Strong presentation skills and professional appearance.
• Negotiation and business acumen.
• Proficiency in Microsoft Office products and CRM systems.

Responsibilities

• Track construction bid results to identify opportunities with existing accounts and prospects.
• Determine customer needs and select equipment configurations to meet technical requirements.
• Perform trade evaluations on new quote opportunities.
• Perform price calculations and generate customer quotations.
• Write bid specifications favoring John Deere products for government bids and purchases.
• Demonstrate products to prospective buyers and communicate features and benefits.

Skills

Outside sales

Interpersonal skills

Presentation skills

Negotiation

CRM experience

MS Office

Tools

CRM systems

MS Office

Job description

Description

JESCO is a premier dealer of heavy construction equipment and technology in the Northeast and Mid-Atlantic regions. We proudly represent John Deere, Wirtgen, Kleeman, Vögele, Hamm, Ditch Witch, Magni, Topcon, and many more products for purchase, rental, parts, and service. Family-owned and operated for more than 50 years, we are hiring to grow our award-winning company!

Territory Sales Representative Function:

The Territory Sales Representative is responsible for the direct sale of new, used and rental of John Deere Construction & Forestry and Allied Products to assigned accounts. Responsible for all sales activities, from lead generation through quote and close. Build and maintain strong customer relationships focusing on long term mutual growth.

Responsibilities

• Track construction bid results to identify opportunities with existing accounts and prospects.
• Determine customer needs and select applicable equipment configurations to meet customers' technical requirements and applications.
• Perform trade evaluations on new quote opportunities.
• Perform price calculations and generate customer quotations.
• Write bid specifications that favor John Deere products for government agency bids & purchases.
• Perform product demonstrations to prospective buyers while effectively communicating features and benefits of our products and services.
• Perform Operation & Maintenance training on new equipment deliveries.
• Attend and participate in trade shows, conferences and other industry related networking events.
• Maintain awareness of pertinent client information including key influencers and decision makers, future purchasing plans, payment or financing preferences and fleet profiles.
• Maintain records of customer communications, personal visitations and opportunities in the company CRM system.
• Communicate any client information that may affect company decisions to appropriate department personnel as needed.
• Assist in the resolution of outstanding accounts receivables or other client concerns or disputes.
• Maintain knowledge of competitors’ products and identify and report intelligence on competitors pricing or marketing strategies to management and peers.
• Submit a verity of sales reports as required including activities, opportunities, deals pending and adherence to goals.
• Maintain current knowledge of JESCO products.
• Understand and comply with established guidelines that ensure a safe and healthy work environment.

Performance Measures

• New and Used equipment Sales
• Rental Revenue
• Gross Profit Margin Achieved
• Market Share
• Number of New Accounts
• Call Frequency Achievement
• Trade Appraisal Detail & Accuracy
• Conflict Resolution
• Product & Selling Skills Learning
• Timely and Accurate Sales Reporting

Requirements

• Five years of proven outside sales experience.
• Knowledge of construction and/or industrial equipment operation and applications.
• Strong interpersonal and oral communication skills.
• Strong presentation skills and professional appearance.
• Excellent planning and organizational skills.
• Strong written communication skills with exceptional presentation.
• Negotiation and business acumen.
• Proficiency in Microsoft Office products and CRM systems.
• High energy, excellent self-motivation and work ethic.

Physical Requirements:

• Employee is expected to occasionally operate, demonstrate, climb up and down and walk around the equipment to sell to customers.
• Employee should have the physical ability to evaluate equipment for trade.
• This includes climbing on the equipment and operating the equipment.
• Employee will be expected to drive a vehicle and cover a particular assigned territory.
• Driving in a vehicle may be up to 80% of their day.
• Employee must be able to travel by air to attend any Sales related or professional development events or as required by the company.
• Employee should be able to lift and carry 50 pounds.
• Candidates should be able to walk on uneven surfaces and terrain, work in construction site environments to meet with customers on jobsites.

Certifications/Licenses:

• Valid Driver's License – Candidates must meet JESCO’s outside insurance underwriting requirements.

Benefits:

• Medical, Dental & Vision Insurance
• 40(k) Plan + Company Match
• Paid Time Off (PTO)
• Growth opportunities
• College Savings (529) Plan
• EAP (Employee Assistance Program) – includes three (3) free counseling sessions,
• Paid Training Family owned and operated
• Paid Company Holidays
• Discounts on products
• Base + Commission Pay Structure Company vehicle.

Pre-Qualifications for Employment At JESCO

• JESCO participates in E-Verify to ensure that all of its employees are legally able to work in the United States.
• All job offers are contingent upon the successful candidate completing and passing criminal and other background checks, a physical examination and drug testing, all done at the company’s expense.
• All employees required to operate a company vehicle or their own personal motor vehicle as an essential function of their job must meet JESCO’s outside fleet insurance underwriting requirements.

We are an equal opportunity employer and prohibit discrimination and harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.