Parts and Service Sales Representative

Parts and Service Sales Representative

Updated 3/8/2024

Primary Responsibility Summary

The primary function is engaging with our customers by providing insight into all Southeastern's services and offerings. The PSSR is an outside sales representative for Southeastern. The PSSR is accountable for selling OEM and aftermarket parts, service labor, consignment parts, machine inspections, extended warranties, telematics services, machine control solutions, preventative maintenance contracts, and attachments.

The PSSR will build client relationships by visiting client locations and job sites, conducting follow-up activities on sales calls, addressing customer concerns, promoting aftermarket sales, providing technical expertise, and collecting information to enhance the customer experience.

Reporting Structure

Reports To: Product Support Manager

Travel Requirements

This role is a field role and requires extensive travel within the stated territory. You are expected to be on the road 80% of the time within your territory. 90% of travel will be within 1-2 hours of your home branch. You may also be required to attend overnight training and vendor trips.

Metrics Accountable

Monthly Sales Volume

Call Logging/Customer Visits

New opportunities opened

Dollars quoted

Gross margin

Responsibilities

Values and Mission (Uphold)

Upholds Southeastern Equipment's Values, Vision, and Culture.

Passion

We create relationships, not transactions.?

Niche

Through high levels of customer experience, we provide solutions and expertise to help customers move material to build the future.

Values

Passion - We have steadfast determination.

Helpful - We are reliable.

Hustle - We have grit and do more than what is required.

Human - We treat everyone with empathy and dignity.

Customer First - We make sure our customers are cared for first.

Customer Relationship Management (Maintain)

Managing the territory and accounts assigned by maintaining organized contact.

Building and maintaining strong client relationships by addressing customer concerns, performing follow-up activities, and promoting aftermarket sales.

Addresses customer issues and resolves problems quicky and effectively.

Performs follow-up visits after machine delivery and major services.

Provides limited technical support.

Sales Generation and Strategy (Grow)

Following the SEC sales process including qualifying, quoting, and closing.

Generation of new business for parts and service.

Lead generation/handoff for machine sales.

Identifying and reaching out to potential customers who are inactive or have not conducted prior business with Southeastern ("prospecting").

Identifying and pursuing high value target customers.

Researching and analyzing market trends and developing a plan to achieve sales results.

Product and Promotional Knowledge (Inform)

Staying informed and completing training on new products, promotions, and offerings and sharing those with customers.

Participates in product presentations at customer clinics, open houses, factory sponsored training events, and dealership meetings.

Able to explain features, benefits, and advantages to customers of any product offering they are selling or involved in promoting.

Educating customers on current promotions.

Sales Documentation (Document)

Actively using the CRM to document calls logged and opportunities created.

Updating target planning sheets and providing written reviews of target account activities.

Reviewing and creating quotes and proposals for customers.

Creating and following a weekly sales plan and working with your manager to create a longer-term sales plan.

Educational and Experience Requirements

Education

High School Diploma or GED required.

Technical school degree, college diploma, or related educational experience preferred.

Experience

Four or more years of experience in a related role with involvement in activities such as sales, service, or parts.

Ability and Skills

Technical knowledge/Mechanical abilities.

Excellent customer relationship skills.

Ability to write and speak effectively and professionally to individuals and groups.

Ability to use standard desktop or laptop computer and related programs: Microsoft Office, Salesforce, plus ability to effectively navigate the internet.

Physical Requirements and Working Conditions

Work is typically performed within a store environment and at a customer's jobsite/location with exposure to extremes in weather.

The employee will occasionally be required to lift and manipulate moderately heavy-to-heavy objects such as parts (up to 50 pounds) and perform other similar actions during the course of the workday.

The employee will be occasionally required to lift 5-10 lbs overhead.

The employee will frequently be required to lift and manipulate 20 lbs.

The employee will be expected to climb inspect, and dismount heavy construction equipment 2-4 times per week, some weeks may be greater than 4 times.

The employee will frequently be required to push, pull, and hinge at the waist to inspect both equipment and parts

The employee is expected to be able to sit for long periods of time and operate a motor vehicle daily.

The employee will need to be able to navigate jobsites which may be through mud, ruts, rocks, and like difficult to maneuver areas.

While performing the duties of this job, the employee is regularly required to sit, kneel, stand, walk, use hands to finger, handle, or feel; and reach with hands and arms.

The employee is regularly required to talk and listen. Specific vision abilities required by this job include close vision, and distance vision.

The ability to operate a computer and cell phone is required.

Work may include exposure to extremes in temperature and humidity, moving mechanical parts, risk of electrical shock, toxic chemicals, explosive, fumes or airborne particles. The incumbent may be required to wear PPE (personal protective equipment) at times: hardhat, hearing protection, safety glasses, and safety foot wear, respirator, rubber steel-toe boots, protective clothing (rain suit, etc.), gloves, and other PPE as determined to protect the individual.

This position includes: MOTUS Reimbursement, Medical, Dental, Vision, Critical Incident, 401K and PTO.

Do you have a great work history but are hesitant to apply because your previous experience doesn’t specifically align? We encourage you to apply! Southeastern Equipment values established skill sets, tenure, and culture fit over industry experience. We recognize that individuals with diverse experiences and backgrounds are essential to our success. You may be the perfect candidate for this role or others within our organization.

Please keep in mind that the posted pay range represents the range for all positions in the job grade within which this position falls. The actual hourly/salary offer will take into account a wide range of factors, including location, certifications, and skill development.

Southeastern Equipment offers a competitive salary, full benefits (Medical, Dental, Vision, Critical Illness, Life Insurance,401K, Wellness), and PTO, Company apparel and uniforms provided, boot allowance. EOE.

Southeastern Equipment is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.