Outside Sales Representative

Outside Sales Representative

SITECH South Mississippi, a wholly owned subsidiary of Puckett Machinery Company, is seeking a Sales Representative for the Mississippi Gulf Coast area who will be accountable to develop sales strategies and to sell the full spectrum of Trimble machine guidance and control products (laser, GPS, UTS), professional consulting services, and technology to current and prospective customers in a defined geographic territory. This is a mid-level professional sales position that reports to the Sales Manager.

Cultivate and maintain a favorable relationship with existing and prospective customers of machine guidance and control products (laser, GPS, UTS), technology and services to sustain a record of high sales achievement, to develop profitable cross-selling opportunities with other areas of the business (e.g. heavy equipment, rental services, product support sales), and to continue the customer's education on the benefits of the company's product offering. Therein, perform needs analysis and make product application recommendations. Coordinate product demonstrations. Demonstrate a thorough knowledge of the organization's policies, products, and services.

Research, identify, and develop target prospect customers and initiate contact with influencers and decision makers for the acquisition of heavy equipment machine guidance and control products and services. Initiate prospecting activities, gather sales intelligence, qualify the prospect, handle the objections, calculate and quote prices for review and approval, and negotiate and close sales transactions. Provide sales collateral (white papers, marketing tools, case studies, etc.). Re-qualify leads from trade shows, events, mailers, other marketing activities.

Coordinate the demonstration and training of customers on the safe and proper operation of equipment.

Document customer/prospect information and sales activities in the company's CRM database (salesforce.com) and utilize related system applications to execute transactional sales activities.

Regularly attend internal business development/sales meetings to provide updates on business development progress, obtain answers to clarifying questions, and share obstacles, roadblocks and successes.

Submit time, expense, and customer analysis reports to management.

Maintain a professional and proper personal appearance at all times.

Qualifications

• High school diploma plus 4-6 years of dedicated experience in business-to-business inside sales or equivalent outside field sales required. Bachelor's level degree in business, marketing, engineering, finance plus 2-4 years dedicated outside territory-based sales and marketing experience preferred.
• Solid understanding of heavy construction equipment industry and related parts and service processes and terminology. Dedicated sales experience in a heavy equipment or allied equipment environment preferred.
• Must have and maintain a driving record (MVR) which adheres to the company's motor vehicle policy standards.
• Professional, upbeat, and persuasive communication style that is assertive and persistent without being overly aggressive; proven track record in cold calling and sales prospecting.
• Excellent verbal and written communication and customer service skills, attention to detail.
• Ability to build strong networks in- and outside the organization and handle rejection with poise; ability to effectively engage management decision makers and influencers at all levels.
• Self-motivated, goal oriented, and dependable.
• Proficiency with Microsoft Office applications (Excel, Word, PowerPoint).
• Proficiency with CRM applications (salesforce.com).