Territory Sales Representative Construction Equipment

Territory Sales Representative Construction Equipment

Join H.O. Penn, the trusted Caterpillar dealer serving New York and Connecticut, and build a rewarding career selling industry-leading construction equipment throughout Sullivan and Ulster Counties. This hybrid role combines field-based territory development with office-based lead management, providing unlimited earning potential and strong first-year support as you grow your customer base.

Base Salary: $55,000/year base salary

Commission: Unlimited, uncappedyour performance directly drives your earnings

Ramp Support: Potential for guaranteed, pre-paid commission during your first 12 months (tailored based on experience), providing added income stability as you build your territory

At H.O. Penn, we invest in your success from day oneoffering the financial runway, tools, and support needed to hit the ground running and build a high-earning, sustainable sales pipeline.

Benefits:

• Medical / Dental / Vision Insurance
• 401(k) with company match
• Paid time off & company holidays
• Company provided cell phone, laptop, & vehicle

Key Qualifications:

We are seeking a highly motivated self-starter, achievement-driven individual that possesses the following qualifications:

• 2+ years of experience in inside sales, outside sales, or territory sales, preferably in construction equipment, heavy equipment, industrial, or B2B environments.
• Demonstrated ability to prospect, develop, and grow a sales territory, including cold calling, lead follow-up, and account management.
• Strong customer-facing skills, including the ability to create an immediate positive buying experience for walk-in and field customers.
• Ability to manage a hybrid work model, balancing in-office lead management with field-based territory development (23 days in each).
• Proficiency with CRM systems and sales tools, including pipeline management, reporting, and customer data tracking.
• Valid driver's license and willingness to travel regularly throughout Sullivan and Ulster Counties (and support broader territories for inside sales coverage).

Work Model:

23 days in the field: Building relationships, prospecting, and developing your territory - Sullivan & Ulster Counties 23 days in the office: Managing leads, nurturing accounts, and driving pipeline activity - Sullivan, Orange, Putnam, Dutchess, & Ulster Counties

Responsibilities:

Professionally handle walk in inquiries and develop the assigned sales territory

• Create an immediate buying atmosphere for walk in customers by greeting them in a welcoming and professional manner.
• Maximize the Caterpillar percentage of industry new sales (PINS) in the sales territory by expanding the customer base in the territory with particular emphasis on the non-traditional growth opportunities through the market segment.
• Conduct annual reviews of all assigned accounts to maintain 100% coverage, ensuring accurate data and identifying new sales opportunities
• Utilize all sales tools to assist in closing business, including but not limited to, probing questions, deal sheets, financial merchandising, Extended Protection Plan options, negotiating skills, and product knowledge.
• Ensure machine display and demo areas (if applicable) are presentable, have the needed machines and are ready for use with customers.

Contribute to the achievement of the overall corporate goals through the profitable sale or leasing of Caterpillar equipment, or any other H.O. Penn product offerings, in the assigned sales territory

• Maximize gross profit on all sales and rentals throughout the year.
• Develop and utilize telephone skills along with the provided tools and information (computer-based analytical tools, seminars, etc.) to promote the features/benefits of Caterpillar equipment and the "value" of the total product and product support offerings of the H.O. Penn Machinery Company to a customer's operation.
• Maintain and communicate accurate data with respect to the activities of the customers and the interaction between the customers, H.O. Penn and its competitors.
• Cost effectively manage the sales coverage within the territory by being mindful of the costs associated with demos, transportation, marketing, etc.
• Support marketing efforts with activities such as attending customer events, participating in sales blitzes and conducting campaign follow up.

Effectively and efficiently contribute to the quality of the customers' experience with H.O. Penn Machinery Company

• Take ownership of customer problems, even when not directly responsible and follow-up to ensure proper resolution
• Become a trusted, knowledgeable resource for customers.
• Adequately, and with the proper sense of urgency, represent the customers' needs to H.O. Penn Machinery Company.
• Continually strive to develop product/industry knowledge and business intellect.

Qualifications:

We are seeking a highly motivated self-starter, achievement-driven individual that possesses the following qualifications:

• 2+ years of experience in inside sales, outside sales, or territory sales, preferably in construction equipment, heavy equipment, industrial, or B2B environments.
• Demonstrated ability to prospect, develop, and grow a sales territory, including cold calling, lead follow-up, and account management.
• Strong customer-facing skills, including the ability to create an immediate positive buying experience for walk-in and field customers.
• Ability to manage a hybrid work model, balancing in-office lead management with field-based territory development (23 days in each).
• Proficiency with CRM systems and sales tools, including pipeline management, reporting, and customer data tracking.
• Valid driver's license and willingness to travel regularly throughout Sullivan and Ulster Counties (and support broader territories for inside sales coverage).

Physical Requirements:

• Standing and/or sitting for prolonged periods of time
• Hand coordination for typing, writing, and computer use
• Occasional forward bending and reaching
• Occasional walking and climbing stairs
• Carrying (up to 20lbs.)

Reasonable accommodations made as needed.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, creed, color, religion, sex, national origin, ancestry, age, marital status, citizenship, sexual orientation, gender or gender status, disability, genetic information, otherwise qualified disabled or veteran status, or any other protected class as designated by Federal, State and/or local law.