Heavy Rents Sales Representative

ABOUT WESTERN STATES EQUIPMENT:

Western States has a long legacy of providing quality equipment and excellent service to customers. Since 1956, our vision is to make our communities stronger, cleaner, and more productive, not just with our products and service – but through our people. We are committed to:

The Power of our Purpose: “Building our Communities for a Better Tomorrow” Performance through our Values: SAFETY, EXCELLENCE, TEAMWORK, INTEGRITY,

ACCOUNTABLITY, and INNOVATION * Customer and Employee Care Commitments: Conveying Warm and Empathy, Actively Listening, Building Trust, and Saying Thank You

WHY YOU’LL LIKE IT HERE:

Recognized as one of the top private companies to work for, we put our employees first. We are fiercely committed to SAFETY and sending every employee, safely home, every single day. Our comprehensive benefits package and complete wellness programs include:

Three weeks of accrued PTO to start, increases with tenure Company paid health care premium option for employees Health, dental, and vision insurance Wellness dollars 401k with company match and profit sharing Educational reimbursements, tool loans, and safety & tooling dollars Employee Assistance Program Paid Parental leave Care Leave

WHAT WE’RE LOOKING FOR:

CARE. LEARN. PREVENT - At Western States, we empower every employee, every day to work and promote a safe environment to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable procedures and standards. This includes maintaining clean/clutter free personal work areas and wearing the required personal protective equipment (PPE) as identified in safety policy.

FULL SUMMARY

This position is responsible for initiating and maintaining customer contact with users of Heavy Rents for the area or products they are assigned. Influences customer contacts to use the products and/or services available through Heavy Rents and Western States Equipment Company (WSECO).

ESSENTIAL FUNCTIONS:

Promotes and sells the products and services of Heavy Rents and WSECO. Contact prospective and current customers by phone and in person to determine

customer needs, present product information, and explain available services. Provides information brochures and other incentives to inform customers and influence rental decisions. Build strong relationships. Interacts with customers professionally at all times. Prioritizes and schedules time with customers in an efficient manner. * Negotiates rental rates and pricing that achieves Heavy Rents desired market share and profitability. * Implements rental strategies to grow the “Heavy Rental” business. Integrates WSECO marketing promotion activities as needed to achieve rental objectives. * Utilizes company provided software programs to manage all aspects of workload internally and externally, including communicating with customers, managing leads and accounts, scheduling daily appointments and managing assigned territory. * Communicates Heavy Rents value proposition to customers regularly by maintaining a level of industry knowledge that effectively differentiates WSECO from our competition by utilizing Dodge Data Reporting, iSqFt Reporting, PEC reporting and any other applicable tools that will aid in the identification of rental opportunities. Tailor’s message to meet customer needs. * Understands and communicates machine applications strategies using tools such as value estimation tool-VET, Performance Handbook-Cat, and other available resources to aid in the utilization of our rental fleets and the productivity of our customers. * Watches the rental utilization of all rental assets assigned to the Heavy Rents Division as measured by an ROAA target. Evaluates current fleet levels, availability and fluidly identifies market opportunities to place available fleet with customers to maximize rentals in the market. * Use the strategic account planning process to align our business with our customers. Participates in the strategic account planning process either as a team lead or team member. * Works effectively with other departments at Western States to meet our customers’ expectations and achieve company goals. Develops and maintains a spirit of cooperation with all departments within WSECO. Customer Addresses that arise in a productive manner. * Participate in a ride-a-longs with other sales representatives from different areas/divisions to ensure customer coverage. * Communicates WSECO value proposition (Parts, Service, Sales, Rental, Technology Solutions, Engines, etc.) to customers by using available resources and tools. Accesses other technical resources or coordinates customer hand off to others as necessary to meet customer needs. * Acts as the conduit for information critical to our business. Communicates the information back to the Heavy Rents Manager and WSECO leaders, as applicable, in a timely, productive, and informative manner. * Works after hours and weekends as needed, to provide Exceed the Expected customer service to Heavy Rents and WSECO’s customers. Adheres to all customer care standards. Actively cares and advocates safety at Western States. Adhere to all

applicable safety policies, procedures and standards. * May accomplish training and serve as a team member in support of Western States’ strategic programs, projects, and initiatives. * Works within and promote corporate vision, mission, and values of the organization. * Performs other duties as assigned.

KNOWLEDGE SKILLS AND ABILITIES:

* Proven skills in written and verbal communications, planning, organizing, negotiation, listening, leadership and interpersonal relationship building. * Knowledge and use of Microsoft computer products or other comparable systems required. Knowledge or ability to learn Integrated Rentals, Sales Link and Infocast. Ability to set and manage priorities. Drive and maintain company vehicle. Must be a self-starter and ability to work without direct supervision. Ability to develop and maintain effective working relationships with others. Consistent

EDUCATION AND EXPERIENCE:

Proof of high school diploma or General Education Degree (GED). 2 years previous sales experience and/or proven customer service experience

required. Preference for heavy equipment or comparable industry experience. * Thorough knowledge of the use and operation of construction equipment preferred. * Must be able to communicate (speak, read, comprehend, write in English). Preference given for Spanish speaking.

PHYSICAL CHARACTERISTICS:

* Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting. * Able to lift up to 75 lbs in accordance with Western States’ Lifting Safe Work Practice to include amount and approach. * Must be able to meet all safety requirements for applicable safety policies.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.

This role is designated as safety sensitive.