Outside Parts Sales Representative - PETTIBONE TRAVERSE LIFT, LLC

The Company

The Heavy Equipment Group is a group of privately owned companies (ARDCO, BARKO, & Pettibone Traverse Lift, that provide rugged, special duty, mobile heavy equipment (tractors, loaders, material handlers, off-road transporters, mobile drilling rigs, etc.) for a variety of applications in the forestry, rail, recycling & scrap handling, construction, biomass, and oil & gas industries, both domestically and internationally.   The group’s brands are all well-established (approximately 50 years in business in most cases) and have achieved considerable success in the target industries, both domestically and abroad.

These companies are an affiliate of The Heico Companies, a family-owned business and parent holding company for a diverse portfolio of manufacturing, construction and industrial services businesses.  Since its founding over 30 years ago The Heico Companies has grown from a single business to over 80 separate companies and 10,000 team members.

The Position

The Outside Parts Representative (OPR) for the Heavy Equipment Group is responsible for driving outside sales of original equipment (OE) parts, visiting dealers, conducting dealer development for parts departments, managing strategic accounts, and achieving sales targets. This role also involves executing sales strategies and tactical plans and promoting brand awareness.

Key Performance Areas

Outside Sales of Original Equipment Parts:

• Actively promote and sell OE parts to dealers and strategic accounts.
• Identify and pursue new sales opportunities to expand market share.
• Conduct regular visits to dealer locations to maintain strong relationships and drive sales.

Dealer Development:

• Work closely with dealer parts departments to enhance their capabilities and sales performance.
• Provide training and support to dealer staff on OE parts and sales techniques.
• Develop and implement dealer development plans to achieve growth objectives.

Collaboration with Territory Development Managers:

• Collaborate with territory development managers to align sales efforts with broader business strategies.
• Share market insights and coordinate on sales initiatives to maximize impact.
• Participate in joint sales activities and dealer visits to ensure cohesive execution of sales plans.

Managing Strategic Accounts:

• Build and maintain strong relationships with key strategic accounts.
• Understand the needs and challenges of strategic accounts and provide tailored solutions.
• Act as the primary point of contact for strategic accounts, ensuring high levels of customer satisfaction.

Achieving Sales Targets and Metrics:

• Set and achieve sales targets and key performance indicators (KPIs).
• Monitor sales performance and analyze results to identify areas for improvement.
• Prepare and present regular sales reports to senior management.

Executing Sales Strategy and Tactical Plans:

• Execute strategic plans to drive OE parts sales and achieve business goals.
• Implement tactical initiatives to support the overall sales strategy.
• Collaborate with internal teams to align sales efforts with company objectives.

Promoting Brand Awareness:

• Promote the brand and OE parts through various channels, including dealer visits, trade shows, and industry events.
• Ensure consistent messaging and brand representation in all sales activities.
• Gather and share market intelligence to support brand positioning and competitive advantage.

Market Analysis and Insight:

• Conduct market research to stay informed about industry trends, customer needs, and competitive landscape.
• Provide feedback and recommendations to the product development and marketing teams based on market insights.

Customer Relationship Management:

• Maintain up-to-date records of customer interactions and transactions.
• Develop strategies to enhance customer loyalty and retention.
• Address customer inquiries and resolve issues promptly to ensure customer satisfaction.

Job Requirements 

Experience and Education: 

• Experience: Minimum of 5+ years in Parts Sales, preferably in heavy equipment industry. 
• Education: Bachelor’s degree in business, Marketing, Sales, or a related field.  Relevant industry experience may be considered in lieu of a degree.
• Communication: Excellent communication skills, negotiation, and relationship building abilities. 

Other Skills: 

• Proven track record of achieving sales targets and managing dealer relationships.
• Strong understanding of the heavy equipment industry and OE parts.
• Excellent communication, negotiation, and relationship-building skills.
• Proactive, self-motivated, and able to work independently.
• Proficiency in ERP software and sales analytics tools.
• Willingness to travel extensively within the assigned territory

Supervisory Responsibility - This position has no Supervisory responsibilities.  

Key Competencies

• Sales Skills: Demonstrated ability to achieve sales targets and drive revenue growth.
• Dealer Development: Experience in developing and enhancing dealer capabilities and performance.
• Customer Focus: Strong commitment to understanding and meeting customer needs.
• Collaboration: Ability to work effectively with territory development managers and other internal teams.
• Strategic Thinking: Ability to develop and execute strategic and tactical sales plans.
• Brand Promotion: Experience in promoting brand awareness and positioning.
• Market Insight: Ability to analyze market trends and provide actionable insights.
• Communication: Excellent verbal and written communication skills.
• Relationship Building: Proven ability to build and maintain strong customer relationships.

Position Type and Expected Hours of Work - This is a full-time position. Work hours are Monday thru Friday, 8:00 AM to 4:30 PM, or as business needs determine.   

Travel – This position requires frequent travel, including travel outside the local area and overnight