Outside Sales Representative at Western States

SUCCESS AT WESTERN STATES:  Western State’s culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a “play to win” organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization. We drive INNOVATION by challenging the status quo and embracing change.

JOB SUMMARY:  The Outside Sales Rep is responsible for the sales of Trimble and LoadRite products for assigned territory. Responsibilities include developing territory specific strategies to introduce new technology, configure, spec and build quotes, prospecting and engaging with new clients in an effort to enable the long-term success of SITECH and our clients.

ESSENTIAL FUNCTIONS: 

Safety

• Actively cares, promotes, manages, and advocates safety at Western States.  As a team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures, and standards.
• Maintains clean/clutter free personal work areas to ensure safe environment for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.
• Provides coaching to employees on how to complete work safely is also responsible for the safety of assigned team.

Client Engagement

• Acts as the client’s primary contact for SITECH and builds working relationship that allow SITECH to engage in the client’s technology strategy to enable the long-term success of SITECH and our clients.
• Conducts jobsite and office presentations to demonstrate and sell grade control products utilizing total stations, GPS, data collectors, software and support.
• Tracks actions and activities with clients within SITECH’s defined CRM and business process.
• Facilitates client return on investment analysis on technology purchase to ensure client’s have a clear path to achieving a positive return on investments made.
• Defines client specific technology plans and paths that enable clients to reduce operational cost and increase the efficiency of jobs completed.

Territory Management

• Evolves the use to construction technology within assigned territory. This includes developing territory specific strategies to introduce new technology to clients along with evolving new technology with current clients.
• Works with OEM partners in territory to develop relationships and enabling Trimble technology to be included in machine deals.
• Tracks leads and opportunities in SITECH’s defined CRM system to an 80% accuracy level. With the goal of creating clarity of deals won and lost.
• Travels as needed to effectively manage assigned territory and reacts to clients request for site visits and demos of technology as needed.
• Proactively prospects new clients and opportunities in assigned territory with the goal of growing overall market share of Trimble technologies.
• Works with support team to solve client product issues and to provide client support and training, along with working with support team to develop territory specific trainings need by clients.

Sales

• Sells and rents Trimble Technologies to clients.
• Achieves defined sales goals with in assigned territory, this includes but not limited to average GP%,total sales, cloud connected devices, support packages sold, rental conversion percentage.
• Independently provides client demos of technology products.
• Completes training as needed on new products and develops client value proposition to deliver with in territory.
• Independently completes sales proposals and sales agreements with a high level of accuracy.
• Completes weekly sales reports and provides updates to team as needed.

SKILLS, KNOWLEDGE, AND ABILITIES: 

• Understanding of grade control methodology and processes.
• Proven skills in written and verbal communications, planning, organizing, leadership and interpersonal relationship building.
• Ability to convey complex concepts and systems in clear manner to individuals and larger groups.
• High energy level and superior time management skills.
• Working knowledge of MC&G products including, but not limited to Caterpillar AccuGrade and Trimble Construction Products and software.
• Ability to relate to all levels of the workforce.
• Professional appearance and manner.
• Ability to travel overnight.
• Ability to develop and maintain effective working relationships with others.

EDUCATION AND EXPERIENCE: 

• Proof of high school diploma or General Education Degree (GED).
• Civil engineering background or equivalent experience preferred.
• One year previous sales experience in a construction environment required.
• Valid drivers license with acceptable driving record.
• Experience using computers, including Microsoft Office applications.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS: 

• Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting.
• Ability to lift up to 50 lbs. in accordance with Western States’ Lifting Policy 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.