Sales Development Specialist at Carolina CAT

Find Your Career With LiftOne

We’re a family-owned company under our third generation of leadership and have built our business based on the principles of trust, integrity and a desire to help our customers and employees succeed.

LiftOne invests in people, facilities and innovative technology as part of the essential role we play in supporting our country’s supply chain and enabling critical goods to be delivered to homes and businesses. We’re a privately held company, and pair our scale with a strong foundation in our culture and values. This combination gives us a competitive advantage in the market and helps make us a trailblazing organization that is built to last.

We’re looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we’re committed to providing a work experience that helps our team grow to their full potential. We offer great benefits, competitive salaries and opportunities for advancement to all our employees.

Be a part of the essential work we do at LiftOne and make a difference for our customers, our community and our company. Learn more about what it means to become a team member with LiftOne.

Summary

As a LiftOne Sales Development Specialist, you will be utilizing prior sales experience and technical knowledge, to develop sales representatives and sales management personnel within LiftOne’s territory. This includes, but is not limited to, development in New & Used OEM Product Sales, Aftermarket Sales (Parts, Service and Rental), Service Contracts, and Allied Sales efforts (attachments, batteries, etc). 

Essential Functions

• Lead in person and virtual sales training classes.
• Accompany Account Managers on customer visits and application surveys for one-on-one sales development.
• Assist with identifying potential opportunities by analyzing cost-benefit ratios of equipment or operations within customer environment, thus proposing changes or upgrades in equipment, processes, or services.
• Assist with driving change management and business cultural transformation efforts to promote a learning environment within the sales organization.
• Assist with building, executing and modifying sales training schedules.
• Assist with managing external sales training consultants, developing program specifications and auditing programs for quality and relevance.
• Assist with Account Manager onboarding.
• Understand significant market trends and competitive intelligence, as relevant to sales development.
• Maintain knowledge and understanding of LiftOne’s business and makes recommendations for changes as needed for anticipated future learning and development needs based on business realities and organizational shifts.
• Adhere to all company policies, procedures and standards.
• Other duties as assigned.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualifying individuals to perform the essential functions.

This position requires someone that has a strong technical acumen, is assertive, personable, and solutions oriented. The ability to work with people and teams is essential. In this position, you will work with Regional Sales Managers to train sales representatives to identify new sales opportunities, develop sales proposals, estimates, specifications, and presentations. Success being a developed sales staff capable of profitably growing sales and maximizing market share. 

Education and/or Experience

• Associate’s or bachelor’s degree or extensive related experience in a technical discipline highly preferred.
• Previous work experience in material handling sales with a documentable track record of successes and accomplishments preferred.
• Previous experience developing and delivering product demonstrations and sales presentations that explain why a customer should consider a change, why it makes sense now, and why you and LiftOne are in the unique position to provide beneficial solutions preferred.
• Previous experience developing sales plans and Account Development Plans preferred.
• Previous experience partnering with customers to understand their business and applications with regards to material handling equipment and service programs, and serving as a trusted advisor who understands their needs preferred.
• Previous experience maintaining and documenting customer interactions within a CRM and quoting system preferred.
• Strong negotiating and problem solving skills.
• Highly capable of prioritizing tasks and managing multiple projects in a fast-paced environment.
• Ability to travel at least 25% of the time.

Certificates/Licenses/Registrations

• Driving is an essential function of this position and must be able to meet company requirements for auto insurance coverage.

Computer Skills

• Proficient with Microsoft Office (Word, Excel, Outlook and PowerPoint).
• Experience working with Salesforce.com or similar CRM.
• A high aptitude for mechanical process and equipment required.
• Strong project management and problem-solving skills.

Personal Characteristics

• Be a Critical Thinker- Leverage our entire product, services and technology portfolio to provide solutions to customers’ problems and create growth accelerators for customers’ businesses.
• Have Intellectual Curiosity - Push yourself on hard and soft skills training and development, continuously. Develop and deliver technically competent, customer facing product walk-arounds, product demonstrations and sales presentations that align with customer goals, challenges and growth objectives.
• Display Competitiveness and Resilience– Demonstrated persistence and ability to handle rejection. Fanatical about understanding and executing the sales process. Proof that you create your own economy. Explain how failed sales attempts failures are not, but investments in the process. Hold yourself accountable, possessing leadership, motivation and purpose.
• Have a Sense of Urgency – Bias towards action, prioritizing customer needs and service while also achieving constant, forward movement in the sales process.
• A desire to build your career - We see this role as a feeder for our future business leaders and you should share that desire.
• Customer Empathy - Develop “loyal” and not just “satisfied” customers – Demonstrate understanding and expertise about our customers through business partnership, integrity, commitment and responsiveness.
• Be a Team Player- Be an “enterprise thinker” when discussing solutions with customers. Predisposition towards prospecting and team selling - passing leads, intentionally helping teammates, including cross-functional and departmental networking.

Language Skills

• Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
• Ability to write routine reports and correspondence.
• Strong presentation, written, listening and oral communication skills.

Mathematical Skills

• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.

Reasoning Ability

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Ability to think strategically and “think outside box” to offer new ideas, concepts, solutions etc.

Workplace Requirements

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud.

We are an Equal Opportunity Employer

We require all employees to treat all our employees and candidates as equals. All personnel actions are conducted in the spirit of equal employment. We’re committed to recruit, train, promote and retain associates without regard to race, color, religion, gender, gender identification and expression, national origin, marital status, age, disability, genetic information, military status, sexual orientation or any other characteristic protected by applicable local, state or federal laws.

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