Responsible for achieving maximum sales profitability, growth, and account penetration within a designated territory. Spends the majority of time visiting customers at their locations and on active jobsites to build relationships and identify opportunities. Sells new and used heavy equipment, manages rental agreements, and drives rental-to-sale conversions. Personally contacts and secures new business accounts while maintaining and growing existing customer relationships.
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Spends the majority of work time in the field — visiting customers at their places of business and on active jobsites within the assigned territory.
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Sells, rents, and leases new and used heavy construction and paving equipment to new and existing customers.
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Actively manages rental fleet utilization within the territory and works to convert rental agreements into equipment sales.
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Promotes and secures orders from existing and prospective customers through a relationship-based sales approach.
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Makes in-person visits, phone calls, and presentations/demonstrations to existing and prospective customers.
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Quotes and negotiates prices and credit terms; prepares contracts and closes orders.
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Establishes, develops, and maintains business relationships with current and prospective customers to generate new business.
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Maintains current product knowledge on features and benefits of all equipment potentially saleable by the dealership.
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Monitors competitive activity and market conditions, communicating findings to management in a timely manner.
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Maintains accurate and up-to-date customer and prospect information for the assigned territory using CRM tools.
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Coordinates with internal departments — including service, parts, rental, and finance — to resolve customer problems and expedite solutions.
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Serves as the primary point of contact for the customer throughout the entire sales and rental process, actively collaborating with parts, service, accounting, rental, and all other internal departments to ensure seamless coordination, timely communication, and a consistently positive customer experience from initial inquiry through delivery and beyond.
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Maintains current knowledge of financing and leasing options to assist customers in securing purchases.
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Meets or exceeds company targets for units sold, rental revenue, rental conversions, and gross profit.
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Participates in trade shows, customer events, and company-provided product and sales training.
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Controls and manages sales-related expenses within approved guidelines.
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Maintains assigned company vehicle and equipment in good working condition.
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Performs all other duties as assigned by the Branch/Regional Sales Manager.
SPECIFIC REQUIREMENTS
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Strong knowledge of heavy construction or paving equipment operations and mechanical functions.
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Proven ability to develop new accounts and grow revenue within a defined geographic territory.
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Ability to manage and maximize rental conversions to equipment sales.
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Understanding of financial and pricing principles including margins, discounting, and financing structures.
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Proficiency with CRM platforms, dealer portals, and standard business applications (Microsoft Office, etc.).
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Ability to conduct effective equipment demonstrations and product presentations in the field.
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Ability to analyze and interpret sales reports and market data.
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Valid driver's license required; must meet company driving requirements.
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Ability to work a flexible schedule, including occasional evenings and weekends as customer needs require.
QUALIFICATIONS
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3–5 years of previous sales or rental experience in the construction equipment industry or a related field preferred.
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High School Diploma, GED, or equivalent experience required; Bachelor's degree from an accredited college or university preferred.
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Knowledge of heavy equipment operations and the construction or paving industries strongly preferred.
WORK ENVIRONMENT
This position is primarily field-based, with the majority of time spent traveling throughout the designated territory to visit customers at their businesses and on active construction or paving jobsites. The work environment regularly includes exposure to outdoor conditions, heavy equipment, noise, dust, and varying temperatures. Some time will be spent in a branch office environment for administrative and coordination tasks.
