Sales & Business Development Specialist

JOB SUMMARY: The Sales & Business Development Specialist supports the sales organization's goals in growing new customer accounts. This position supports a specific store or region within the territory in supporting our walk-in customer traffic, analyzing marketing data, generating leads, and providing actionable recommendations to drive machine and equipment attachment sales.

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 home safely 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 and INNOVATIVE as individuals and as an organization.

ESSENTIAL FUNCTIONS:

Safety

• Actively cares, promotes, manages, and advocates safety at Western States. As a leader and 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 environments for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.

Sales Data and Marketing Analysis

• Provide territory zip code evaluations past, present, and future for lead generation and prospecting to be executed by Machine Sales Representative
• Assists in data mining of various customer data sources for lead/prospect creation to assist Sales Reps execution objectives. Data sources include: Dodge Network, ZoomInfo, UCC Filings, lost sales reporting, Caterpillar provided data, Ready2Buy.
• Assist Sales Reps in data mining and lead creation with the assistance of Regional Sales Manager and Marketing Department.

Customer Service and Sales Performance

• Ability to educate customers on WSECO product offerings: Machine operation, Technology Features, Off/On-Board Technology, Digital Offerings, Service Offerings and Parts offerings.
• Identifies customers' needs in order to develop an effective solution utilizing Caterpillar Equipment products and Western States services.
• Advocates and influences additional offerings from Western States that are complimentary to Caterpillar Equipment. Collaborates with other departments within Western States' Product Support, Cat Rental Store, and Power Systems in a cooperative and effective manner.
• Works closely with the local sales team to "warm up" leads and prospects to hand them over for hard quotes and closure.
• Works closely with the analytics and marketing team to help develop targeted conquest campaigns to grow new customer leads and prospects.
• Works closely with sales management teams to identify and develop action plans for underperforming areas or segments.
• Participates in customer events as needed to help promote Western States sales/service/parts/technology offerings.
• Handles walk in customer traffic at the assigned store, eliciting customer information to create prospect and leads for sales reps to close.
• Develops curiosity and interest with new, retail-small core customers.
• Promotes and manages all customer care standards.
• Works within and promotes corporate vision, mission, and values of the organization.
• Performs other duties as assigned.

KNOWLEDGE SKILLS AND ABILITIES:

• Ability to develop and maintain effective working relationships with others.
• Proficient in the use of Microsoft computer products (including Excel and BI) or other comparable systems required.
• Proven competence in oral and written communication and interpersonal skills.
• Plan, organize, and prioritize daily job tasks to maintain high quality service to internal and external customers with limited supervision.
• Ability to develop and maintain product knowledge on Caterpillar and Western States product offerings.
• Ability to travel, including overnight trips, is required.
• Consistent attendance.

EDUCATION AND EXPERIENCE:

• High school diploma or General Education Degree (GED). required.
• Minimum of 3 years of experience in sales performing similar duties required, industry experience or CAT experience preferred.
• Acceptable driving record and valid driver's license required.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

• Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting.
• 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 to be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.