Cleveland Brothers needs to increase sales of parts, service, condition monitoring, PM products, customer support agreements (CSAs), MARCs, and other Dealer services by proactively managing an account base of customers and identifying new revenue sources.
Requirements
- Knowledge of word processing software, spreadsheet software, Internet software, order processing systems, and contact management systems.
- Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
- Technical English language skills required.
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Responsibilities
- Perform basic machine inspections to generate opportunity for customer interaction and sales
- Use Dealer Business System information (DBS or ERP) and Product Tracking Opportunity System (PTOS) to manage sales opportunities within a territory
- Maintain accurate customer equipment information within DBS or ERP system
- Identify and report on incremental opportunities for future sales both within Product Support as well as other areas of the Dealership
- Report competitive parts, service, and machine information and activity
- Understand parts, service, and machine performance literature and how to use the Service Information System (SIS)
- Prepare quotes, sales contracts, and related paperwork necessary to close a deal
Other
- The PSSR will proactively manage an account base of 50 to 80 customers in an assigned territory
- Apply good time and territory management practices while implementing a coverage plan
- Build collaborative relationships and ensure business integrity is maintained
- Employ a "consultative selling" approach to identify and manage customer expectations
- Keep customers informed of parts order and service work status
- Counsel customers regarding equipment management solutions (EMS) to affect lowest owning and operating costs.
- Negotiate win-win outcomes to customer issues
