Inside Sales Representative - CAT Rentals

Main Duties & Responsibilities

Primary Job Role

 

The ISR will proactively manage an account base in an assigned territory, using the telephone as his/her primary tool. Employing a disciplined phone call campaign, ISR's will qualify accounts, update the customer's complete account information and begin to develop the relationship. The ISR will manage retail customers through the sales cycle including demonstrations, quoting and qualifying.

 

The ISR goal is to open new accounts and "touch" these customers a minimum of 4 times per year via the telephone, in addition, direct mail and other promotional campaigns will be utilized with assigned Cat Rentals accounts. Customers span all industry types (e.g. power systems, agriculture, heavy construction, compact construction, forestry, etc.). Some customer's do not have Caterpillar equipment, but they can still benefit from Dealer product support services, attachments and offerings.

 

Taking into account the diversification of the customer base and that some customers may require contact on either a weekly, monthly or semi-annual basis, ISR's will strive to maintain a minimum of 100 calls per week. The ISR will meet with retail customers at the branch as assigned.

 

ISR's will maintain accurate customer account information and call reports. This allows the targeting of specific customers for sales and promotions and the tracking of specific account and territory goals.

 

ISR's will promote all aspects of the Dealership by selling parts, service, labor, Customer Value Agreements and providing larger machine and engine sales leads to other salespeople and other ISR's within the company.

 

ISR's will develop and qualify equipment, attachments and/or parts and service leads and where applicable for larger equipment, forward them to the Dealership's outside sales organization.

 

The ISR is the single point of contact from the Dealer to the customer. The ISR's ability to develop a strong positive relationship with his/her customers and fellow employees (PSSR / machine / engine sales reps) is critical to his/her success.

 

Ongoing process encompassing goal setting and setting attainable monthly and yearly objectives intended to reinforce continuous improvement and achievement toward company goals.

 

Performs other duties as assigned.

 

Essential Job Competencies

 

Safety: fully supports, encourages and follows safe work behavior, and considers safety of paramount importance in the workplace.

 

Job Specific Skills: Demonstrates the required depth and mastery of knowledge and skill associated with the job as identified in the Learning Management System (LMS) and other applicable sources. Demonstrates the effective application of the job specific knowledge, skills and ability required to resolve job related challenges in the workplace. Refer to job specific training requirements for the job identified in the LMS.

 

Coaching and Mentoring: Inspires and empowers team members to excel, providing timely productive feedback and guidance to stretch beyond their comfort levels to achieve specific, measurable and challenging goals. Builds productive relationships with team members, conveying confidence and expressing genuine appreciation for team member contributions. Explains to team members the importance of the work they do.

 

Political Astuteness: Understands how their roles, products, and services relate to and impact those of other work units. Properly identifies the real decision makers and the individuals who can influence them. Builds relationships with key players to gain support and get things done within ethical parameters. Uses knowledge of the organization and political climate to solve problems and accomplish goals.

 

Strategic: Understands relevant industry and market trends. Develops and proposes a long-term strategy based on an analysis of the industry, marketplace and current and potential capabilities as compared to competitors. Anticipates potential problems and develops appropriate contingency plans. Conducts independent analysis in the creative search for new ideas or solutions.

 

Planning and Organizing: Creates realistic schedules and follows them. Evaluates progress against schedule and goal. Identifies the sequence of tasks and the resources needed to achieve a goal, and prioritizes key action steps. Anticipates the impacts / risks of actions. Seeks and uses others' input about critical actions, timelines, sequencing, scope, methodology, expected outcomes, and priorities. Adjusts plans based on input.

 

Takes Initiative: Takes appropriate action to resolve issues without requiring direction. Seeks out others involved in a situation to learn their perspectives. Makes difficult decisions in a timely manner. Is willing to make decisions in difficult or ambiguous situations, when time is critical. Assertive in a group when it is necessary to facilitate change, overcome an impasse, face issues, or ensure that decisions are made.

 

Results Oriented: Has a strong sense of urgency and commitment to achieve desired results in the face of obstacles and frustrations. Remains focused, does not get bogged down in unnecessary detail. Identifies and utilizes the most efficient methods to successfully achieve tasks on time despite unforeseen events. Driven, maintains a sense of urgency and adjusts schedules as needed to achieve without sacrificing quality of work.

 

Adaptability: Adapts to changing business needs, conditions, and work responsibilities. Adapts approach, goals, and methods to achieve solutions and results in dynamic situations. Recovers quickly from setbacks, and finds alternative ways to reach goals or targets. Open to different and new ways of doing things; willing to modify one's preferred way of doing things.

 

Personal Development: Takes responsibility for personal learning and development by acquiring and refining technical and professional skills needed in job related areas. Obtains developmental opportunities proactively. Actively seeks and embraces growth opportunities.

Company Overview

In 1962, Ring Power Corporation became a full-line Caterpillar dealer in North Florida, and later expanded its authorized territory to include Central Florida.

 

Today, Ring Power Corporate headquarters in St. Augustine oversees the operations of 18 branch locations throughout the state of Florida, including large regional facilities in Tampa and Orlando and crane and forklift sales and service facilities in Pompano. Ring Power also has eight facilities outside of Florida - The Carolinas, Georgia, Texas & Tennessee- to serve the needs of other specialized industries and customers.

 

Ring Power Corporation has become one of the largest Caterpillar dealers in the Southeastern United States through dedication to the mission of customer service. In order to preserve the "Customers First" reputation that Ring Power was built on, we continually train our employees and work closely with our customers to assure complete satisfaction, especially after the sale.

 

Currently, more than 2,300 employees at 20+ locations throughout Florida and the United States work hard to provide the highest quality construction equipment, backed by responsive, professional service and support at every level.

Qualifications

Education and Experience

 

Formal Education High School diploma or GED

 

Experience 1-2 years

 

Required / Credentials

 

Able to easily and effectively comprehend written material and communicate orally and in writing with employees and customers.

 

Not Required but Highly Desired Criteria

 

Bachelor's Degree from a four year college or university or related equivalent experience preferred.

 

1 to 5 years experience in equipment sales and rental.

 

PC Skills (Excel, Word, Access, DBS)

 

Good interpersonal and communication skills.

 

Bilingual in Spanish

 

Updating of Knowledge

 

Job requirements occasionally change requiring re-training to stay current every 3-5 years.

 

Responsibility for Change, Innovation, Overall Improvement, and/or Effectiveness

 

Problem Solving Job requires problem solving ability, established examples / guidance are not always available

 

Creativity Job requires some creativity to generate solutions or improve effectiveness within well-established boundaries.

 

Autonomy Job is regularly monitored to determine outcomes. Assignments allow some discretion in decision making and setting priorities within well-established parameters.

 

Working Environment

 

Stress Load Occasional exposure to these stresses (less than 20% of the time).

 

Workload Fluctuation Job involves occasional changes in priorities, complexity and/or quantity of work.

 

Work Schedule Work is typically performed during regular business hours with occasional requirements to work nights, holidays and weekends.

 

Organizational Impact

 

A person's performance in this job has considerable immediate impact on expense, efficiencies or achievement of overall department objectives.

 

Supervisory Responsibility

 

Job has no subordinates / no supervisory responsibility (may work independently or as a member of a team)

 

Physical Demands

 

"NA": Not Applicable

"O": Occasionally - (up to 3 hours/day)

"F": Frequently - (3-6 hours/day)

"C": Constantly - (6-8 hours/day)

 

N/A: Climbing

N/A: Balancing

N/A: Stooping

N/A: Kneeling

N/A: Crouching

N/A: Crawling

O: Reaching

F: Standing

F: Sitting

F: Walking

N/A: Feeling

O: Fingering

N/A: Grasping

F: Repetitive Motion

C: Talking

C: Hearing

  

O: Pushing - Up to 25 lbs.

O: Pulling - Up to 25 lbs.

O: Lifting - Up to 25 lbs.

N/A: Pushing - 26-50 lbs

N/A: Pulling - 26-50 lbs.

N/A: Lifting - 26-50 lbs.

N/A: Pushing - Over 50 lbs.

N/A: Pulling - Over 50 lbs.

N/A: Lifting - Over 50 lbs.

 

Environmental Conditions

 

"NA": Not Applicable

"O": Occasionally - (up to 3 hours/day)

"F": Frequently - (3-6 hours/day)

"C": Constantly - (6-8 hours/day)

 

F: Inside conditions: Protection from weather but not necessarily from temperature change.F: Outside environmental conditions: No effective protection from weather.O: Extreme cold: Temperatures below 32 degrees for periods of more than one hour.O: Extreme heat: Temperatures above 100 degrees for periods of more than one hour.O: Noise: sufficient noise to cause the worker to shout to be heard above the ambient noise levelN/A: Vibration: Exposure to oscillating movements of the extremities of whole body.O: Hazards: Includes a variety of physical conditions (i.e. proximity to moving mechanical parts, electrical current, working in high places, exposure to heat and/or chemicals.O: Atmospheric conditions: One or more of the following conditions that affect the respiratory system or the skin: Fumes, odors, dust, mists, gases or poor ventilation.O: Oils: There is air and/or skin exposure to oils and other cutting fluids.N/A: Air particulates / contaminants: the worker is required to wear respirator.

RING POWER CORPORATION, INC. IS AN EQUAL OPPORTUNITY EMPLOYER