Parts & Service Sales Representative

Description

JESCO is a premier dealer of heavy construction equipment and technology in the Northeast and Mid-Atlantic regions. We proudly represent John Deere, Wirtgen, Kleeman, Vögele, Hamm, Ditch Witch, Magni, Topcon, and many more products for purchase, rental, parts, and service. Family-owned and operated for more than 50 years, we are hiring to grow our award-winning company!

Why JESCO? JESCO offers comprehensive benefits after 30 days of full time employment, along with competitive pay and career advancement. Start an exciting career with JESCO today and be part of the Down to Earth Equipment People! 

Basic Function

Product Support Sales Representative (PSSR) will be responsible for growth of aftermarket revenue through the sales of parts and services to customers within assigned territory.  The PSSR will develop new business opportunities through greater penetration of existing customers leveraging the breadth of JESCO solutions and new customer growth by implementing a territory management plan. Coordinating with JESCO sales, service and technical specialists the PSSR will build in maintain strong customer relationships focusing on long term partnership. 

Responsibilities

• Maintain an understanding of the products and services offered by JESCO across all operating groups and communicate the full scope of these solutions to customers within your territory.
• Grow JESCO planned maintenance market share in territory through an aggressive sales approach highlight the value of even basic preventative maintenance using a cost/benefit justification. 
• Quote customers parts and service needs directly and ensuring customer satisfaction with overall sales process. 
• Though a combination of telemarketing, face to face meetings and networking develop market awareness and opportunities to position JESCO, Inc. as the preferred parts and service provider in the region. 
• Establish a territory management plan including specific PAR call frequencies, routine telemarketing schedule, market segmentation to identify previously unknown opportunities and with other JESCO team members create a joint customer call plan to build a multi-team relationship with customers.  
• Participate in trade shows, conferences and other industry related networking events
• Maintain strong working relationships with branch parts and service personnel, participate in branch meetings and communicate customer satisfaction levels, concerns and relevant market news to facilitate a cohesive  
• Maintain records of customer communications, personal visitations and opportunities in CRM system. Updating CRM daily to provide management with sales activity and market insight.
• Promote and sales extended warranty agreements on all new sales deliveries and existing fleets. 
• Ensure accuracy of all parts and service sales documentation, pricing and submission to parts and service departments for execution. 
• Maintain knowledge of competitor’s products and identify and report intelligence on competitors pricing or marketing strategies to senior management and peers.
• Conduct equipment, technology and best practice demonstrations and training for customers.
• Perform machine evaluation reports and provide customer with written quotation on all recommended repairs. 
• Participate in JESCO CAR process, taking lead as the liaison between JESCO and customers to facilitate open communication and foster collaborative solutions to reach an amicable resolution. 
• Promote myDealer Portal showing the ease and value of the system. Set up customers and work with them to get the most from the system. 
• Utilize CRM to maintain customer account profile including key influencers, decision makers, fleet information, buying habits and contact information. 
• Within 30 days of new equipment delivery visit customer to perform a post-delivery inspection, ensure customer purchase satisfaction, review operations and features, sale service contract or extended warranty opportunities. 
• Promote Power Plan as a product and solution guiding the customer into setting up account, utilizing the programs to their benefit and marketing specific parts and service specials where Power Plan will be of great use. 
• Pursue new and/or updated credit applications for customers in territory
• Perform other duties as required.

Requirements

• Ability to develop and present needs/payoff-based sales presentations
• Customer Orientated
• Self-motivated and assertive and detail oriented
• Professionalism
• Ability to understand new complex new concepts and relay to customers as needed. 

Performance Measures

• Internal & external customer satisfaction.
• External customer retention.
• Parts and Service sales revenue
• PM contract sales 
• Territory revenue growth
• Extended Warranty sales
• Account Satisfaction and Retention
• Conflict Resolution
• Ability to work as a team.
• Continues improvement

Education/Training/Licenses

• Minimum of 5 years’ B2B industrial equipment sales experience
• Knowledge of construction and/or industrial equipment operation and applications.
• Must be self-motivated, assertive and have excellent customer relation skills 
• Requires the ability to communicate effectively with customers by telephone and in person 
• Additional experience with John Deere and Hitachi equipment preferred 
• Must have strong computer skills, including experience with Microsoft Office suite (Word, Excel, PowerPoint & Outlook)

Physical Requirements 

• Candidates are expected to occasionally operate, demonstrate, climb up and down and walk around the equipment to sell to customers. 
• Candidates should have the physical ability to evaluate customer sites and requirements. This includes climbing on the equipment and operating the equipment. 
• Candidates will be expected to drive a vehicle and cover an assigned territory. 
• Driving in a vehicle may be up to 80% of their day.
• Candidates must be able to travel by air to attend any Sales related or professional development events or as required by the company. 
• Candidates should be able to complete at least six to ten effective customer visits per day. 
• Candidates should be able to lift and carry 70 pounds. 
• Candidates should be able to walk on uneven surfaces and terrain, work in construction site environments to meet with customers on jobsites. 

Certifications/Licenses 

• Valid Driver’s License - must meet insurance underwriting requirements.