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Job Title: Sales Representative - Central City
 
Location: Central City
 
Department: Sales
 
Reports To: Regional Sales Manager
 
Supervises: N/A
 
Job Function:

Marketing responsibility of new and used equipment.
 

 
Job Essential Duties:

1.A) Maintain a list of at least 50 customers that typically invests in new machinery, that are located in our AOR. These customers will be contacted personally a minimum of twice, with total yearly contacts to exceed 6 times.*
1.B.) Maintain a list of at least 50 customers that typically invest in late model pre-owner machinery. We want to concentrate in our AOR, but, these customers need not be located in our AOR. These customers will be contacted personally a minimum of twice, with total yearly contact to exceed 6 times.*
1.C.) Maintain a list of at least 50 customers that typically invest in used farm machinery (machinery 10 years old and older). These customers will be contacted personally a minimum of twice, with a total yearly contacts to exceed 6 times.*
1.D.) Maintain a list of 6 competitive customers and that are in our AOR which typically invest in new machinery. These potential customers will be contacted a minimum of 6 times personally, total yearly contacts to exceed 10 times.*
1.E) Maintain a list of LPO (Large Property Owners), contractors and institutions that invest in C and CE Equipment. The numbers of contacts will be determined by the market potential in our location.
*I.e. email, mailing, phone call reminding them of customer clinic and/or specials. The total lists of these customers will be in a group data base, for mailing keeping these customers informed on the lasted machinery updates, along with reinvestment opportunities.
1.F) Establish a list of prospects for demonstration of new equipment to current JD owners.
1.G.) Establish a list of prospects for demonstration of new equipment to competitive owners.
1.H) Establish a list of prospects for demonstration of C & CE equipment to LPO.
1.I) Establish a list of prospects for demonstration of commercial and construction prospects.
1.J.) Project our annual unit sales of new equipment. This will help establish what needs we have and what early order programs we need to take advantage of.
1.F.-1.J Will be coordinated by the sales manager. This will be an annual forecast with in season adjustments.

Marketing Responsibility for Promoting the entire Dealership and GLE

2.A.) It is your responsibility to promote the entire Green Line Organization. Professionally representing GLE’s commitment to maintain quality sales team with after- market support staffed with qualified and trained employees.
2.B.) When a customer decides not to complete a transaction updating a piece of machinery, the sales person should plant the seed for a service special, to keep the machine in running order to provide the dependability the customer needs out of the machine. Please email the After-market Manager and he will forward them to the appropriate Service Manager and/or CSR. Each Sales person will be responsible for 40 of these leads/year.
2.C) Sales transaction without reconditioning, must be represented in a manner that maintains the reputation and integrity of our after-market departments. It is unacceptable to give the customer that reconditioning will not enhance the value of the transaction. When a salesman says, “the shop will kill me on this if we recondition it”, they leave the impression with the customer that we’re not providing him with a good value. As sales people you need to understand that the “service after the sale” is what keeps people returning.
2.D) Be an active participant in all GLE customer clinic of any nature, sales, service, customer appreciation, employee appreciation and/or any other event coordinated by GLE. If GLE is sponsoring it , you are expected to attend.
2.F) As spoke persons for GLE, you are also expected to participate in area parades, County Fairs and community and area events.

Sales Goals and Objectives

3.A) The sales person and the sales manager will establish an obtainable total sales dollar goal for new and used equipment, based on your experience and location in the market place.
3.B) Along with the dollar sales goals an obtainable net margin will be established.
3.C) A reasonable portion of the total market share on new John Deere Equipment will be assigned to each sales person, based on their experience, expertise and location in the market place.
3.D) Establish a guideline of net profit from total sales to gross wages. The minimum guideline will be 3.5 to 1. I.e. if your W-2 for the year is $50,000 your net profit from your sales will need to be a minimum of $175,000.
3.E.) Each sales person is responsible to make arrangements for the proper displaying and making sure each of their respective trade-ins are in a condition that is suitable for resale. I.e. fluids levels are checked and to specifications, machine is clean, filters in acceptable condition and prepared for the elements of being displayed outside.
Efficient Use of Company Assets/ Time Management
4.A) Sales management will provide you with a monthly assessment of your expenses as a percentage of total sales and net margin dollars.
4.B) Sales management will help, where needed to establish effective use of your sales time.
Sales Training and Professionalism
5.A) Sales training will be provided and maintained through JD University and any other training GLE management deems appropriate.
5.B) Maintain a professional image of your office and/or work area.
5.C) Maintain a professional image of your of your vehicle.
5.D) Maintain a professional personal image.
5.E) Attend regularly scheduled sales meeting.
5.F) Incorporate the new electronic medium for purchase orders and all new whole goods will be configured in JD Quote.
Items 3.A-3E, 4 A&B and 5.A-5.E will be reviewed on a monthly basis.
All the items listed will be the basis for the annual sales review and evaluation.

 
Skills & Qualifications: