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Territory Parts Sales Representative

Posted: 02/25/2024

Promotes/sells/secures orders from existing dealers and prospective customers through a relationship-based approach for Parts Sales Department.  Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.  Promotes the purchase, safe operation and proper use of factory original parts and Astec equipment.

Key Deliverables

  • Establish meaningful relationships with existing and new customers.
  • Develop and implement sales strategies to algin with Astec’s goals.
  • Communicate with customers regarding g equipment performance issues associated with parts, service, and new equipment.
  • Assist with the training for existing and prospective customers.
  • Maintain written and electronic of sales -related lead, contacts, referrals and communicating information to the correct department.

Key Activities & Responsibilities
  • Establishes, develops, and maintains business relationships with current customers and prospective Customers in the assigned territory/market segment to generate new business for Astec’s product support and parts sales department.
  • Plans and organizes personal sales strategy and goals by maximizing the Return on Time Investment for the territory/segment aligning goals with Astec parts and service goals.
  • Works with distributors to productively apply, promote and sell Astec OEM parts and equipment.
  • Supports promotion of Astec machines by Astec and dealer sales personnel.
  • Makes telephone calls and in-person visits, presentations, and training to existing and prospective customers; on parts and service for Astec distributors and direct customers with appropriate follow up and follow through as needed.
  • Writes timely reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
  • Helps factory coordinate service bulletins and marketing campaigns with dealers and customers for Astec equipment in area.
  • Coordinates all sales activities with factory, Parts Sales Manager, Service Manager, Territory Sales Managers, as well as dealer product support personnel.
  • Travels customarily and regularly throughout territory including frequent weeklong stays. 75-85% travel required.
  • Other duties as assigned by management
  • Proficient in promoting safe and healthy work environment.
  • Adheres to established company policies and procedures paying special attention to safety regulations.
  • Wears personal protective equipment in accordance with training guidelines.
  • Maintain cleanliness in designated workspace by practicing 6S principles to reduce safety risks.
  • Attend a weekly department safety meeting.

To be successful in this role, your experience and competencies are:
  • Minimum high school diploma or General Education Degree (GED) required; four-year college degree preferred. 
  • Must be able to read and interpret engineering drawings and schematics, particularly as it relates to parts books.
  • Sales experience with emphasis on heavy equipment parts sales a plus. 
  • Knowledge of products, applications, services, markets, troubleshooting, repair and/or maintenance of heavy construction equipment a plus.
  • Ability to work satisfactorily as a team member and work with all levels of employees.
  • Strong interpersonal skills and communication skills (both verbal and written) required. 
  • Excellent customer-relations skills.
  • Ability to operate or be trained to operate heavy roadbuilding equipment if necessary. 
  • Ability to proficiently operate a personal computer and be familiar with Microsoft Office Suite software applications.
  • Ability to set, adjust and change daily priorities.
  • Ability to manage conflict and resolve issues in the most positive fashion for all parties concerned.
  • Must be self-motivated.
  • Good organization and time-management skills.
  • Willingness to accept responsibility and take on new challenges.
  • Ability to exercise discretion and independent judgment on a customary and regular basis.
  • Adept at problem solving.

Supervisor and Leadership Expectations

Travel Requirements:
75-85% Travel Required

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