Description

Position Summary

This individual achieves sales and profit goals for parts and service by promoting and selling service programs, preventive maintenance contracts, parts, and additional repair programs within MacAllister’s service territory for the Transportation Division.  Develops business in the assigned geographic area and ensures customers are satisfied with performance.  The sales activity’s primary function is to professionally promote MacAllister Transportation’s service capabilities and product offerings.  Sales activity will include both current contract customers and developing new clients.  The end result of this activity translates into increased parts sales and shop traffic at all branch locations.

Position Duties/Responsibilities

• Generation of new leads and account penetration through a variety of sales-related activities (customer calls, mailing, promotional campaigns as related to current activities)
• Formulates and develops service oriented programs that meet the approval of Caterpillar, Blue Bird, & other OEM’s represented by the company and prove profitable for the Company. 
• Markets service programs and develops the business of fleets, owner/operators, municipalities, government agencies and school systems, including quoting, securing the order, scheduling the product through the respective shop and reviewing market programs for seasonal changes. 
• Evaluate leads effectively and efficiently and determine whether to respond or pass the lead to other sales resources.
• Secures and processes all on-highway parts and service business including prospecting for new business, by proactively contacting potential customers, to develop and expand the business and following up with customer. 
• Maintains order information and establishes credit between the customer and MacAllister Transportation prior to service work being performed. 
• Pursues the critical success factors for the application, distribution, and satisfaction of the customers’ needs for service programs relating to on-Highway vehicles.
• Develop and maintains relationships with established and new customers in order to determine individual customer needs and provide solutions to meet them.
• Develops and maintains a professional working relationship with Caterpillar, Blue Bird, and other OEM’s represented by MacAllister Transportation, their field representatives and company personnel to support the service programs and achieve overall goals
• Initiates and completes reports and other associated paperwork detailing customer calls, sales activity, etc.
• Develops and updates a customer list for mailings and maintains a customer quote log. 
• Ensure that not less than (30) prospecting calls/visits are completed and recorded per week.
• Build relationships with other departments within as a single point of contact.
• Attend necessary meetings and training to ensure ongoing personal, customer and revenue growth in the attainment of projected sales and personal objectives.
• Performs related duties as assigned.

Supervisory Responsibilities:

• No formal responsibility for supervising others

Position Requirements

Required:

• Knowledge, skills and abilities typically acquired through a high school education or the equivalent with an Associates degree in Business Management and/or a product training related discipline preferred.
• 5 years’ minimum industry experience with at least two years sales experience preferably with OE engines and/or competitive product.

• The ability to obtain and maintain a valid State of Indiana Commercial Driver’s License.

Knowledge, Skills, And Abilities

The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Excellent organizational, influence and negotiation skills.
• Excellent communication skills, including verbal, written, listening and presentation skills.
• Excellent customer service and prospecting skills with the ability to approach the sales process creatively and in a professional and consultative manner.
• Excellent leadership skills, including decision making, creative thinking and goal setting skills.
• An excellent knowledge of the market and the product with the ability to discuss the technical aspects of On-Highway truck engines and Chassis with customers.
• Excellent project management and conflict management skills with a good ability to manage change.
• Excellent interpersonal skills, including influence, negotiation, coaching and counseling.
• Good problem solving skills and the ability to interpret policies, procedures and guidelines.
• The ability to uphold professionalism with both internal and external customers, including personal appearance and friendly, courteous treatment of peers, subordinates and customers.

Other Requirements of Position

• Works under limited supervision. Independently determines the approach to take and the methods to use.  Interprets policy in terms of objectives.  Informs manager of unusual situations with far reaching implications.
• Major responsibilities typically require creativity and latitude. Employee typically operates with specific objectives but often few written or unwritten procedures as guidelines.  Some policies or precedents for action exist.
• If an error is made while in this position, it will require some effort to identify the error and can significantly impact the company financially.
• Frequently communicates with coworkers, customers, company executives, and management.
• Maintain equipment and supplies to avoid waste, damage to areas and equipment, and to prevent accidents.

The duties and responsibilities described here are not a comprehensive list, and the scope of the job may change as necessitated by business demands.