MAXIM TRUCK & TRAILER - POSITION DETAIL

Parts Sales Professional (Outside Sales)

Location: Winnipeg, MB
Job Type: Full Time
Close Date: 12/14/2012
Description:

Position Summary

Sells heavy-duty truck and trailer parts to new and existing customers resulting in profitable sales for the company while developing long-term customer relationships.

 

Responsibilities

 

  1. Sells truck and trailer parts by following up regularly with customers, determining changing needs, and promoting new and existing products to meet those needs. (50%)

 

Performance Coaching Standards

  • All transactions result in profitable sales for the company
  • Weekly follow-up calls completed and provided with customer feedback
  • Repeat business
  • Meets monthly projected sales
  • Keeps customer profiles current on a regular basis
  • Adding/deleting customers based on current and profitable sales
  • Follows-up on accounts suggested by the Parts Manager each month
  • Obtains customer commitment prior to bringing in a new stock item
  • Effectively promotes new and existing product lines as applicable to customer

 

 

  1. Sources and quotes prices including researching what suppliers and prices parts are available and then notifying purchasing department. (15%)

 

Performance Coaching Standards

  • Quotes are competitive while generating reasonable profits for the company
  • Repeat business
  • Accuracy of information collected
  • Purchase department notified of all orders required within the hour
  • Prepares accurate quotes geared to balance Maxim's gross margin and sales goals with customer requirements

 

  1. Prospects customers to produce new business including acting on referrals and making cold-calls while providing customer service to existing customers. (10%)

 

Performance Coaching Standards

  • Development of new accounts
  • Prospecting new customers – 2 in-person “new” customer calls per month
  • Contacting existing customers (by phone or in person) based on a mutually agreed to schedule
  • No customer complaints on the quality of salesman service
  • Accurate advice is provided to customers
  • Professional phone protocol

 

 

  1. Works with Credit and Service departments to provide high level of service to the customer. (10%)

 

Performance Coaching Standards

  • Customer able to purchase parts by Maxim providing more credit or customer providing collateral to gain required credit
  • If not able to provide more credit, provides customer service to ensure customer will return when able to purchase
  • Service pricing for quotes are correct and there is no discrepancies between departments
  • Warranty inquiries are answered correctly and in a timely manner

 

 

  1. Provides related services including relieves parts counter staff, answers inquiries during and after-hours, and picks & delivers parts as needed. (10%)

 

Performance Coaching Standards

  • Same-hour response to inquiries
  • Correct parts delivered to appropriate location
  • Provides customer service outside of regular hours

 

  1. Meet or exceed Gross Profit budget. (5%)

 

Performance Coaching Standards

  • Accounts are maintained and budgets are created
  • Obtains documented facts for customers to receive special pricing
  • Reviews and adjusts locked-in pricing agreements prior to contract coming due
  • Knows competitor pricing
  • Recovers freight costs

 

 

  1. Other duties as assigned

 

 

Qualifications

 

Education & Experience:

  • 3 to 5 years parts order desk experience (or equivalent truck/trailer parts knowledge)
  • Prior outside sales experience or experience with potential customer base
  • Valid Class 5 Driver's License
  • Knowledge of Cat/Cummins products preferred

 

Skills:

  • Sales and customer service focus
  • Easily builds rapport and relationships with people at all levels
  • Ability to prospect new customers i.e. cold calling
  • Strong negotiation and listening skills
  • Regularly sets and meets priorities and long term goals
  • Ability and willingness to complete ongoing sales training
  • Shows assertiveness, persuasiveness, and initiative
  • Ability to work independently
  • Basic computer skills with MS Word/Excel/Outlook, Internet, keyboarding
  • Knowledge of Karmak business system an asset
Post on Facebook Post on Twitter Post on LinkedIn