Aftermarket Sales Representative Job Description

Specific Responsibilities and Duties

Make sales calls on existing accounts and prospects within branch’s assigned service to:

• Solicit and secure service work to be done at the customer location or in the branch.
• Solicit and secure sales for the complete Aftermarket Modern & OEM Parts Program.
• Solicit, secure and maintain Pm and other maintenance contracts on all equipment logically serviced by the branch.

Service work, PM and other maintenance contract work includes OEM Forklift , competitive lift truck equipment, Dock and Door products, Allied Equipment and other related industrial or commercial equipment

• Solicit and secure operator and technical training sales.
• Solicit and secure leads for all other sales counterpart’s operation from your branch.
• Solicit and secure short-term rental business.
• Solicit and secure leads for all other Modern Group offerings.
• Accurately analyze customer’s requirements and prepare professional written service and parts proposals for submission to customers.
• Make formal delivery of new and used equipment sold by the Sales Department within 48 hours of delivery to customers.

Included in the delivery process: review with the customer the items on the pre-delivery report, proper use and maintenance of the equipment, review the appropriate manuals (parts, operator, and maintenance if applicable) warranty explanation, have customer sign pre-deliver from and return the appropriate PDI forms to the dealership and disseminate for proper processing to our warranty department, and present a Planned Maintenance Agreement to customer during PDI (if applicable).

• Assist Equipment Salesman in recommendations for proper equipment in customer’s or prospect’s location when you have specific application, or equipment knowledge.
• Assist and/or fill in for Branch and or Parts Managers when necessary (vacations, military reserves, etc…).
• Assist service personnel in trouble shooting and resolving difficult equipment problems.
• Assist as liaison with Factory Service Personnel in resolving more complex customer problems.
• Assist the Parts Department personnel in ascertaining proper parts requirements where parts identification is not readily available.
• Assist Branch Manager in lift truck accident investigations when necessary.
• Perform inspection and acquire hour meter readings for rental equipment and leased equipment.
• Contact customers at Branch Manager and Aftermarket Sale Manager’s discretion, regarding aged receivable collections.
• Resolve customer complaints to the customers and company’s satisfaction.
• Follow up on customer-repaired equipment for satisfaction feedback.
• Follow up with aftermarket accounts (customer satisfaction index cards) for satisfaction feedback.
• Design and promote branch “specials” mailers, handouts in conjunction with Branch Manager and Aftermarket Sales Manager.
• Demonstrate the initiative and interest to reflect personal, professional, and technical growth to better serve our customer, and support the growth of the branch and company.

Accountabilities

• Daily job functions to the Branch Manager (Micro Basis).
• Overall duties and evaluations to the Aftermarket Sales Manager. (Macro Basis)
• Manage and maintain your existing account base.
• Complete territory management to include identification, penetration and growth of incremental business for existing account base.
• Involve Aftermarket Sales Manager, Branch and or Parts Manager in applicable customer sales situations.
• Perform all tasks within the Modern Vision and Belied Statements, bringing all unestablished customer improvement ideas to management for evaluation and implementation.
• Perform all tasks with a problem solving, solution oriented, positive productive approach.
• Maintain performance of all duties to support the growth of the branch and the company.
• Accountability includes satisfactory performance of duties under the Annual Performance Criteria.
• Accountability includes conformance to the Modern Employee Handbook.

Specifications

• High School Graduate
• Industrial Sales Exposure
• Knowledge of specialized or technical fields (mechanical, electrical, or hydraulic)
• Exposure or materials handling industry exposure.
• Lap top and or PC exposure required.
• Ability to organize one’s own job activity once direction is provided by Management.
• Ability to communicate well with customers, internal and external customers: other branch personnel, rental department, and accounts receivable/payable department, sales department, information systems department, and the personnel department.
• Wide variety in complexity requiring changes to meet expectations in policy to meet customer demands, market conditions, and competitive pressure.
• Physical demands include daily assigned territory travel to customer locations, branch office and corporate office when necessary.
• Personal appearance and conduct must conform to company standard.
• Personally owned vehicle, new or late (4 years or newer) to be used by Aftermarket Sales Representative and will be reimbursed by Modern under the Runzheimer Program. Current model year sets reimbursement standards as published on the Runzheimer Program.
• Must have current driver license and clean driving record to meet Modern insurance standards.
• Must meet all other standards as required.

Identification validation

Pre-employment Physical including Substance Abuse Testing

All other New Employee Requirements

Compensation-Current year Aftermarket Compensation Program. Base Salary with Annual Performance Review. Base Salary covers maintaining existing accounts.

The company assumes that all employees presently in this job classification have been performing and will continue performing all