Outside Sales Representative

Job Description

Job Description

Position Details:

• Competitive salary with commission
• Full-time: Exempt
• Location: On site in Great Bend, Kansas
• Schedule: Monday-Friday 7:30-5:30, extended weekday, evening, and weekend hours required as business needs dictate, especially during planting and harvest seasons

Purpose:

Sells new and used agricultural equipment, primarily large agriculture equipment, along with construction equipment and precision farming solutions, to customers in the Garden City trade area. This position is responsible for achieving or exceeding defined sales performance objectives (revenue, margin, and turnover) by acquiring, developing, and retaining customers; accurately and promptly completing all sales documentation; and ensuring an excellent customer experience from first contact through delivery and after-sale follow-up. The role represents KanEquip, Case IH, and New Holland in the field and in the community, and must operate in line with company values of integrity, excellence, stewardship, and teamwork while following company safety, pricing, and documentation policies.

Job Responsibilities (ranked in significance):

• Company Values and Leadership: Ensure all company values are adhered to and promoted. This would include leading by example and participation in employee recognition programs. Operate with integrity, excellence, stewardship, and teamwork in every customer and employee interaction.
• Selling & Trading: Use your skills and knowledge to achieve or exceed all defined sales performance objectives (revenue, margin, turnover). Quote, price, and trade only within approved pricing, discount, and trade-in authority, and obtain management approval for any deal outside those limits. Represent equipment condition, hours, specifications, warranty coverage, and financing terms accurately and honestly.
• Growing and Maintaining: Follow up on leads and referrals promptly and effectively. Spend majority of time with customers in the field or in the office as appropriate. Have specific targets and processes for customer acquisition, development, and retention, possibly including focus on specific geographic territories. Conduct professional sales presentations, including equipment demos, ensuring the customer has accurate and pertinent information for their needs. Ensures excellent after-sales experience with delivery and initial experience.
• Fulfilling & Satisfying: Ensures the high level of customer satisfaction as measured by customer surveys and ongoing customer contact. Take effective action to resolve any customer issues that occur. Ensure all commitments made to customers are satisfied including requests for information, delivery of product or anything committed for another employee to execute (i.e. Parts, service).
• Documenting and Submitting: Ensures all paperwork is completed in a timely, accurate, and professional manner. This would include trade appraisals/descriptions, contracts, warranties, and wholegoods sales tickets. Pictures of equipment must be timely with high quality for internet postings. Assist other sales representatives with trade valuations and product information. Be technically proficient in all sales tools, both the internal information systems, as well as vendor sites for information. Collect and submit all required supporting documents, such as credit applications, finance contracts, sales tax exemption certificates, lien information, and warranty registrations, so that sales accounting can process transactions without delay.
• Safety and Risk Management: Operate company vehicles, customer equipment, and demo equipment safely and in accordance with company policy, manufacturer instructions, and traffic laws. Follow safe practices when demonstrating, inspecting, loading, or delivering equipment, including use of required personal protective equipment. Maintain a valid driver’s license and acceptable Motor Vehicle status at all times and report any change, accident, injury, or property damage to management immediately.
• Confidentiality: Protect confidential customer, pricing, financial, and company information, including credit applications and finance documents, and follow company security, confidentiality, and record-retention policies at all times.
• Communicating and Collaborating: Ensures good communication within location, and with other locations/employees. Work with Parts, Service, and Corporate to give the customer a seamless, coordinated experience.
• Promoting & Facilitating: Ensure a clean office, clean desk, and clean company vehicle. Assist the Store Manager, Location Assistant, and other employees in keeping a clean and safe facility. Assist with literature racks and showroom displays as needed.
• Developing & Advancing: Continuously learn and apply new skills, strategies, and techniques. Develops and maintains a high level of product, market, and industry knowledge, including both equipment and precision farming. Work with supervisors to have an ongoing development plan including both instructor-led and web-based training opportunities.
• Marketing & Associating: Assist with store-led marketing activities, events, and promotions as needed. Maintain a professional and contributory status in the community.

Requirements:

• High school diploma or equivalent required; associate or bachelor’s degree in agriculture, agribusiness, business, or a related field preferred
• A minimum of 3 years’ sales experience at an equipment dealership
• Knowledge of agricultural and construction equipment; familiarity with precision farming technology preferred
• Achieving targeted and agreed upon sales performance goals through customer acquisition, development, and retention
• Excellent customer service and follow-through on commitments
• Work well with other departments (Parts, Service, Corporate) to give the customer a seamless, coordinated experience
• Solid analytical, sales process, financial, and problem-solving skills
• Strong communication and interpersonal skills with individuals at all levels of the organization
• Expertise with computer systems, including MS office and internet-based applications
• Ability to work extended hours during the week and weekends
• Ability to travel to customers, company meetings and training events as needed
• Acceptable Motor Vehicle status, with current driver’s license, and ability to operate motor vehicle; must remain insurable under the company vehicle policy
• Ability to safely operate agricultural equipment for demonstrations and deliveries
• Satisfactory results of a pre-employment drug screening

Key Competencies:

• Integrity and honesty in customer dealings
• Results orientation and accountability for sales goals
• Customer service and relationship building
• Product, market, and industry knowledge
• Organization, accuracy, and follow-through
• Teamwork and clear communication
• Safety awareness

Work Environment:

• Work is divided between the dealership office and the field, with the majority of time spent with customers at farms, ranches, fields, job sites, and equipment lots.
• Field work is performed outdoors in all weather conditions, including extreme heat, cold, wind, rain, and snow, and may involve dust, mud, noise, vibration, fumes, agricultural chemical residue, livestock, and uneven or slippery ground.
• Work is performed around operating machinery with moving parts; safety procedures and personal protective equipment (such as safety glasses, hearing protection, and gloves) are required where appropriate.
• Frequent driving of a company vehicle on highways, rural, and gravel roads within the assigned territory; occasional overnight travel to company meetings, manufacturer training, and events.
• Extended weekday, evening, and weekend hours are required as business needs dictate, with peak demand during planting and harvest seasons.
• Office work is performed in a dealership environment with moderate noise levels typical of an office and showroom, using a computer, telephone, printer, scanner, and other standard office equipment.
• Position handles confidential customer, pricing, and financial information and must follow company security, confidentiality, and record-retention policies at all times.

Physical Demands:

• Frequently required to drive a motor vehicle for extended periods.
• Frequently required to stand and walk, including on uneven terrain, in fields, and on equipment lots.
• Frequently required to climb steps, ladders, and platforms to enter and exit equipment cabs and inspect equipment, at heights up to approximately 10 feet, using three points of contact.
• Frequently required to sit and operate equipment controls during demonstrations, deliveries, and trade appraisals.
• Regularly required to bend, stoop, kneel, crouch, and reach to inspect equipment, record serial numbers, and photograph equipment.
• Regularly required to talk and listen in person, by phone, and by video conference, including in noisy outdoor and shop environments.
• Close and distance vision and the ability to adjust focus are required to inspect equipment, read contracts and specifications, and operate equipment and vehicles safely.
• Regularly required to use hands and fingers to operate a computer, tablet, phone, camera, and equipment controls.
• Occasionally required to lift and/or carry up to 50 pounds, such as literature, displays, event materials, or small equipment components.