[Hiring] Excavator Sales Representative @Jordan Sitter Associates
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Role Description
This role involves directly selling the Company's mining products and solutions to end users within the assigned territory/accounts, maximizing revenue, profit, and market penetration.
ā¢ Build relationships with customer decision-makers (executives, procurement, site management, maintenance, etc.)
ā¢ Continuously develop mid- to long-term opportunities by maintaining a strong sales pipeline
ā¢ Lead the end-to-end sales process, including quotations/tenders, contract negotiations, credit and collection terms, delivery/specification alignment, delivery and commissioning/start-up, and post-award customer satisfaction
ā¢ Monitor changes in regulations, MSHA requirements, tender rules, and other factors that may impact the business
Responsibilities
ā¢ Increasing revenue, gross profit, orders on hand, and overall pipeline health within the assigned territory/accounts
ā¢ Building high-probability opportunities (customer needs ā proposal ā commercial terms ā approval/award)
ā¢ Price realization and margin protection
ā¢ Forecast accuracy, opportunity stage management, and CRM quality
ā¢ Customer satisfaction (delivery quality and responsiveness) and repeat/renewal/add-on orders
ā¢ Gathering and sharing market/competitor/regulatory intelligence internally
ā¢ Manage pricing, contracts, and expenses within the Company's approval matrix and assigned budget
ā¢ For strategic/critical opportunities, drive requests and approvals for special discounts/special terms subject to GM approval
ā¢ Extensive travel may be required
Key KPIs
ā¢ Orders on hand: value / units / gross profit
ā¢ Revenue and gross profit (GP)
ā¢ Collection & cash management: collection rate and overdue receivables ratio for assigned accounts
ā¢ New customer development: number of new accounts and first-time orders
ā¢ Pipeline: created value, number of stage advancements, days in stage (aging)
ā¢ Forecast accuracy: monthly/quarterly variance
ā¢ Price realization: average discount rate and adherence to margin floor
ā¢ Customer satisfaction: post-delivery evaluation and number of critical complaints
ā¢ CRM completeness and on-time updates
ā¢ Safety & compliance: zero violations
Knowledge and Experience
ā¢ Preferred Bachelor's degree in marketing, management, engineering, or mining
ā¢ Preferred Master's degree in marketing, management, engineering, or mining
ā¢ Extensive industry experience and knowledge may be considered in lieu of degree requirements in exceptional circumstances
ā¢ (Minimum) 3 years practical working experience in steering a distribution network toward profitability and growth
ā¢ (Preferred) 5 years practical working experience in steering a distribution network toward profitability and growth
ā¢ B2B sales experience in large/complex products (capital goods/industrial machinery preferred)
ā¢ Strong negotiation and consultative selling skills (value selling beyond price, such as TCO, availability, and safety)
ā¢ Ability to build relationships with multi-layer decision makers (executives to site level)
ā¢ Basic understanding of contracts and commercial terms (payment terms, warranty, delivery, risk)
ā¢ Strong numerical/analytical skills; ability to prioritize actions based on profitability, probability, and urgency
ā¢ Cross-functional communication skills to drive internal alignment (Service, Parts, Product, SCM, etc.)
ā¢ CRM operation, reporting, and Microsoft Office skills
ā¢ Self-motivated with strong compliance and MSHA mindset
ā¢ English proficiency
ā¢ Knowledge of the mining industry and construction/mining equipment, and/or relevant field experience
ā¢ Experience with tenders (RFP/RFQ), long-term maintenance contracts, and financial proposals
ā¢ Strategic planning/financial modeling skills; MBA, etc.
Apply Now
Apply Now
Role Description
This role involves directly selling the Company's mining products and solutions to end users within the assigned territory/accounts, maximizing revenue, profit, and market penetration.
ā¢ Build relationships with customer decision-makers (executives, procurement, site management, maintenance, etc.)
ā¢ Continuously develop mid- to long-term opportunities by maintaining a strong sales pipeline
ā¢ Lead the end-to-end sales process, including quotations/tenders, contract negotiations, credit and collection terms, delivery/specification alignment, delivery and commissioning/start-up, and post-award customer satisfaction
ā¢ Monitor changes in regulations, MSHA requirements, tender rules, and other factors that may impact the business
Responsibilities
ā¢ Increasing revenue, gross profit, orders on hand, and overall pipeline health within the assigned territory/accounts
ā¢ Building high-probability opportunities (customer needs ā proposal ā commercial terms ā approval/award)
ā¢ Price realization and margin protection
ā¢ Forecast accuracy, opportunity stage management, and CRM quality
ā¢ Customer satisfaction (delivery quality and responsiveness) and repeat/renewal/add-on orders
ā¢ Gathering and sharing market/competitor/regulatory intelligence internally
ā¢ Manage pricing, contracts, and expenses within the Company's approval matrix and assigned budget
ā¢ For strategic/critical opportunities, drive requests and approvals for special discounts/special terms subject to GM approval
ā¢ Extensive travel may be required
Key KPIs
ā¢ Orders on hand: value / units / gross profit
ā¢ Revenue and gross profit (GP)
ā¢ Collection & cash management: collection rate and overdue receivables ratio for assigned accounts
ā¢ New customer development: number of new accounts and first-time orders
ā¢ Pipeline: created value, number of stage advancements, days in stage (aging)
ā¢ Forecast accuracy: monthly/quarterly variance
ā¢ Price realization: average discount rate and adherence to margin floor
ā¢ Customer satisfaction: post-delivery evaluation and number of critical complaints
ā¢ CRM completeness and on-time updates
ā¢ Safety & compliance: zero violations
Knowledge and Experience
ā¢ Preferred Bachelor's degree in marketing, management, engineering, or mining
ā¢ Preferred Master's degree in marketing, management, engineering, or mining
ā¢ Extensive industry experience and knowledge may be considered in lieu of degree requirements in exceptional circumstances
ā¢ (Minimum) 3 years practical working experience in steering a distribution network toward profitability and growth
ā¢ (Preferred) 5 years practical working experience in steering a distribution network toward profitability and growth
ā¢ B2B sales experience in large/complex products (capital goods/industrial machinery preferred)
ā¢ Strong negotiation and consultative selling skills (value selling beyond price, such as TCO, availability, and safety)
ā¢ Ability to build relationships with multi-layer decision makers (executives to site level)
ā¢ Basic understanding of contracts and commercial terms (payment terms, warranty, delivery, risk)
ā¢ Strong numerical/analytical skills; ability to prioritize actions based on profitability, probability, and urgency
ā¢ Cross-functional communication skills to drive internal alignment (Service, Parts, Product, SCM, etc.)
ā¢ CRM operation, reporting, and Microsoft Office skills
ā¢ Self-motivated with strong compliance and MSHA mindset
ā¢ English proficiency
ā¢ Knowledge of the mining industry and construction/mining equipment, and/or relevant field experience
ā¢ Experience with tenders (RFP/RFQ), long-term maintenance contracts, and financial proposals
ā¢ Strategic planning/financial modeling skills; MBA, etc.
Apply Now
Apply Now