Parts & Service Sales Representative- 185/AS/ES/16

Job Title  Parts & Service Sales Representative
Job Ref
Location  South East 
Closing Date Ongoing


To nurture relationships with a specified regional customer base to maximise the revenue opportunities and profitability for Product Support (Parts & Service).

Main Duties

  • Finning: Understand the Finning business that includes strategic plans for both Finning and the Division
  • Customer Accounts: Manage an agreed portfolio of Customer accounts developing and growing revenue opportunities. Implement a call plan holding regular meaningful meetings to discuss items such as annual budgets, planned repairs or rebuilds, machine utilisation
  • Opportunity Management: Establish EM Solutions with all regular or high potential Customers. Ensure sales funnel data is kept up to date for all designated accounts from identified to closure. Convert leads generated by the Inside Sales team. Promote and grow product support revenue through increased usage of the technology available, such as online parts and Visionlink
  • Account Management: Use FST (Finning Sales Tracker) to maintain customer database and manage a call plan leading to effectively maintained call cycles
  • Relationships: Build and maintain relationships with stakeholders within Finning, Customers and Caterpillar. Act as point of contact for Customers, stakeholders and influencers, promoting Finning support services relevant to their needs and assisting personally where possible. Collaborate across the business to maximise all available opportunities across Product Support and New Sales where applicable
  • Customer Experience: Speedy resolution of Customer complaints and disputes that may include direct management or facilitation of the resolution. Maintain regular contact to build trust with key customer decision makers and influencers
  • External Market: Maintain an awareness of Competitors, feeding intelligence on their activities to include lost sales reports. Maintain an awareness of developing and possible future customers and Markets


Sales Specific:
• Planning
• Influencing
• Consulting
• Solution Selling
• Closure

  • Product and Technical Knowledge: Knowledge of the range of Caterpillar machines including foundational engineering understanding
  • Customer Focus: a strong sense of care for our customers ensuring they receive the best experience from Finning.
  • Interpersonal and negotiation skills: A skilled communicator who is adept at presenting, negotiating, questioning, listening and selling.
  • Written communication skills are also a necessity.
  • Collaboration: Ability to work with others to ensure the best Systems: PC literate, word, excel, Power point, email.

To Apply

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