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Sales Representative

Company: Peterson Machinery Co.
Location: Santa Rosa
Posted on: June 9, 2021

Job Description:

Customer First | Integrity | Excellence | Teamwork | Fun!

At Peterson our Vision is to be our customers' first choice. We put our customers first and continually strengthen our partnerships through our employee's hard work, ingenuity and determination. Our 85 year history is a reflection of our collective efforts and focus.

We provide a family oriented environment that promotes safety, personal growth and professional achievement. Critical to our continued success is hiring and developing exceptional employees. We are deeply committed to providing an environment necessary to attract and retain engaged employees who will relentlessly strive to reach Peterson's strategic goals and vision. We have high standards for our employees, with good reason. They represent Peterson, our family, our brand, and our values to customers and our team members.

Why Peterson?

We have high expectations and so do you. You are exceptionally motivated, have outstanding skills, and are looking for more than just a job. We offer competitive wages, generous benefits, and promotional opportunities at a family owned and operated business that really cares about employees. If you want to work side-by-side with others who are passionate about customer service, consider joining our team. You can help us write more chapters in our success story as we move towards celebrating our 100 year anniversary.

Job Description

Peterson Cat has a need for an experienced Sales Representative based at our Santa Rosa, CA location.


This position conducts sales and marketing activities in an assigned territory. Working under occasional supervision, performs a wide variety of sales and marketing duties requiring extensive knowledge of all products for which Peterson is a dealer. Maintains close liaison and frequent communications with customers and works to develop new business. Coordinates and cooperates with several departments to accomplish job.


The following reflects management's definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign the functions to this job at any time due to reasonable accommodation or other reasons. Job functions include the following. Other duties may be assigned.

  • Is responsible for the promoting and selling of heavy machinery/equipment within an assigned territory.

  • Is responsible for maintaining and growing Peterson's market share within an assigned territory.

  • Organizes day in order to call on as many prospects as possible.

  • Locates prospects to make face-to-face presentations.

  • Makes face-to-face customer calls at an average of 4 or more per day.

  • Contacts potential customers by telephone when face-to-face call is not practical.

  • Calls on all assigned accounts at least once each year.

  • Presents sales literature and brochures to customers and prospects.

  • Informs customers of new product developments in improvements.

  • Identifies and calls on the decision-maker in customer's company.

  • Corresponds with customers in writing as follow-up of contact when appropriate.

  • Recognizes and develops new prospects in the territory.

  • Maintains ongoing awareness of any potential customer for Caterpillar products and/or services within the assigned territory and immediately responds to the opportunity.

  • Presents equipment features and benefits to customers in person, and determine additional information needed to meet the customer's specific needs.

  • When appropriate provides written summary that includes the cost benefits to the customer by purchasing Caterpillar equipment and the equipment features and benefits compared to similar competition.

  • Attends bid openings when appropriate to learn results of certain key projects being bid by customer. Also keeps abreast of local trade newspapers, Internet sites and other sources for contract awards within the territory.

  • Maintains frequent communications with the Product Support Sales Representative (PSSR) to exchange customer information.

  • Create when required, pro forma financial analysis of customer expected returns and financing options.

  • Is responsible for submitting required territory data to management in a timely manner (i.e. Lost Sale Reports).

  • Attend and participates in team strategic sales meetings and trade organizations. Support marketing activities by attending Trade Shows, conferences and other marketing events.

  • Coordinates and attends delivery of each new or used machine sold.

  • Follows up with customer after sale to ensure machine acceptance and satisfaction.

  • Up to 20% local and regional travel required.

  • Operate company or personal vehicle as needed.


Bachelor's Degree from a fully accredited college in Business, Sales, or Marketing or other closely related field; and a minimum of four years of directly related experience, preferably in a heavy industrial environment; or an equivalent combination of education and work experience. A valid Driver's License with an acceptable driving record is needed.

Peterson Tractor Co. is committed to equal employment opportunity and affirmative action. Minorities, females, veterans, and individuals with disabilities are encouraged to apply. A drug screen and background check is required.

Keywords: Peterson Machinery Co., Santa Rosa , Sales Representative, Other , Santa Rosa, California

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