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Salary
Crown Lift Trucks is the premier material handling dealer in Canada. We are a leader in the industry and are considered a one-stop shop for all material handling needs. Crown Lift Trucks Canada operates eight full-service branches in both Ontario and Quebec offering complete service solutions including maintenance programs, parts supply, and training.
PERKS AND BENEFITS
- Base Salary + Commission + Car Allowance
- Comprehensive benefits such as: medical insurance, dental, vision, long term/short term disability, life insurance and more
- Pension plan
- Opportunities for advancement and ongoing professional development
- State-of-the-art training facilities
POSITION SUMMARY
Reporting to the Aftermarket Sales Manager and Branch Manager, the Aftermarket Sales Representative (ASR) is responsible for maximizing the sales of service and parts to new accounts within an assigned territory through intensive sales activities. They will target small, medium, and large enterprises to identify and qualify opportunities and, when appropriate, enter into a sales process. The ASR will continually seek new and innovative ways of identifying opportunities, growing their account base and cross-selling other Crown products into their existing accounts. They may also assist in the development of customer relationships by reviewing customer satisfaction with service and parts support and assist in the resolution of any complaints in this area.
THE ROLE
- Cultivate new service and parts business opportunities through the engagement of current and prospective customers.
- Build and maintain secure client relationships based on a “Partnership in Success” strategy focused on customer retention and development. This individual exemplifies a “Service Excellence” culture built on the foundation of Crown’s Integrity Service Value Proposition.
- Grow Crown’s market share and presence by promoting all of Crown’s products, programs, and services. Achieve sales and performance objectives set for assigned territory. Maintain accurate and up-to-date records of all calls and customer interactions using company programs.
- Provide ongoing market intelligence about competitor activities and trends. Participate in various checkpoint communication meetings with both management and branch personnel.
- Perform account partnership and parts and service reviews, fleet surveys, contract/agreement renewals and presentations based on account parameters and requirements.
- Participate in training and personal development seminars and programs as directed by management.
- Present and negotiate programs, agreements, and contracts with current and prospective customers within established guidelines. Participate in on-going product launches and introductions. Perform joint sales calls with all departments (i.e. equipment sales, rentals) as well as vendors, management and supervisors as necessary.
FUNCTIONAL TASKS
- Identify new business opportunities and develop sales strategies to effectively promote Crown’s services to these prospective customers.
- Manage the entire sales cycle from initial contact to identifying needs, leading demonstrations, presenting proposals and on to closing deals.
- Develop existing customers to maximize the revenue potential.
- Build trust and confidence with prospects and customers as a catalyst for growing accounts.
- Enter and keep current all relevant information pertaining to these sales activities in the company’s business systems.
COMPETENCY PROFILE
The following competencies are crucial for success in the role of ASR at Crown Lift Trucks.
- Customer/Client Orientation: Monitors and acts on measures of customer/client satisfaction. Quickly follows up on customer/client contacts and complaints while anticipating customers'/clients' needs. Strives to provide customers/clients with personalized and efficient service.
- Team Skills: Helps to create a sense of team spirit and harmonious relations through cooperation and support; fosters collaboration among team members; balances personal goals with those of the team.
- Integrity & Sincerity: Inspires trust and supports others through own authenticity and following up on commitments; shows consistency among principles.
- Curiosity: Consults widely for business or technical advice; Probes for facts and obtains information from a wide variety of sources; Differentiates the critical from the irrelevant or trivial.
- Strategic Approach: Develops a strategic plan to realize the vision; Revises strategy in light of changing circumstances; Takes a long-term view of their individual success; Works to clarify long term goals; Able to stand back from immediate problems in order to focus on more far-reaching ideas.
- Commercial Acumen: Understands and applies appropriate commercial and financial principles; Capable of carrying on meaningful business discussions with clients and prospects; Adept at uncovering business needs through open dialogue.
- Impact: Makes an immediate positive impression on others; has presence and commands respect; Comes across with force and quickly establishes credibility; accurately predicts the effects of own words and actions.
- Influence: Articulates the key points of an argument persuasively; negotiates skillfully and convinces others to own point of view; directly and indirectly impacts the decisions/opinions of others; Mobilizes people into action.
- Career Management and Self Development: Maintains a realistic picture of personal strengths and limitations; Adopts a proactive role in professional development and identifying career opportunities/challenges; Learns from experience; actively and continually gathers feedback on own performance and adjusts behaviour accordingly.
- Drive and Initiative: Adopts an energetic approach; Works towards goals and willingly tackles demanding tasks; Demonstrates capacity for sustained effort and hard work over long periods of time, even in the face of adversity; Proactive, seizes opportunities and acts on them immediately; Takes responsibility for own actions and addresses problems before asked.
KNOW HOW & EXPERIENCE
- Post-secondary schooling. A four-year degree is desirable for this position.
- Valid driver’s license.
- Basic computer skills and working knowledge of Excel and Word programs.
- Must have a sales background with a minimum 3 years’ experience in an industrial field (lift-trucks a plus).
- Excellent communication and interpersonal skills required and demonstrated customer relations ability.
- Demonstrated problem solving and decision-making skills, excellent organizational and planning skills.
- The ability to work independently and as part of a team as well as a safety focused self-starter who takes pride in a job well done.
- The ability to work with tight deadlines and has a strong sense of urgency and have excellent analytical and above average negotiating skills.
Please note that we currently require all new hires to complete a criminal reference check to be eligible for employment.
We are an equal opportunity employer. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code, Crown Lift Trucks Canada will provide accommodations throughout the recruitment and selection process to applicants with disabilities. If selected to participate in the recruitment, selection, and/or assessment process, please inform Human Resources of the nature of any accommodation(s) that you may require to ensure your equal participation.
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