Marketing Inside Sales Rep.

Finning Canada

Responsible for maintaining and developing relationships with an active account base to establish, re-establish, qualify, maintain contact and increase the sales activity with small to medium size customers. Expected to represent a broad range of product and solutions including supporting the customer success journey for digital and technology solutions.

Major Job Functions:

• Proactively build quality customer relationships and manage an account base of 800 – 1200 accounts with a value of between $1 and $2 million in assigned product support revenue based on a geographical territory
• To develop a relationship with the customers in the assigned account base, conduct a proper needs analysis and make product recommendations based on the customers' business needs
• Maintain a minimum of 50 calls per week to promote, develop and qualify equipment leads and sell parts, service, labor and customer service agreements
• Maintain accurate customer account and machine population information, to support demographic targeting and forecasting for sales and promotions; conduct customer needs analysis and potential
• Understand, update and utilize CRM (Customer Relationship Management System), Lawson, finQuote, Product Support Quoter (PSQ) and Cat applications such as SIMSi and SIS (Service Information System)
• Have a strong understanding of Finning/Cat digital solutions and apps such as my.finning.com, the Cat App and Cat Inspect and how they help a customer receive maximum benefit from their equipment and their dealership
• Support the sales organization in the assigned territory on an as needed basis. This includes on-site support for events, regional marketing programs and maintaining a positive dialogue with external sales reps in the region
• Complete call programs for a variety of customer experience/relationship enhancements including the 2-2-6 program, expiring warranty, update your fleet and the proactive PM initiative

Competencies:

• Customer Focus: Being successful means continuously paying attention to customer needs and adapting as these evolve. This heightens the importance of building strong customer relationships and delivering customer centric solutions.
• Cultivates Innovation: Paying attention to what customers want and need – new and improved products, services, solutions, and experiences. Taking initiative and collaborating with people who have diverse points of view. Embrace the mindset you and Finning are never done, never satisfied, never standing still.
• Drives Results: Infusing the team and organizations with a sense of urgency. Creating a culture where organizational performance is always top of mind. Communicating a vision, setting priorities, developing and executing plans that achieve the desired outcome for Finning.
• Courage: Being comfortable with the conflict that is inherent to being a champion of an idea or course of action. Meeting tough situations head-on to constructively resolve them. Saying what needs to be said at the right time, to the right person, in the right manner to effect change.

Specific Skills:

• Mechanical aptitude (must have)
• Strong customer service skills, customer empathy, conflict resolution skills
• Excellent communication skills, comfortable making cold calls via telephone
• Organized and ability to work independently
• Exudes professionalism and reliability
• Basic selling skills

Knowledge:

• Ability to build relationships over the phone – friendly demeanor, able to encourage dialogue
• Quick learner – this is an entry level position with an expectation for a significant investment in training. Ability to retain and understand Finning offerings is paramount to providing value to customers and successfully selling
• Understands and adheres to Finning policies and procedures, including safety, expense management

Accountability:

• Accountable to represent Finning to external customers in a professional and courteous manner and always maintaining the highest ethical standards
• Provide customers with solutions, including quotes on parts, CSAs and attachments (not equipment)
• Generate leads for external salesforce through both outbound and inbound call programs
• Dedicated to relevant continuous learning and development; and to continuous process improvement
• Develop and maintain effective working relationships within the team and with other Finning teams, be open to new ideas and opportunities

At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.