Highway Product Sales at Stephenson Equipment, Inc. – Harrisburg, Pennsylvania

Purpose:

Reporting to the Chief Sales and Marketing Officer, this role will develop and implement effective sales strategies in collaboration with sales teams to drive revenue growth and achieve strategic product line objectives in the Construction Equipment sector (Paving, Milling, and Compaction) within the PA and NY markets. This role holds primary responsibility for excellent account results and relationships from the Dealership's strategic accounts across all PA and NY territories.

Strategic Account and Sales Leadership

• Drive sales and rentals with strategic accounts primarily. Secondarily, act as an advocate for any aftermarket issues they encounter.
• Responsible for excellent account results and relationships from the Dealership’s strategic accounts (approximately 150 accounts) in PA and NY. These accounts are often members of key industry associations such as APC, PAPA, PACA, NY AGC, etc.
• Develop and manage key account sales plans for contractors and customers in all sales territories.
• Ensure or accomplish excellent coverage of strategic accounts by utilizing all available resources, including a sales team of 17, Sales Managers, Product Managers, and OEM representatives.
• Drive sales and rental efforts on Highway Equipment by partnering with Sales Representatives and Sales Managers.
• Achieve OEM unit sales targets and market share targets.
• Establish and manage clear sales performance metrics and quotas for teams.
• Service existing accounts, obtain orders, submit orders, and establish new accounts.

Product Line and Inventory Management

• Hold primary responsibility for Bomag and Midland Product lines. Maintain shared responsibility for LeeBoy and Rosco.
• Inventory Management and Rental Rates: For primary brands, recommend stock orders, list pricing, minimum sale pricing, rental fleet replacements, and rental rates. For shared brands, contribute to decisions as inventory adjustments are noticed.
• Manage inventory to optimize resources and meet customer demands effectively.
• Manage the sales of rental fleet and used equipment outside of our Annual Purchase Requirement (APR) to ensure profitable inventory turnover.
• Serve as the point of contact for product line manufacturers for Highway Equipment sales and rentals, including coordinating factory visits and OEM representative sales calls to strategic accounts.

Market Intelligence and Training

• Product Training: Conduct sales meetings and offer training and competitive information on Bomag, Midland, LeeBoy, and Rosco.
• Product Marketing: Ensure good marketing collateral, including social media, and provide competitive sales against information.
• Stay current on industry marketplace data for new products and pricing, to ensure SEI is competitive for individual opportunities and large volume customers.
• Create sales presentations using current industry literature and current product information.

Administration and Support

• Maintain sales records for accurate forecasting and historical data.
• Generate regular sales reports to keep management informed of progress, lost sales, expenses, and activities.
• Act as a sales liaison for parts and service.
• Identify and escalate Highway Equipment service issues internally and with OEMs as appropriate.
• Travel within the assigned territory visiting customers at their locations and demoing equipment.
• Attend trade shows and other various industry events.
• Perform various administrative duties as required.

Total Compensation Includes:

• Competitive Pay
• Factory Training
• Full Benefits Package
• 401k with Matching
• Paid Time Off
• ESOP Eligibility

The best fit to our team will have:

• Experience with heavy highway equipment such as pavers, mills, oil distributors, brooms & rollers, with a specialized focus on the Heavy Highway class.
• Valid driver’s license with an acceptable driving record.
• Previous sales experience preferred, especially in the heavy highway class paving industry.
• Basic computer skills.
• Self-motivated, driven and disciplined, wired for sales.
• Good communication skills, adept at establishing and supporting relationships with foremen, mechanics, and fleet managers.
• Ability to work independently with minimal supervision.
• Strong organizational skills, including experience in inventory control.
• Possess a collaborative, team-driven engaging attitude.
• Experience in coordinating with product line manufacturers and knowledge of the equipment rental market.
• Willingness to travel up to 50% in Pennsylvania with some travel to New York.
• Harrisburg location preferred.

The above statements are intended to describe the general nature of the position and may not include all of the duties required of the position. Stephenson Equipment, Inc. is an EEO employer and values diversity.

All qualified applicants are encouraged to apply.