[Hiring] Excavator Sales Representative @Jordan Sitter Associates

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Role Description

This role involves directly selling the Company's mining products and solutions to end users within the assigned territory/accounts, maximizing revenue, profit, and market penetration.
• Build relationships with customer decision-makers (executives, procurement, site management, maintenance, etc.)
• Continuously develop mid- to long-term opportunities by maintaining a strong sales pipeline
• Lead the end-to-end sales process, including quotations/tenders, contract negotiations, credit and collection terms, delivery/specification alignment, delivery and commissioning/start-up, and post-award customer satisfaction
• Monitor changes in regulations, MSHA requirements, tender rules, and other factors that may impact the business

Responsibilities
• Increasing revenue, gross profit, orders on hand, and overall pipeline health within the assigned territory/accounts
• Building high-probability opportunities (customer needs → proposal → commercial terms → approval/award)
• Price realization and margin protection
• Forecast accuracy, opportunity stage management, and CRM quality
• Customer satisfaction (delivery quality and responsiveness) and repeat/renewal/add-on orders
• Gathering and sharing market/competitor/regulatory intelligence internally
• Manage pricing, contracts, and expenses within the Company's approval matrix and assigned budget
• For strategic/critical opportunities, drive requests and approvals for special discounts/special terms subject to GM approval
• Extensive travel may be required

Key KPIs
• Orders on hand: value / units / gross profit
• Revenue and gross profit (GP)
• Collection & cash management: collection rate and overdue receivables ratio for assigned accounts
• New customer development: number of new accounts and first-time orders
• Pipeline: created value, number of stage advancements, days in stage (aging)
• Forecast accuracy: monthly/quarterly variance
• Price realization: average discount rate and adherence to margin floor
• Customer satisfaction: post-delivery evaluation and number of critical complaints
• CRM completeness and on-time updates
• Safety & compliance: zero violations

Knowledge and Experience
• Preferred Bachelor's degree in marketing, management, engineering, or mining
• Preferred Master's degree in marketing, management, engineering, or mining
• Extensive industry experience and knowledge may be considered in lieu of degree requirements in exceptional circumstances
• (Minimum) 3 years practical working experience in steering a distribution network toward profitability and growth
• (Preferred) 5 years practical working experience in steering a distribution network toward profitability and growth
• B2B sales experience in large/complex products (capital goods/industrial machinery preferred)
• Strong negotiation and consultative selling skills (value selling beyond price, such as TCO, availability, and safety)
• Ability to build relationships with multi-layer decision makers (executives to site level)
• Basic understanding of contracts and commercial terms (payment terms, warranty, delivery, risk)
• Strong numerical/analytical skills; ability to prioritize actions based on profitability, probability, and urgency
• Cross-functional communication skills to drive internal alignment (Service, Parts, Product, SCM, etc.)
• CRM operation, reporting, and Microsoft Office skills
• Self-motivated with strong compliance and MSHA mindset
• English proficiency
• Knowledge of the mining industry and construction/mining equipment, and/or relevant field experience
• Experience with tenders (RFP/RFQ), long-term maintenance contracts, and financial proposals
• Strategic planning/financial modeling skills; MBA, etc.

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