Patten Industries

Inside Sales Representative - Tractor (New Sales)

Req No.
Regular Full-Time
Union or Non-Union


POSITION SUMMARY: The Inside Sales Rep is responsible to re-establish, qualify and maintain contact with small to medium-sized customers to increase sales of machines, work tools, rentals, parts and service solutions. These are customers generally with 0-6 pieces of equipment. The goal is to touch these customers a minimum of 6 times per year via the telephone. In addition, direct mail, electronic, and other promotional campaigns will be utilized with assigned accounts. Customers span all industry types (e.g. industrial, heavy construction, compact construction, etc.). Some customers do not have Caterpillar equipment, but they can still benefit from Patten services and offerings. This Inside Sales Rep may occasionally ride along with a territory rep and make field calls as necessary.


PRINCIPAL FUNCTIONS & RESPONSIBILITIES (including, but not limited to):


Account qualification and updating. The ISR will proactively manage an account base of up to 1200 accounts in an assigned territory using the telephone as his/her primary tool. Employing a disciplined phone call campaign, the ISR’s will qualify accounts, update the customers complete account information and begin to cultivate a relationship. Patten’s CRM software (Saleslink) is required for logging all calls, including updating accounts information, creating opportunities, and lead generation.


Maintain call cycle. Taking into account the diversification of the customer base and that some customers may require contact on either a weekly, monthly, quarterly or semi-annual basis, ISR’s will strive to maintain a minimum of completed 125 calls per week. The target for completed call is 25-35 per day. The ISR should also dedicate time, at the direction of his/her supervisor to professional development and training.


Maintain accurate account database. ISR’s will maintain accurate customer account information and machine population within Patten’s CRM system. (Saleslink) This allows the targeting of specific customers for sales and promotions and the tracking of specific account and territory goals.


Promote Patten’s services. ISR’s will promote all aspects of the dealership by selling parts, service labor, Preventative Maintenance Agreements, rental services, and machine sales.


Lead development. ISR’s will develop and qualify equipment and/or parts and service leads and where applicable, forward them to the appropriate Patten product support and/or sales contact. Patten’s CRM system (Saleslink) must be utilized for documenting all leads that are generated.


Sales and customer satisfaction. Through the needs analysis/sales process, ISR’s will determine individual customer’s needs and provide Patten solutions to meet them.


Relationship building. The ISR is the single point of contact from Patten to his/her customer base. The ISR will work to develop strong, positive relationships with his/her customers and fellow employees which will be critical to his/her success.


Professional development. Ongoing process encompassing goal setting and establishing attainable monthly and yearly objectives in conjunction with his/her supervisor to reinforce continuous improvement and achievement towards company goals (SMART GOALS). The ISR is expected to complete Caterpillar’s ISR training program.


Performs other miscellaneous duties as requested. Performs miscellaneous duties as directed by his/her supervisor and may be expected to represent Patten at meetings as directed by his/her supervisor.



  • A four year undergraduate degree from an accredited college preferred: or 1 – 3 years related experience and/or training: or equivalent combination of education and experience.



  • Strong customer service skills
  • Strong computer skills including, but not limited to: excel, word, and CRM software.
  • Excellent organizational skills
  • Excellent time management skills
  • Strong phone skills
  • Must have sales skills to effectively help the customer and to overcome objections and close the sale.
  • Must be a motivated self-starter.
  • Must have interpersonal skills sufficient to assist customers and employees in a professional manor.
  • Must have sufficient mechanic knowledge to understand customer equipment opportunities and to express these opportunities to the appropriate area within Patten.
  • Must have sufficient knowledge to effectively utilize Internet, e-mail, spreadsheets, word processing programs and database management.


Equal Opportunity Employer M/F/Disabled/Vets



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