Automotive Diagnostic Sales Representative - Great Lakes

Fortive Grand Rapids , MI 49504

Posted 1 month ago

POSITION SUMMARY: Diagnostic Sales Representative (DSR) for Matco Tools. Business employees approximately 525 associates (100 at Distribution Centers, 100 at Jamestown Manufacturing Facility, 200 at Matco Corporate Offices, 125 Field Sales Associates) and has revenues of approximately $50M. Position is primarily responsible for the development and execution of the regional diagnostics sales plan along with the regional manager. They will also work with the distributor network to conduct key selling events along with the District Managers to develop and close diagnostic sales opportunities. This position reports into the Regional Manager, Field Operations


  • Establishes, develops and maintains business relationships with Matco distributors and prospective end customers in the assigned territory/market to generate new business for Matco's diagnostic products/services

  • Travel Requirement 75% with overnights at discretion of Regional Manager

  • Working with the District Managers, schedule and conduct sales presentations to distributors, shop owners and technicians on Maximus Diagnostic products and services

  • Coordinate supplier sales resources to conduct sales events and distributor in-store sales via ride-a-longs

  • Attend sales meetings as required to support the sale of the automotive diagnostic product line

  • Assist Distributors and District Managers to generate, qualify and close leads

  • Build monthly sales action plan after analyzing the territory's/market's potential and determining the value of existing and prospective customers

  • Perform ride-a-longs to help prospect and close sales opportunities while continuously building the distributors' knowledge of diagnostic applications and selling techniques

  • Maybe required to support major selling events at technical education accounts

  • Serve as a product knowledge expert on Maximus product and services to the region distributor and district manager team

  • Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas

  • Coordinates sales efforts with marketing, field operations management, accounting, supply chain, and technical service groups

  • Supplies management with oral and written weekly reports on performance to forecast/sales plan, customer needs, issues, competitive activities, and potential for new products and services

Skills & Requirements:

  • High school diploma or equivalent required

  • The organizational agility, interpersonal, and political savvy skills necessary to gain cooperation of several departments that do not report directly to the position, especially Field Sales Operations and Marketing

  • Valid driver's license and insurance

  • 3-5 years of outside sales experience in the automotive industry or equivalent in selling electronic test/measurement and/or diagnostic equipment in electrical or industrial markets

  • Demonstrated aptitude for problem-solving; ability to determine solutions for customers (consultative sales approach)

  • Must be results-orientated and able to work both independently and within a team environment. Must possess excellent verbal and written communication skills

  • Intermediate proficiency in using Microsoft EXCEL and WORD applications and contact management software

  • History of driving results by managing using sales process, such as a sales "funnel" or "pipeline" process (e.g. funnel management)

  • Must reside in or relocate to assigned sales region

  • Must have the ability to lift up to 40 pounds at a time

  • Must be willing and able to travel around territories and get on and off a mobile tool truck multiple times a day

Fit Factors

  • Strategic and tactical planning & execution of projects

  • Leadership and teamwork/create followership

  • Flexibility able to adapt to changing responsibilities

  • Sense of urgency quick to prioritize multiple tasks

  • Continuous improvement, don't accept the status quo

  • Results count

  • Tenacity/do what it takes

  • Effective time management and personal organization

  • Details matter - quality first

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Automotive Diagnostic Sales Representative - Great Lakes