Product Support Sales Rep

Job ID
US-CA-San Diego
Regular Full-Time
Location : Name
Hawthorne - Rancho Bernardo


POSITION SUMMARY: Influence sales of parts & service of Caterpillar and Non Caterpillar Engines, Generators and other related Electrical Systems throughout the territory. Electrical Systems Services will include a full range of electrical maintenance testing services, electrical equipment upgrades, and engineering studies at existing faculties.



  1. Make regular sales calls on existing accounts to meet customer needs and continued satisfaction.
  2. Prospect and develop new accounts on a regular basis by offering a full array of services.
  3. Make effective customer presentations with continued development of technical sales skills.
  4. Negotiate skillfully in tough situations with both internal and external groups to win concessions without damaging relationships.
  5. Ensure proposal pricing is accurate and technically correct.
  6. Apply good time and territory management practices while implementing a coverage plan.
  7. Build collaborative relationships with clients and ensure business integrity is maintained.
  8. Perform site evaluations to gather information on the customer’s equipment to generate opportunities for customer interaction and sales.
  9. Use a consultative sales approach to completely understand the client’s needs, and keep consistent win-win outcomes.
  10. An understanding of NFPA, IEEE, ANSI, NETA MTS recommendations and standards.
  11. Develop a complete knowledge of Hawthorne internal quote, DBS, and CRM systems to maintain accurate client information.
  12. Develop a complete knowledge of Caterpillars SIS, TMI, and other online systems to assist customers in selection of programs that will insure maximum life cycle of their equipment.
  13. Understand competitive service providers and your market to ensure appropriate client solutions.
  14. Provide coordination between customers and said departments to provide best possible service.
  15. Develop sales goals and objectives for each market.
  16. Bring new ideas on sales and marketing activities.
  17. Active participation in technical and trade associations.



  1. Graduate engineer (BSEE/BSME) and no experience; or graduate of electrical technical school or equivalent, and five years of similar work; or high school diploma or equivalent and eight years of product support sales and/or electrical testing / electrical engineering service environment.
  2. Must be detail oriented to ensure accuracy and competiveness.
  3. Must have ability to communicate clearly, and relate to clients both orally and in writing.
  4. Must have excellent interpersonal skills, and professionalism.
  5. Must have a positive attitude and be a self-starter.
  6. Must be organized and a good planner.
  7. Must be a continuous learner for job performance improvement.
  8. Ability to work extended hours when required to meet deadlines.
  9. Ability to set and exceed goals.
  10. Valid driver’s license with good record.


TESTING REQUIREMENTS:  Applicants may be are required to pass a written and/or oral examination before being considered for employment in this position.



  1. Walking: Moving about on foot often up and down stairs.
  2. Handing: Seizes helps or works with hands.
  3. Lifting: Raises or lowers miscellaneous paperwork.
  4. Reaching: Extends hands and arms in any direction.
  5. Stooping: Bends body downward and forward by bending at knees or waist.
  6. Standing: Remains in standing position if required to perform various functions of the job.
  7. Vision: Read computer and paperwork.
  8. Talking: Communications by phone and in person.
  9. Sitting: Sits at desk. Sits for long periods of time.
  10. Climbing: Climb on and off generators / engines.



  1. Mechanical and Electrical Equipment.
  2. Noise: Works in conditions with constant or intermittent loud noise.
  3. Temp/Weather: Works in both office and outdoor environment.


ACCOMMODATIONS:  Reasonable accommodations for essential functions of the position will be considered.

Hawthorne Cat® is an Equal Employment Opportunity/M/F/disability/protected veteran status.

Hawthorne Cat® Participates in E-Verify.


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