Experienced New Equipment Sales Representative

Stokes Equipment Co•Horsham Township, PA

About The Position

Stokes Equipment Company is seeking an experienced sales professional with knowledge of loading dock equipment and industrial doors. The representative will develop business across an assigned territory, advise customers on equipment solutions, and grow profitable sales to industrial facilities and new-construction projects. The role sells Rite-Hite products and selected Allied Equipment, using industry knowledge, technical product understanding, and customer relationships to build long-term partnerships. The representative owns territory development, market penetration, sales growth, and profitability, and reports to the Vice President of Sales. The position primarily serves industrial end users and also works with architects, developers, design professionals, general contractors, construction managers, and other project stakeholders. The role includes developing accounts and opportunities, preparing proposals, coordinating project requirements and execution with internal teams, and maintaining current sales and project information. The position requires daily field travel by personal automobile to customer facilities and job sites, with limited overnight travel. Work takes place in office, customer-facility, and construction-site environments.

Requirements

Direct loading dock equipment and/or industrial door sales experience is strongly preferred; closely related material-handling equipment sales experience may be considered with relevant technical knowledge and established customer relationships.
Demonstrated record of developing accounts, managing a territory, building customer relationships, and closing profitable sales.
Working knowledge of equipment applications, technical specifications, construction documents, bidding, and project coordination.
Strong mechanical and electronic comprehension, with the ability to learn and explain product features and applications.
Strong professional communication, presentation, negotiation, follow-up, and problem-solving skills.
Ability to work confidently with dock and facility personnel, contractors, architects, engineers, purchasing teams, and executive decision-makers.
Three or more years of related sales experience preferred, with greater emphasis on directly relevant loading dock and door industry experience.
Ability to read and interpret business and technical materials, specifications, contracts, and applicable regulations.
Ability to prepare clear business correspondence and reports and present information effectively to customers and groups.
Practical math skills, including percentages, ratios, measurements, and proportions, and ability to solve practical problems and interpret written, oral, diagrammed, and scheduled instructions.
Clean driving record and ability to travel by personal automobile to customer facilities and job sites.
Ability to perform the physical demands described, including regular lifting and/or moving of up to 10 pounds and frequent lifting and/or moving of up to 25 pounds.
Close, distance, and color vision and ability to adjust focus.

Nice To Haves

Four-year college degree preferred; Business or Marketing is a plus.
Equivalent relevant industry experience may be considered in place of a four-year college degree.

Responsibilities

Take ownership of territory development, market penetration, sales growth, and profitability.
Identify customer needs, evaluate applications, and recommend appropriate loading dock and industrial door equipment.
Build and expand relationships with decision-makers at industrial facilities, including manufacturing, processing, and distribution businesses.
Help customers improve facility safety, productivity, reliability, and value through equipment selection and support.
Develop existing accounts and identify opportunities for new equipment, upgrades, replacements, and related solutions.
Provide loading dock and industrial door design and application guidance to architects, developers, and design professionals.
Help develop equipment specifications and introduce appropriate products and technologies early in project design.
Build relationships with architects and developers to generate project awareness, bid opportunities, end-user introductions, and tenant referrals.
Maintain relationships with general contractors, construction managers, and other project stakeholders to secure opportunities and bid-list inclusion.
Prepare competitive proposals and follow up consistently to pursue profitable business.
Review contract language, confirm project requirements, verify site conditions, and coordinate material orders and deliveries.
Coordinate with internal operations personnel on submittals, field verification, scheduling, job-site meetings, and project execution.
Leverage established industry contacts while developing new relationships and accounts.
Identify and qualify opportunities using lead services, Zoom Info, internet research, mapping tools, telephone outreach, and field prospecting.
Deliver professional presentations, equipment demonstrations, and proposals tailored to customer and project requirements.
Maintain accurate opportunity, forecast, and active-job information in the company's SFA and CRM systems.
Monitor competitive activity, market conditions, and territory trends, and share market intelligence and recommendations with sales leadership.
Use District, Regional, and Corporate resources to advance opportunities and grow the business.
Maintain a strong pipeline, convert qualified opportunities into sales, generate repeat business and referrals, and coordinate effectively with internal teams.
Travel daily by personal automobile to customer facilities and job sites, comply with the Vehicle Policy Manual and applicable policies, and drive safely.