Territory Rep

Rite-Hite•Bakersfield, CA

About The Position

The Territory Rep grows sales and profitability within an assigned territory by selling Rite-Hite dock products, allied equipment, service level agreement (SLA) agreements, and services. The role develops long-term customer relationships by identifying needs and recommending solutions that improve safety, productivity, and equipment reliability. Reporting to the District Manager, the Territory Rep develops market penetration, sales volume, and profitability by promoting the District Office’s professional services and quality products and building lasting customer relationships. The role calls for a results-driven, customer-focused sales professional with mechanical and electronic comprehension, strong communication skills, and the flexibility to engage with customers from the dock floor to the boardroom. The position involves field sales and service-sales activity, including extensive face-to-face customer contact, field cold calling, appointments with industrial-account decision-makers, presentations, equipment demonstrations, proposal generation, and closing orders. The Territory Rep also provides technical services relating to equipment use, operation, and maintenance; generates sales or service contracts; maintains accurate CRM records; and supports district sales strategy with market information. The work environment includes office and field settings, with frequent travel to customer locations in the assigned region. Employees are expected to model Rite-Hite’s Values in Action and contribute to a culture of accountability, collaboration, respect, and safety. The role requires following company, OSHA, and customer-site safety requirements, using required PPE, and promptly reporting hazards, near misses, incidents, and unsafe conditions.

Requirements

Bachelor’s degree, or 2–3 years of industry experience, or a combination of both.
Strong mechanical and electronic comprehension.
Excellent communication skills and a professional, customer-oriented attitude.
Flexibility to interact with dock workers through boardroom-level presentations.
Confidence and tact.
Ability to read, analyze, and interpret business periodicals, professional journals, technical procedures, and governmental regulations.
Ability to generate reports, business correspondence, and procedure manuals, and to present information and respond to questions from groups of managers, clients, customers, and the public.
Ability to work with mathematical concepts such as probability and statistical inference and apply fractions, percentages, ratios, and proportions to practical situations.
Ability to solve practical problems involving varied, sometimes non-standardized situations and interpret written, oral, diagrammed, or scheduled instructions.
Maintain safe work practices and comply with applicable safety regulations, company policies, and customer-site requirements in office and field environments, including using PPE and reporting unsafe conditions.
Valid driver’s license and ability to travel extensively throughout the assigned region (approximately 20%).
Ability to meet customer-site access, safety, and security requirements.
Ability to work flexible hours as business needs require.
Ability to maintain confidentiality and exercise sound judgment when handling sensitive business information.
Ability to pass pre-employment checks and motor vehicle record checks.
Eligibility to work in the United States.

Nice To Haves

Previous material handling or loading dock equipment sales experience.

Responsibilities

Achieve established sales, gross profit, and priority product growth goals in the assigned territory.
Maintain strong product and application knowledge, awareness of competitive activity and market conditions, and effective presentation, demonstration, and closing skills.
Establish long-term customer relationships and use sales tools and District, Regional, and Corporate resources effectively.
Provide market data and new approaches to support district sales strategies and development.
Develop problem-solving, counselor-selling relationships with end users; help select equipment designs and applications that maximize productivity and safety; and secure long-term commitments for District Office product lines.
Use professional sales presentations, equipment demonstrations, sales tools, and proposals to sell service and products.
Build solution-selling relationships by helping customers solve or prevent equipment and maintenance problems.
Maximize the number of SLA agreements in the territory and develop long-term relationships that support preference for future product needs.
Monitor competitive activity and pricing related to planned maintenance, service, parts, and new products.
Conduct field cold calls, maintain extensive face-to-face contact with existing and prospective customers, and set appointments with decision-makers at industrial accounts.
Deliver on-the-dock presentations and equipment demonstrations, generate proposals, and close orders.
Maintain accurate and timely CRM records of customer activity, opportunities, proposals, and sales forecasts.
Provide clients with technical services relating to equipment use, operation, and maintenance, and generate sales or service contracts.
Maintain timely contact with general contractors, build awareness of ARBON products and services, and ensure ARBON is included on bid lists for the full product line.
Develop contractor relationships through proposals, follow-up, and after-sales support; understand competitive activity and pricing policies.
Support and promote workplace safety; follow company and OSHA safety policies, use required PPE, and promptly report hazards, near misses, incidents, and unsafe conditions.
Perform other duties as assigned.