Territory Rep

Rite-Hite•Fresno, CA

About The Position

The Territory Rep grows sales and profitability within an assigned territory by selling Rite-Hite dock products, allied equipment, SLA agreements, and service. The role develops long-term customer relationships by identifying customer needs and recommending solutions that improve safety, productivity, and equipment reliability. Reporting to the District Manager, the representative develops the territory’s market penetration, sales volume, and profitability by promoting the District Office’s products and professional services. The position calls for a results-driven, customer-focused sales professional with strong mechanical and electronic comprehension, excellent communication skills, and the flexibility to engage effectively with customers from the dock floor to the boardroom. The role involves frequent field sales activity, including cold calling, face-to-face customer contact, setting appointments with industrial account decision-makers, delivering presentations and equipment demonstrations, generating proposals, and closing orders. The representative also maintains accurate CRM records, provides technical services related to equipment use and maintenance, and generates sales or service contracts. The work environment includes field and office settings, with frequent travel to customer locations.

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 audiences.
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.
Ability to present information effectively and respond to questions from 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 situations with limited standardization and interpret written, oral, diagram, or schedule instructions.
Maintain safe work practices and comply with applicable safety regulations, company policies, and customer site requirements in office and field environments.
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 with sensitive business information.
Ability to pass pre-employment and MVR checks.
Eligibility to work in the United States.

Nice To Haves

Previous material handling or loading dock equipment sales experience.

Responsibilities

Support and promote a culture of safety; follow Company and OSHA safety policies and procedures, use required PPE, and promptly report hazards, near misses, and incidents.
Achieve established sales, gross profit, and priority product growth goals within the assigned territory.
Maintain 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 district sales strategies.
Help end-users select appropriate equipment designs and applications to maximize productivity and safety, and secure long-term commitments for District Office product lines.
Develop solution-selling relationships by helping customers solve or prevent equipment and maintenance problems; maximize SLA agreements and build relationships that support future product sales.
Monitor competitive activity and pricing related to planned maintenance, service, parts, and new products.
Conduct field cold calls and face-to-face customer visits; set appointments with industrial account decision-makers.
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 technical services relating to equipment use, operation, and maintenance, and generate sales or service contracts.
Maintain timely contact with general contractors, promote ARBON products and services, ensure ARBON is included on bid lists for the full product line, and provide proposals, follow-up, and after-sales support.
Develop knowledge of competitors and pricing policies to attain and maintain market domination.
Perform other duties as assigned.
Demonstrate company values in daily interactions and contribute to a culture of accountability, collaboration, and respect.