Territory Rep

Rite-Hite•Livonia, MI

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 customer needs and recommending solutions that improve safety, productivity, and equipment reliability. Reporting to the District Manager, the representative develops territory market penetration, sales volume, and profitability by promoting the District Office’s products and services and building lasting customer relationships. The role involves extensive field prospecting and face-to-face contact with existing and prospective customers, including cold calling, setting appointments with industrial-account decision-makers, on-the-dock presentations, equipment demonstrations, proposal generation, and closing sales. It also provides technical services concerning equipment use, operation, and maintenance and generates sales or service contracts. The representative works with end users and general contractors, supports district sales strategy with market information, and maintains accurate and timely CRM records. The work environment includes field and office work, with frequent travel to customer locations. Employees are expected to demonstrate Rite-Hite’s values and contribute to a culture of accountability, collaboration, respect, and safety.

Requirements

Bachelor’s degree, or 2–3 years of industry experience, or a combination of both.
Strong mechanical and electronic comprehension.
Excellent communication skills.
Professional, customer-oriented attitude, confidence, and tact.
Flexibility to interact with customers from dock workers through boardroom presentations.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and governmental regulations.
Ability to generate reports, business correspondence, and procedure manuals.
Ability to effectively 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 concrete variables and limited standardization, and interpret written, oral, diagrammatic, or schedule-form instructions.
Maintain safe work practices and comply with applicable safety regulations, company policies, and customer site requirements in office and field environments; use required PPE and report unsafe conditions promptly.
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 motor vehicle record 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 in the assigned territory.
Maintain strong product and application knowledge and awareness of competitive activity and market conditions; demonstrate effective presentation, product demonstration, and closing skills.
Establish long-term customer relationships and effectively use sales tools, skills, and District, Regional, and Corporate resources.
Provide market data and new approaches to support district sales strategy and development.
Work with end users to build positive, long-term problem-solving and counselor-selling relationships; assist with equipment design or application to maximize productivity and safety for the customer’s investment.
Secure long-term commitments for District Office product lines.
Use professional sales presentations, equipment demonstrations, sales tools, and proposals to sell services and equipment solutions.
Develop solution-selling relationships by helping customers solve or prevent equipment and maintenance problems.
Maximize the number of SLA agreements in the territory and develop professional relationships that support preference for future product needs.
Monitor competitive activity and pricing policies related to planned maintenance, service, parts, and new products.
Cold call in the field, maintain extensive face-to-face contact, and set appointments with decision-makers at industrial accounts.
Generate on-the-dock presentations, equipment demonstrations, proposals, and closed 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; generate sales or service contracts.
Maintain timely contact with general contractors, build awareness of ARBON products and services, and ensure ARBON is on the bid list for the full product line.
Develop professional general contractor relationships through proposals, follow-up, and after-sales support.
Develop knowledge of competitive activity and pricing policies to attain and maintain market position.
Perform other duties as assigned.