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 service. 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 representative develops market penetration, sales volume, and profitability by promoting the District Office’s services and products and building customer relationships. The position involves extensive face-to-face customer contact, field cold calling, appointments with decision-makers, product presentations and demonstrations, proposals, and closing sales. It also provides technical services related to equipment use, operation, and maintenance. The Territory Rep works with end users and general contractors, applying product and market knowledge to recommend equipment and applications, develop service and product commitments, support bids, and provide follow-up and after-sales service. The role contributes market information and sales approaches to district development and maintains timely, accurate CRM records. Employees are expected to model company values, collaborate respectfully, and follow company, OSHA, and customer-site safety requirements. The work is based in field and office environments, with frequent travel to customer locations and approximately 20% travel throughout the assigned region. The role may require flexible hours as business needs require. Physical activities include talking, hearing, manipulating objects or controls, standing, walking, and occasionally stooping, bending, reaching above the shoulders, and lifting up to 25 pounds. Computer-based work also involves periods of sitting and close vision.

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 effectively with dock workers through boardroom presentations.
Confidence and tact.
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 present information effectively 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 conditions and 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, including use of required PPE and prompt reporting of 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 with sensitive business information.
Ability to pass pre-employment checks and motor vehicle record (MVR) 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 within the assigned territory.
Promote Rite-Hite products, allied equipment, SLA agreements, and services, using strong product and application knowledge and effective presentation, demonstration, and closing skills.
Establish and maintain long-term customer relationships, including problem-solving relationships with end users and professional relationships with general contractors.
Recommend equipment designs and applications that maximize customer productivity and safety relative to their investment.
Secure long-term customer commitments for District Office product lines and maximize the number of SLA agreements in the territory.
Conduct field cold calling, establish appointments with industrial-account decision-makers, and make frequent face-to-face visits to existing and prospective customers.
Prepare and deliver on-the-dock presentations, equipment demonstrations, proposals, and follow-up and after-sales support.
Monitor competitive activity and pricing policies relating to planned maintenance, service, parts, and new products.
Maintain accurate and timely CRM records of customer activity, opportunities, proposals, and sales forecasts.
Provide technical services to clients relating to equipment use, operation, and maintenance, and generate sales or service contracts.
Maintain contact with general contractors, promote awareness of ARBON products and services, and ensure ARBON is on bid lists for the full product line.
Provide market data and new approaches to district sales strategies and contribute to overall district development.
Support and promote workplace safety, follow Company and OSHA safety policies and procedures, use required PPE, and promptly report hazards, near misses, incidents, and unsafe conditions.
Meet customer site access, safety, and security requirements and maintain confidentiality when handling sensitive business information.
Perform other duties as assigned.