Territory Rep

Rite-Hite•Fresno, CA

1d•Onsite

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 lasting customer relationships by identifying customer 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 for the assigned territory by promoting the District Office’s products and professional services. The position involves extensive field-based prospecting and face-to-face contact with existing and prospective customers, including cold calling and setting appointments with decision-makers at industrial accounts. The representative gives product presentations and equipment demonstrations, prepares proposals, closes sales, provides technical services relating to equipment use, operation, and maintenance, and maintains accurate CRM records. The role also works with end users and general contractors to support equipment applications, bids, and after-sales relationships. The work environment includes both field and office settings, with frequent travel to customer locations. The employee is regularly required to talk, hear, use hands, stand, and walk; may occasionally stoop, bend, reach above the shoulders, and lift up to 25 pounds. Computer-based work also involves periods of sitting and close vision. Arbon Equipment describes its culture as grounded in accountability, collaboration, respect, and demonstrating company values in daily work.

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 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 managers, clients, customers, and the public.
Ability to work with mathematical concepts including probability, statistical inference, fractions, percentages, ratios, and proportions.
Ability to solve practical problems, handle situations with limited standardization, and interpret written, oral, diagram, or schedule instructions.
Ability to maintain safe work practices and comply with safety regulations, company policies, and customer site requirements, including PPE use 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 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 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 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 strategy and development.
Develop problem-solving, consultative relationships with end users; assist with equipment design and applications to improve productivity and safety, and secure long-term commitment to District Office product lines.
Use professional sales presentations, equipment demonstrations, sales tools, and proposals to develop service sales and solve or prevent customer equipment and maintenance problems.
Maximize the number of SLA agreements in the territory and develop professional relationships that support future product sales.
Monitor competitive activity and pricing related to planned maintenance, service, parts, and new products.
Conduct field cold calling and face-to-face customer outreach; 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 technical services to clients concerning equipment use, operation, and maintenance, and generate product or service sales and contracts.
Maintain timely contact with general contractors, build awareness of Arbon products and services, and ensure Arbon is included on bid lists for the product line.
Develop professional general contractor relationships through proposals, follow-up, and after-sales support; understand competitive activity and pricing policies.
Perform other duties as assigned.