Territory Rep

Rite-Hite•Atlanta, GA

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 the territory’s market penetration, sales volume, and profitability by promoting the District Office’s products and professional services and building customer relationships. The role calls for a results-driven, customer-focused sales professional with strong mechanical and electronic comprehension, excellent communication skills, and the flexibility to interact with customers from the dock floor to the boardroom. The representative works with end users and general contractors, making extensive face-to-face contact with existing and prospective customers. Duties include cold calling, setting appointments with industrial account decision-makers, giving on-the-dock presentations and equipment demonstrations, preparing proposals, closing orders, and maintaining accurate CRM records. The representative also provides technical services relating to equipment use, operation, and maintenance, and generates sales or service contracts. The role operates in field and office environments, with frequent travel to customer locations and approximately 20% travel throughout the assigned region. Flexible hours may be required as business needs dictate. Employees are expected to model 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 and a professional, customer-oriented attitude.
Flexibility to interact 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.
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 and interpret varied written, oral, diagrammatic, or scheduled instructions where limited standardization exists.
Ability to 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 promptly report 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 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

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 knowledge of products and applications, competitive activity, and market conditions, and demonstrate strong presentation, product 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 positive, long-term problem-solving relationships with end users; assist with equipment design and application to maximize customer productivity, safety, and return on investment; and secure long-term commitment to District Office product lines.
Use professional sales presentations, equipment demonstrations, sales tools, and proposals to develop solution-selling relationships and address or prevent customer equipment and maintenance problems.
Maximize the number of SLA agreements in the territory and develop relationships that support preference for future product needs.
Monitor competitive activity and pricing policies related to planned maintenance, service, parts, and new products.
Conduct extensive field cold calling and face-to-face customer visits; 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, ensure ARBON is included on bid lists for the full product line, and develop relationships through proposals, follow-up, and after-sales support.
Develop knowledge of competitive activity and pricing policies to attain and maintain market domination.
Perform other duties as assigned.