Outside Industrial Sales Representative
(Idaho Falls, ID)
Arbon Equipment – A Rite-Hite Company is the global leader in the manufacture and distribution of industrial loading dock and door equipment. Our innovative products and world class sales organization ensure solid, consistent growth, both for our company and our staff. We are always looking ahead to develop innovative new products and services to improve our customers' safety, security, and productivity.
Sells planned maintenance contracts along with professional service and quality parts while obtaining/maintaining maximum market share and sells all Rite-Hite dock products and various Allied Equipment to customers within an assigned geographic territory. This is a combination of the New Equipment and Field Service Sales Representative positions. This position will cover Eastern ID and requires the candidate to live in Eastern ID.
ESSENTIAL DUTIES AND RESPONSIBILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily:
This position reports to the District Manager and is responsible for developing the assigned territory in terms of market penetration, sales volume, and profitability by promoting the professional services and quality products sold by the District Office and developing long-term customer relationships.
- Maximize assigned territory exposure and penetration by maintaining acceptable sales volume and profitability.
- Maintain a high level of professionalism through product knowledge and applications, competitive activity, market conditions, and a thorough demonstration of presentation, product demonstration and closing skills.
- Establish long-term customer relationships.
- Effective utilization of sales tools, skills, District Regional and Corporate resources.
- Assist in overall district development by providing market data and new approaches to district sales strategies.
- Maximize the number of PMP agreements within the territory.
The four (4) major customer types and activities are as follows:
Architects/Developers
- Provide design assistance for current and future projects.
- Advise of industry trends and new/improved equipment.
- Assist in developing/writing equipment specifications.
- Develop long-term professional relationship which allows for a preference to Arbon on active/future jobs, early job notification, and end-user introduction. Utilize relationship to gain tenant referrals.
General Contractors
- Maintain consistent, timely contact to develop an awareness of ARBON products and services.
- Ensure ARBON is on the bid list for the entire product line.
- Develop professional relationships through proposals, follow-up, and after-sales support.
- Attain and maintain market domination by developing a thorough knowledge of competitive activity and pricing policies.
End-Users
- Develop a positive long-term problem-solving, counsellor selling relationship.
- Assist in proper equipment design and/or application to maximize customer productivity and safety from dollars invested.
- Secure long-term commitment for District Office product lines.
Service Sales Responsibilities
- Responsible for qualifying and developing sales leads (e.g., Dodge reports, phone-ins, bingo cards, smokestacks, etc.) into initial appointments with the decision-makers and influencers at the architect/developer, contractor, and end-user levels.
- Effective use of professional sales presentations, equipment demonstration, sales tool utilization, and equipment proposals are required.
- Develop a positive counselor-selling relationship by demonstrating the ability and willingness to solve and/or prevent customer equipment/maintenance problems.
- Assist customers in restoring equipment to acceptable safe and efficient operating levels to maximize customer productivity and safety.
- Create awareness of company/products through consistent, timely contact.
- Develop long-term professional relationships that allow for preference when additional products are required.
- Provide new product sales representatives with leads relating to company products.
- Be aware of competitive activity including any pricing policies in the District as they relate to planned maintenance, service, parts, and new products.
- Maximize gross profit by maintaining acceptable margins on all product lines.
- Execute all warranty registration cards and demonstrate proper use of new equipment to all customers.
- Responsible for all leads relating to Aftermarket Sales directed through the District office.
- Requires a high degree of cold-calling in the field and requires extensive face-to-face contact with existing and prospective customers.
- Setting appointments with decision-makers within industrial accounts is critical.
- Professional "On-the-Dock" presentations, equipment demonstrations, and written proposals are required.
- The ability to close orders is essential.
- Responsible for developing, maintaining, and updating active job reports by utilizing computer-based SFA systems.
- Provides technical services to clients relating to the use, operation, and maintenance of equipment.
- Draws up sales or service contracts for products or services.
- Other duties as assigned.
EDUCATION and/or EXPERIENCE
The successful individual will possess:
- This position requires a four (4) year college degree (Business or Marketing preferred);
- Three or more years related sales experience (Previous material handling or loading dock equipment sales experience is very beneficial),
- flexibility to interact with dock workers up to board room presentation,
- strong mechanical/electronic comprehension,
- excellent communication skills,
- professional customer-oriented attitude,
- confidence and tact.
KNOWLEDGE / SKILL REQUIREMENTS
The ideal individual will demonstrate:
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to write reports, business correspondence, and procedure manuals.
- Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
- Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.
- Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
We Offer:
Arbon Equipment – A Rite-Hite Company provides competitive compensation and a comprehensive benefits package with medical, dental, and vision coverage along with life and paid medical leave. We also provide a retirement savings plan that combines 401(K) with company match and profit sharing. Paid holidays, vacation, and up to five paid personal/sick days per year round out the package. Interested applicants, please email resume to: Lgroose@ritehite.com.
Rite-Hite is an Equal Opportunity/Affirmative Action employer offering a drug free workplace for our customers and employees.