Experienced New Equipment Sales Representative

Description

POSITION PURPOSE

Stokes Equipment Company is seeking experienced loading dock and industrial door sales professionals who understands the equipment, applications, customers, and competitive landscape. This role is designed for someone who can put existing industry knowledge and relationships to work immediately—developing business across an assigned territory, advising customers on equipment solutions, and growing profitable sales to industrial facilities and new-construction projects.

The representative will sell Rite-Hite products and selected Allied Equipment, drawing on practical knowledge of loading dock equipment, industrial doors, facility operations, safety requirements, and construction processes to deliver value and build long-term customer partnerships.

KEY RESPONSIBILITIES

Reporting to the Vice President of Sales, take ownership of territory development, market penetration, sales growth, and profitability. Apply established industry relationships, technical product knowledge, and consultative selling skills to develop opportunities and represent Stokes Equipment Company’s equipment and managed services.

Industrial End Users (primarily)

· Use knowledge of loading dock and door systems to identify customer needs, evaluate applications, and recommend appropriate equipment.

· Build and expand relationships with decision-makers at manufacturing, processing, distribution, and other industrial facilities.

· Help customers improve facility safety, productivity, reliability, and value through appropriate equipment selection and support.

· Develop existing accounts while identifying opportunities for new equipment, upgrades, replacements, and related solutions.

Architects, Developers, and Design Professionals

· Provide practical loading dock and industrial door design and application guidance for planned and active projects.

· Help develop equipment specifications and introduce appropriate products and technologies early in the design process.

· Build relationships that generate early project awareness, bid opportunities, end-user introductions, and tenant referrals.

· Identify and develop architect and developer accounts throughout the assigned territory.

General Contractors and Construction Projects

· Maintain relationships with general contractors, construction managers, and other project stakeholders to secure opportunities and bid-list inclusion.

· Prepare clear, competitive proposals and follow up consistently to pursue profitable business.

· Apply industry knowledge to review contract language, confirm project requirements, verify site conditions, and coordinate material orders and deliveries.

· Work with internal operations personnel to support submittals, field verification, scheduling, job-site meetings, and successful project execution.

Territory Development and Sales Management

· Leverage established industry contacts while actively developing new relationships and accounts.

· Identify and qualify opportunities using industry lead services, Zoom Info, internet research, mapping tools, telephone outreach, and field prospecting.

· Deliver professional presentations, equipment demonstrations, and proposals tailored to customer and project requirements.

· Maintain accurate opportunity, forecast, and active-job information in the company’s sales force automation (SFA) and customer relationship management (CRM) systems.

· Monitor competitive activity, market conditions, and territory trends; share useful market intelligence and recommendations with sales leadership.

· Use District, Regional, and Corporate resources effectively to advance opportunities and grow the business.

Requirements

CANDIDATE PROFILE: INDUSTRY EXPERIENCE REQUIRED

This opportunity is intended primarily for candidates with direct experience selling loading dock equipment and industrial doors. Applicants should understand common equipment applications, how facilities and docks operate, the needs of end users and contractors, and the sales cycle for both replacement equipment and new-construction projects. Candidates with closely related material-handling equipment sales experience may also be considered when they bring relevant technical knowledge and established customer relationships.· Direct loading dock equipment and/or industrial door sales experience is strongly preferred.· A demonstrated record of developing accounts, managing a territory, building customer relationships, and closing profitable sales.· Working knowledge of equipment applications, technical specifications, construction documents, bidding, and project coordination.· Strong mechanical and electronic comprehension, with the ability to learn and explain product features and applications.· Professional communication, presentation, negotiation, follow-up, and problem-solving skills.· Ability to work confidently with dock and facility personnel, contractors, architects, engineers, purchasing teams, and executive decision-makers.· A four-year college degree is preferred, with Business or Marketing a plus; equivalent relevant industry experience may be considered.· Three or more years of related sales experience preferred, with greater emphasis placed on directly relevant loading dock and door industry experience.

PERFORMANCE EXPECTATIONS

· Grow territory sales, market share, and account penetration while maintaining acceptable profitability.· Build a strong pipeline of qualified opportunities and convert opportunities into sales.· Demonstrate credible product and application knowledge and an understanding of competitive offerings.· Develop durable customer relationships and generate repeat business and referrals.· Maintain accurate sales records and keep active project information current.· Coordinate effectively with internal sales, operations, and support teams to deliver a professional customer experience.

TRAVEL AND WORK REQUIREMENTS

The position requires daily field travel by personal automobile to customer facilities and job sites, with a limited amount of overnight travel. A clean driving record is essential. All business driving must comply with the Vehicle Policy Manual and applicable company policies and be conducted safely.

LANGUAGE, MATHEMATICAL, AND REASONING SKILLS

The successful candidate must be able to read and interpret business and technical materials, specifications, contracts, and applicable regulations; prepare clear business correspondence and reports; and present information effectively to customers and groups. The role requires practical math skills, including percentages, ratios, measurements, and proportions, as well as the ability to solve practical problems and interpret written, oral, diagrammed, and scheduled instructions.

PHYSICAL DEMANDS

The role regularly requires talking and hearing; frequently requires standing, walking, sitting, and handling objects; and occasionally requires reaching, climbing or balancing, stooping, kneeling, crouching, or crawling. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds. Close, distance, and color vision and the ability to adjust focus are required.

WORK ENVIRONMENT

Work occurs in office, customer-facility, and construction-site environments. The employee may frequently be exposed to outdoor weather and occasionally to wet or humid conditions, moving mechanical parts, elevated or precarious places, extreme cold, and extreme heat. Noise levels are usually moderate.Stokes Equipment Company is an equal opportunity employer.