Territory Sales Representative - job 1 of 2

As a Territory Sales Representative at Herc Rentals, your primary responsibilities will revolve around building and nurturing business relationships within your territory. You'll perform daily territory management, engage with clients at job sites, develop sales strategies, and consistently exceed quotas related to renting and selling equipment. The role involves understanding customer needs and adapting to market conditions to drive revenue growth.

To be considered for the Territory Sales Representative position at Herc Rentals, you should ideally hold a bachelor's degree in Marketing, Business Administration, or a related field. Additionally, a proven track record of 3 to 5 years of outside sales experience within the industrial market or heavy equipment industry is preferred. Strong communication skills and the ability to adapt to changing business needs are crucial for success.

As a Territory Sales Representative at Herc Rentals, essential skills include the ability to operate and drive various types of vehicles and equipment, exceptional verbal interaction capabilities with customers, and strong attention to detail. You should also be proficient in project management, multi-tasking, and possess solid computer skills, particularly in MS Office, to support your sales efforts effectively.

The compensation for a Territory Sales Representative at Herc Rentals includes a base pay range from $30K to $35K, accompanied by uncapped commission opportunities. The actual salary offered may vary based on qualifications, experience, and fit for the role. Additionally, Herc Rentals provides a comprehensive benefits package, including medical, dental, and vision coverage, 401(k) plans with company matches, and paid time off.

At Herc Rentals, the career progression for a Territory Sales Representative can be quite promising. With continuous performance and skill development, you may have opportunities to advance into senior sales roles, management positions, or even specialized roles within the company. Herc Rentals emphasizes employee growth, supported by their commitment to training and tuition reimbursement programs.

When answering this question, focus on how you assess territory potential, prioritize client visits, and implement tracking systems to monitor progress. Talk about using customer relationship management tools to maintain engagement and re-evaluating strategies as needed to adapt and optimize your efforts.

Discuss how you initiate conversations with clients, listen actively to their challenges, and follow-up with tailored solutions. Provide specific examples of how you've helped previous clients enhance their operations through the right equipment and services.

Explain your methodical approach to setting targets, researching competitors, and leveraging market data. Highlight any successful campaigns you've led and how you measured their effectiveness and continued refining your strategy based on outcomes.

Outline your technique for addressing objections by remaining calm, listening to concerns, empathizing with the client, and providing factual data or testimonials that alleviate their doubts. Share a story where your approach successfully converted a skeptical client.

Reflect on your history of networking by attending industry events, utilizing social media, and being active in relevant professional groups. Discuss how these relationships have led to referrals or direct business opportunities.

Elaborate on tools you implement for organization, such as calendars, reminders, and task management applications. Share specific techniques you use for prioritizing tasks and ensuring follow-ups are timely.

Detail a specific instance when you encountered shifts in market dynamics—whether it was a new competitor or changing customer needs—and how you responded by adjusting your sales strategy, demonstrating your proactive mindset.

Discuss key performance indicators such as revenue growth, customer acquisition rates, and customer feedback scores. Sharing how you've improved these metrics in past roles can create a compelling narrative of your achievements.

Provide details on a specific sale, including your approach, the relationship you had with the client, and what differentiating factors led to sealing the deal. This shows your practical application of sales techniques.

Outline what drives you—be it closing deals, providing excellent customer service, or working towards personal goals. A personal connection to the industry’s mission and its impact on clients can resonate strongly with interviewers.