Sales Representative Trainee

Description

The Sales Representative Trainee is an entry-level, transitional position that will train in  selling planned maintenance contracts, quality parts, aftermarket products, and new equipment to both existing industrial customers and new construction markets within an assigned geographic territory. This role involves developing long-term professional relationships, maximizing market share, and ensuring customer satisfaction through effective problem-solving and consultative selling. This position will develop into an account manager after successful training & development.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Customer Relationship Management: Develop positive counselor-selling relationships by demonstrating the ability and willingness to solve and/or prevent customer equipment/maintenance problems. Assist customers in restoring equipment to safe and efficient operating levels to maximize productivity and safety.
• Sales and Market Penetration: Promote Stokes service, quality parts, aftermarket products, and new equipment to existing industrial customers and new construction markets. Develop the assigned territory in terms of market penetration, sales volume, and profitability.
• Lead Generation and Prospecting: Identify, prospect, and develop sales leads from multiple methods (e.g., cold calling, internet research, lead services) into initial appointments with decision-makers and influencers at various levels.
• Professional Presentations: Conduct professional "On-the-Dock" presentations, equipment demonstrations, and written proposals. Utilize effective sales presentations, equipment demonstrations, and sales tool utilization.
• Technical Services: Provide technical services to clients relating to the use, operation, and maintenance of equipment. Draw up sales or service contracts for products or services.
• Market Awareness: Maintain awareness of competitive activity, pricing policies, and industry trends. Provide design assistance for current and future projects and assist in developing/writing equipment specifications.
• Project Management: Prepare submittal packages, conduct site visits, field verifications, material scheduling, job site meetings, and ongoing communication with operations.
• Travel Requirements: This position requires daily in-field travel via automobile for visiting customer facilities and job sites, with a small degree of overnight travel. Assigned territories can be within our servicing locations of PA, DE, NJ, and MD. 

Requirements

QUALIFICATIONS:

• Education and Experience: A four-year college degree (Business or Marketing preferred); three or more years of related sales experience. Previous material handling or loading dock equipment sales experience is highly beneficial.
• Skills: Strong mechanical/electronic comprehension, excellent communication skills, professional customer-oriented attitude, confidence, and tact.
• Language Skills: 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 public.
• Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
• Reasoning Ability: 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.

PHYSICAL DEMANDS:
While performing the duties of this job, the employee is regularly required to stand, talk, or hear. The employee frequently is required to walk. The employee is occasionally required to sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds, and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, and depth perception

WORK ENVIRONMENT:
While performing the duties of this job, the employee is regularly exposed to outside weather conditions. The employee is frequently exposed to moving mechanical parts. The employee is occasionally exposed to the risk of electrical shock. The noise level in the work environment is usually moderate.