What are the responsibilities and job description for the Outside Sales Representative position at Harrison Gray Search?
Harrison Gray Search has partnered with a leading U.S. manufacturer of Rough Terrain Forklifts to find a dedicated Outside Sales Representative. Our client is renowned for American engineering excellence, producing durable and reliable machinery used across the agriculture, construction, rental, and industrial sectors.
Job Summary
The Outside Sales Representative will be responsible for driving revenue growth and strengthening distributor relationships across the United States22. This role focuses on delivering annual sales plans, expanding the dealer network, and providing comprehensive product training to ensure long-term success in the field.
Key Responsibilities
Distributor Development & Relationship Management
Sales & Revenue Growth
Success in this role will be measured by distributor sales growth (units and parts), the development of new market territories, and the completion of quarterly product training sessions. Candidates must be self-motivated and goal-oriented to achieve regional revenue targets and high dealer engagement levels.
Job Summary
The Outside Sales Representative will be responsible for driving revenue growth and strengthening distributor relationships across the United States22. This role focuses on delivering annual sales plans, expanding the dealer network, and providing comprehensive product training to ensure long-term success in the field.
Key Responsibilities
Distributor Development & Relationship Management
- Maintain a regular travel schedule to visit distributors across the U.S.
- Strengthen partnerships with dealer principals, sales managers, and service departments.
- Conduct business reviews and provide strategic sales guidance to help distributors identify opportunities and meet targets.
- Support the onboarding of new distributors and assist with sales process integration.
Sales & Revenue Growth
- Drive sales of rough terrain forklifts and related products through established distributor channels.
- Identify and open new dealers within assigned territories to expand market reach.
- Increase sales of OEM service parts and promote ongoing maintenance programs.
- Collaborate with internal teams to develop territory plans and sales forecasts.
- Conduct in-person and virtual training sessions for distributor sales and service staff regarding product specifications and competitive positioning.
- Represent the company at trade shows, open houses, and customer events, including performing live equipment demonstrations.
- Gather field insights, customer testimonials, and photos to assist the marketing team.
- Ensure brand consistency and visibility across distributor platforms, including dealer websites.
- Promote the use of genuine factory-authorized parts and components16.
- Provide service departments with inventory suggestions, parts information, and warranty education.
- Collaborate with technical support teams to resolve any product or parts-related issues.
- Experience: Minimum of 3–5 years of outside sales experience in heavy equipment or industrial machinery.
- Industry Knowledge: A proven track record of growing dealer networks, ideally within the John Deere or Caterpillar networks.
- Technical Skills: Mechanical aptitude with the ability to understand technical product details, and proficiency in CRM systems and Microsoft Office
- Communication: Strong interpersonal, presentation, and written communication skills
- Travel: Willingness to travel extensively (60–75%) throughout the U.S.
- License: Must possess a valid driver’s license with a clean driving record
Success in this role will be measured by distributor sales growth (units and parts), the development of new market territories, and the completion of quarterly product training sessions. Candidates must be self-motivated and goal-oriented to achieve regional revenue targets and high dealer engagement levels.