Territory Representative

Job Purpose Responsible for the sales, rental, and leasing of Stoughton trailers. The BSM has overall responsibility for branch sales, operations, and performance. Conducts sales activities in a local territory, maintains, develops, and grows customer base. The position manages company resources to maximize profit, but also to exceed customer expectations.

Essential Duties and Responsibilities

• Rental of Trailers. BSM is responsible for renting trailers to the transportation marketplace
• though personal sales calls, marketing and relationship building with the customer base.
• Long term leasing of trailers will also be the responsibility of the branch sales manager. The long term lease requirement will be one million dollars in lease revenue per year.
• Sales of new Stoughton Trailers to the transportation marketplace in the territory.
• As opportunities arise, the BSM would be responsible for the purchase and resale of used trailers in the branch territory.
• The marketing of ancillary services, such as collision Damage Waiver, and protected trailer parking.
• P&L management is required by BSM. Must have the ability to manage, predict, and react to trends and results based on the financial information in the P&L
• Perform all assigned tasks in a safe, efficient, timely, and accurate and highly productive manner according to company policy.
• Contribute to the team effort to produce a quality product.
• Attend scheduled work hours on a regular and timely basis. Maintain good attendance.
• Comply with all company policies and procedures.
• Prepare and maintain handbooks
• High number of sales calls on a weekly basis BSM is expected to make a total of 40 personal sales calls per week, (face to face customer visits) Twenty percent of these calls should be scheduled appointments.
• Consultative sales skills. BSM should practice active consultative sales philosophy and integrate it into their sales presentations
• Territory management skill set. Branch manager is expected to make the best use of their sales time. A logistically logical sales plan is to be sent to the sales manager by Thursday of the previous week.
• Some overnight travel to outlining areas of branch territory
• BSM is to log all sales calls and activity into CRM system. All calls in made the previous week must be in the system by Monday of the following week. Must use this information as a tool for account management.
• Work and communicate in a team environment.
• Other duties may be assigned as required by the Company.
  
  

Above is a list of the most important responsibilities and functions, which are essential to the position. Employees must be able to perform these essential functions satisfactorily with or without a reasonable accommodation. Accommodations will be evaluated and provided to eligible employees on a case by case basis, depending on the employee's medical restrictions, work availability, the nature of the position, the position's essential functions and other relevant factors.

Qualifications

• Education: Bachelor's degree or a successful track record in sales to the transportation industry
• Knowledge, Skills, & Abilities:
  • Strong relationship management skills with branch employees, customers, and vendors.
  • Business acumen and understanding of profit motives and drivers
  • Strong profit motive is to be learned and understood by the BSM. Knowing and understanding the profit drivers of the business is required.
  • Experience at selling value added services. BSM is to showcase the company value added services on sales calls and presentations
  • Excellent at conflict resolution. Must be skilled in resolving customer/company disputes that arise to an amicable solution for both parties.
  • Occasionally check in and out trailers on and off of rental.
  • Help out and assist the operations manager in times of crisis to maintain a high level of customer service.
  • High percentage of cold calling in large branch territory.
• Core Competencies:
  • Strong work ethic
  • Desire to achieve: desire to make six figures plus
  • Ambitious: willing to go above and beyond what is expected by the customer and the company.