Territory Sales - Upfitting

Position Summary/Objective

The Territory Sales - Upfitting is responsible for driving sales within Total Trucks & Machine, focusing on building deep expertise in our product and services. Works closely with management and cross-functional teams to ensure alignment with business objectives, while fostering a positive, high-performance sales culture. Will focus on cultivating strong relationships with customers, analyzing market trends, and contributing to the company's long-term sales strategy and profitability.

Essential Functions & Responsibilities

• Create and implement effective sales strategies to achieve company sales targets and objectives.
• Ability to understand and anticipate customer needs, providing tailored solutions.
• Deep understanding of the products and services being sold, including their features, benefits, and applications.
• Set sales goals aligned with company objectives and monitor progress.
• Build and maintain strong, long-lasting relationships with key customers and partners.
• Manage escalated customer issues, ensuring their resolution while maintaining customer satisfaction.
• Identify opportunities for cross-selling and up-selling to maximize revenue.
• Identify and pursue new business opportunities to expand the company’s market share and customer base.
• Participate in trade shows, conferences, and networking events to enhance the company’s visibility and create new business opportunities.
• Evaluate and improve the sales process to increase efficiency, reduce friction, and enhance customer experience.
• Implement best practices, sales technologies, and tools to streamline the sales process and optimize performance.
• Control expenses and ensure that sales activities remain within the defined budget.

Competencies, Skills, and Abilities

• The ability to quickly grasp and articulate the value proposition to potential clients.
• A focus on achieving or exceeding sales targets and KPIs.
• Consistently motivated to close deals and contribute to the company’s revenue growth.
• The ability to identify and resolve customer issues or objections efficiently and effectively.
• Offering creative solutions and overcoming challenges in the sales process.
• Flexibility in adjusting strategies based on evolving market trends, customer needs, or company objectives.
• Ability to work in dynamic environments and handle change proactively.
• Ability to engage in productive negotiations that balance customer satisfaction with company profitability.
• Skilled in discussing terms, pricing, and other deal-related matters to close sales.
• Ability to collaborate well with other teams (e.g., marketing, customer service, product management) to ensure customer success and the alignment of sales efforts.
• Supportive in sharing insights, strategies, and knowledge with colleagues.
• Verbal: Clear, persuasive, and confident communication when engaging with customers, presenting products, and handling objections. Written: Ability to write clear, concise, and professional emails, proposals, and reports.
• Active listening skills to understand customer needs and respond effectively.
• Familiarity with different sales approaches (consultative selling, solution selling, SPIN, etc.) and applying the most effective technique to each customer.
• Ability to maintain an organized sales pipeline and track opportunities from initial contact to closing.
• Skilled in negotiating contracts, pricing, and terms with clients while maintaining positive relationships.
• Efficient at managing time, prioritizing tasks, and managing multiple prospects simultaneously.
• Ability to focus on high-value activities, such as closing deals and nurturing key relationships.
• Capability to deliver compelling presentations that clearly articulate the value of the product or service.
• Using visual aids, demos, or product samples effectively to engage customers.
• Awareness of market trends, competitors’ offerings, and how they affect customer decisions.
• Ability to conduct competitive analysis and adjust sales strategies accordingly.
• Strong understanding of the sales process, from prospecting and qualification to closing and post-sale follow-up.
• Ability to analyze customer data and behaviors to identify opportunities and threats in the sales process.
• Ability to establish trust and rapport with new and existing clients, helping to create long-term business partnerships.
• Strong interpersonal skills that help develop positive working relationships with clients, colleagues, and stakeholders.
• Ability to stay motivated despite rejection or setbacks and continue to pursue sales opportunities.
• Ability to accurately input and track customer information, sales progress, and key metrics.

Education & Experience

Essential Education:

·        High School diploma or GED.

Preferred Education:

·        Associate’s degree in business administration, Marketing, Sales, or a related field.

Essential Experience:

·        Minimum of 2 years’ experience in an environment with upfitting.

·        Basic knowledge of data analysis, sales forecasting, and reporting tools is an advantage.

·        We are willing to train the right person.