Industrial Sales Representative Jobs

If you have read my job descriptions before, this will be a refresher. For those of you who haven't read my job descriptions before, welcome to the party....I like to add a little humor, so you will see some comedy scattered in this .

A little about me. My name is Tom. I am VP & Partner with a firm named RSM Solutions Inc and I have been recruiting technical talent for 21 years (it was 21 in January 2023) and, interestingly enough, been in the tech sales space since the 1990s. The reason I say this not to pump my chest. I say this because I pay very very close attention to 'fit'...a fit for you and a fit for the client, as opposed to just placing someone somewhere because they have a pulse.

For this client, the social fit is just as important as the technical fit. So, you might ask, what are some of those 'social fit' characteristics I am speaking of. Here are some:

1. We have all come across individuals that...to say it politely...are quite arrogant (there is a less politically correct way to say this). Everyone in sales has had a stretch of time where they were humbled, where they had a dip...it is those moments where people learn more about themselves than perhaps at any other time. This client would much rather hire someone that is humble and honest, than someone who believe they are the greatest sales person on the planet.
2. Honesty...now that is a trait that doesn't get enough attention. But, it is important, isn't it. It is completely ok to make a mistake now and again. This client is completely ok with mistakes, as long as you are honest about it and work to fix it.
3. The hiring manager for this role really enjoys seeing longevity in the roles you have held. I get it, sometimes someone takes a role and it absolutely stinks. Everyone has a role like that in their background. However, if you move every 9 months from one role to another and say everyone stunk, well...that is going to be a stretch.

Here is the job description:

For this role, we are - ideally - seeking candidates that are located in Texas, Oklahoma or Louisiana as this is the primary territory you will be working. This role will include roughly 50% travel....so, you will need to live close to a major airport. You won't be traveling every week, but we all know that some customers need a little more face time than others. We are relying on your experience and maturity to know that difference.

Base compensation for this role will range form $75,000 to $80,000 with incentive comp that will take you to about $100,000 to $120,000/yr.

The official 'title' of the role is 'Regional Sales Manager'...but it an individual contributor role as opposed to a role where you will be managing any staff.

This client is focused on the trucking industry...they sell very important equipment that you would see in just about any large Kenworth, Volvo, or Peterbuilt truck. So, we are seeking someone that has a solid level of sales experience selling parts and equipment to the trucking industry. Ideally, we are seeking someone with experience in the heat exchanger / radiator market...think big radiators... However, if you don't have that specific experience, that is ok..the zombie apocalypse wont happen. If you have experience, for example, with selling to the Kenworth's, Mac Trucks, and FleetPride's of the world, that could work out well also.

This role is something of a 'farmer with a gun' role...so, something like a hybrid of a hunter and a farmer. Part of your role will involve riding along with distributors of this client's parts, part of it will be spent working with existing long term customers, and part of it will be finding new customers and new applications for this client's equipment as well.

Here are some of the primary responsibilities:

• Review and analyzes regional sales and operational records and reports; using data to project sales, determine profitability and targets, and to identify potential new markets.
• Identify opportunities for improvement within the region; designs and implements training, strategies, policies, goals, and other resources to maximize productivity and morale.
• Develop marketing programs and promotions to increase sales and/or introduce products and services.
• Schedule and direct regular sales meetings and events to share information, set and revise goals, and to increase morale.
• Maintain knowledge of market, competition, and best practices and trends in sales techniques and strategies.
• Collaborate with executive leadership to develop territories, sales quotas, and strategies.
• Prepare and implement district-wide budget; monitors and approves expenses.

All this being said, here are some of the requirements for this role (I have a whole lot more to share, but this should give you a good idea of what we are looking for:

• From a sales point of view, we are seeking persistence, tact, diplomacy, and that ability to effectively 'work your plan'.
• Heavy duty heat exchanger / cooler experience would be great to see, but if that isn't there that is ok.
• Strong presentation skills...this includes that ability to - as you might have guessed - effectively communicate product benefits and features.
• At least 2-3 years of experience selling parts to truck dealers or truck parts dealers.