Regional Sales Representative

Description

The Regional Sales Representative position is responsible for selling planned maintenance contracts, 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.

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:
The physical demands of this role include a combination of office and field-based activities. In the office setting, work is primarily sedentary, involving standard computer and desk tasks. Travel to client locations is frequent and may involve single day travel or occasional extended trips. While on-site, the role requires extensive walking throughout manufacturing and distribution facilities, which may include navigating stairs, ladders, and exterior environments in varying weather conditions. The position also requires the ability to regularly lift and carry items weighing up to 25 pounds.

WORK ENVIRONMENT:
Our work environment offers a dynamic blend of office and field-based responsibilities. Approximately 40% of the time is spent in an office or desk setting, handling planning, documentation, and coordination. The remaining 60% is spent at client locations, which span a wide range of industries—including food production, pharmaceutical facilities, material manufacturing plants, distribution centers, and warehouse operations. This balance provides a unique opportunity to engage directly with clients and gain hands-on insight into diverse industrial environments.