Heavy Duty Truck Sales

Summary

The primary function of the Heavy Duty Truck Sales Representative is to sell new and used heavy-duty and medium-duty trucks. The position will increase market penetration by selling to and developing market strategies for qualified customers in the designated area of responsibility, and by achieving unit goals and gross profit.

Responsibilities

• Contact new prospects via in-person cold calls, direct mail programs, email, and telemarketing
• Utilize and provide information through the CRM tool
• Develop and present sales proposals to prospects and new customers
• Communicate with the sales team in daily correspondence and weekly meetings
• Maintain and expand the customer base through close customer relations
• Build personal relationships with customers through conversation, education, enterprise value, and customer service
• Pursue training about new features of the product by participating in Kenworth Truck Company opportunities
• Demonstrate knowledge of the product and competition
• Maintain and develop a sales plan for each year using corporate documentation procedures, including call reports and expense reports
• Perform other duties as assigned

Business Skills

• Customer Focus – Anticipating, meeting and/or exceeding customer needs, wants and expectations
• Interpersonal Skills – Effectively communicating, building rapport, and relating well to all kinds of people
• Personal Accountability – Being answerable for personal actions
• Time and Priority Management – Prioritizing and completing tasks in order to deliver desired outcomes within allotted timeframes
• Resiliency – Quickly recovering from adversity

Behaviors

• Interaction – Frequent communication and engagement with others
• People-Oriented – Building rapport with a wide range of individuals
• Customer-Oriented – Identifying and fulfilling customer expectations
• Versatile – Adapting to a range of situations with ease
• Frequent Change – Rapid shifts between tasks
• Urgency – Decisiveness, quick response, and fast action
• Persistence – Completing tasks despite challenges or resistance
• Following Policy – Adhering to rules, regulations, or existing methods
• Consistency – Predictable performance in repetitive situations

Requirements

• Competencies
  • Analytical – Uses intuition and experience to complement data; designs workflows and procedures
  • Change Management – Develops workable implementation plans; communicates changes effectively; builds commitment and overcomes resistance
  • Communication – Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings
  • Customer Service – Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments
  • Delegation – Delegates work assignments; matches the responsibility to the person; gives authority to work independently; sets expectations and monitors delegated activities; provides recognition for results
  • Leadership – Inspires and motivates others to perform well; effectively influences others’ actions and opinions; inspires respect and trust; mobilizes others to fulfill the vision
  • Project Management – Coordinates projects; communicates changes and progress; manages project team activities
  • Problem Solving – Develops alternative solutions; uses reason even when dealing with emotional topics
  • 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
  • Technical Skills – Pursues training and development opportunities
• Qualifications
  • High school diploma
  • 5 years of sales experience in the truck and commercial equipment sales field
  • Ability to operate motor vehicles, have a valid driver’s license, and maintain a safe driving record
  • Current Commercial Driver’s License preferred but not required to begin the position

Schedule

Varied shifts, including evenings, weekends, or extended hours based on sales transactions and operational needs. Frequent travel, sometimes on short notice, is required, necessitating flexibility in working hours and travel arrangements.

Physical Requirements

• Mobility – Ability to move around the repair shop, including walking, standing, and potentially bending or kneeling to inspect vehicles or equipment
• Vision – Good visual acuity for driving and navigating, including reading maps, GPS systems, and paperwork
• Hearing – Good hearing to communicate effectively with customers and vendors and to be aware of audible warnings or signals
• Manual Dexterity – Ability to handle paperwork and use computer systems
• Lifting and Handling – Ability to lift and carry up to 20–30 pounds intermittently
• Driving – Proficiency and ability to spend long hours behind the wheel, often on highways or unfamiliar roads; valid driver’s license and clean driving record required
• Communication Skills – Effective verbal and written communication to interact with customers, explain technical details, and negotiate sales contracts

Benefits

• Health and Wellness Benefits
  • Medical Insurance
  • Dental Insurance
  • Vision Insurance
• Supplemental Products
  • Short-Term and Long-Term Disability
  • Life Insurance
  • Hospital Stay and Critical Illness Insurance
• Financial Stability and Retirement Preparedness
  • 401(k) program with company match
  • Retirement planning assistance
  • Financial guidance and education
• Paid Time Off
  • Paid holidays
  • Personal time
  • Vacation based on length of service
• Resources for Major Challenges and Life Events
  • Bereavement services
  • Employment assistance program
  • Mental health resources readily accessible and without stigma
• Paid Training and Tools Assistance

About Palmer Trucks

Palmer Trucks is a full-service Kenworth dealership network serving Ohio, Indiana, Kentucky, and Illinois, offering a comprehensive range of products and services. As a family-owned business with more than half a century of growth and success, Palmer Trucks has grown into a team of more than 700 individuals. With more than two million trucks on U.S. highways and interstates at any given time, there is a paramount need to keep the industry moving forward—24 hours a day, 7 days a week. The company is committed to forming authentic and valuable connections by fulfilling the industry’s unique, time-sensitive needs as a trusted partner, providing products and services of the highest quality and value—personalized for each customer. This philosophy fosters long-term, valuable relationships with partners and has kept customers returning year after year since 1965.