Heavy Duty Truck Sales

Summary

The primary function of the Heavy Duty Truck Sales Rep 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.

Key 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, emphasizing personal relationships, 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 (e.g., call reports, expense reports).
• Perform other duties as assigned.

Business Skills

Individuals need the following skills for superior job performance:

• 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 to deliver desired outcomes within allotted timeframes.
• Resiliency: Quickly recovering from adversity.

Behaviors

The candidate needs to exhibit the following behaviors for superior job performance:

• 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; listens and gets clarification; responds well to questions; demonstrates group presentation skills.
  • Customer Service: Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service.
  • Delegation: Delegates work assignments; matches responsibility to the person; gives authority to work independently; sets expectations and monitors delegated activities.
  • Leadership: Inspires and motivates others to perform well; effectively influences others’ actions and opinions.
  • 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: Solves practical problems; deals with a variety of concrete variables; interprets instructions in written, oral, diagram, or schedule form.
  • Technical Skills: Pursues training and development opportunities.
• Qualifications:
  • High school diploma required.
  • 5 years of sales experience in the truck and commercial equipment sales field.
  • Ability to operate motor vehicles, valid driver’s license, and maintain a safe driving record.
  • Current Commercial Driver’s License preferred but not required to begin the position.

Working Hours

The individual may be required to work varied shifts, including evenings, weekends, or extended hours based on sales transactions and operational needs. Flexibility and adaptability are vital, as the role may require frequent travel, sometimes on short notice, 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, navigating locations, reading maps, GPS systems, and sales-related paperwork.
• Hearing: Good hearing to communicate effectively with customers and vendors and to be aware of audible warnings or signals.
• Manual Dexterity: Required 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:
  • Medical, dental, and vision insurance.
  • Supplemental products like short-term and long-term disability.
• Financial Stability and Retirement Preparedness:
  • 401(k) program with company match.
  • Retirement planning assistance and financial guidance.
• Paid Time Off:
  • Paid holidays and personal time.
  • Vacation based on length of service.
• Resources for Major Challenges and Life Events:
  • Life insurance, hospital stay, critical illness, and other products.
  • Bereavement services and employment assistance program.
  • Mental health resources readily accessible and without stigma.
• Paid Training and Tools: Assistance to perform the job effectively.