Outside Sales Representative - Trench Specialist - WV

About the Role

The Outside Sales Representative – Trench Specialist plays a critical role in driving revenue growth by developing and expanding trench safety and shoring sales within the heavy equipment rental and services industry. This position is focused on identifying, pursuing, and supporting customers who require trench boxes, trench shields, hydraulic shoring, road plates, pipe plugs, confined space equipment, and related trench safety solutions. The ideal candidate will have prior trench industry experience and a strong understanding of excavation safety, OSHA trenching and excavation requirements, and competent person responsibilities. This role requires building trusted relationships with contractors, municipalities, utility companies, excavation crews, and project managers through face-to-face interactions, jobsite visits, and consultative selling. Success in this position depends on the ability to understand customer applications, recommend appropriate trench safety solutions, support safe jobsite practices, negotiate opportunities, and close business while helping grow the company’s trench division and market presence.

Minimum Qualifications

• Prior experience in trench safety, shoring, excavation support, underground utility, construction rental, or a closely related industry.
• Strong working knowledge of trench safety products and applications, including trench boxes, shields, shoring systems, plates, and related equipment.
• Familiarity with OSHA excavation and trenching requirements and competent person responsibilities.
• Proven outside sales experience with the ability to build relationships, develop new accounts, and grow business within an assigned territory.
• Valid driver’s license and reliable transportation to travel to customer offices, jobsites, and assigned sales territories.
• Strong communication and interpersonal skills with the ability to work effectively with contractors, field crews, estimators, and project managers.

Preferred Qualifications

• Competent person training or certification related to excavation and trenching safety.
• Established customer relationships within the trench safety, excavation, underground utility, municipal, or contractor market.
• Experience performing jobsite assessments and recommending appropriate trench safety or shoring solutions based on customer needs.
• Experience with CRM software and sales analytics tools to manage customer relationships, opportunities, and sales activity.
• Able to analyze market activity, bid opportunities, and customer feedback to develop effective trench sales strategies.
• Previous B2B sales experience in equipment rental, trench safety, construction supply, or related services.

Responsibilities

• Develop and execute a trench sales strategy to grow revenue, expand market share, and increase customer adoption of trench safety products and services.
• Possess a prospecting and development plan to identify and pursue new customers requiring trench safety solutions.
• Conduct regular customer visits and jobsite meetings to assess project needs, identify safety requirements, and recommend appropriate trench boxes, shoring systems, plates, and related equipment.
• Serve as a knowledgeable resource for customers by understanding OSHA trenching and excavation requirements and supporting competent person discussions when appropriate.
• Prepare quotes, negotiate pricing and terms, and close trench sales and rental opportunities while maintaining profitability and company standards.
• Collaborate with operations, dispatch, yard personnel, and customer service to ensure timely delivery, pickup, service, and customer satisfaction.
• Track sales activities, maintain accurate CRM records, prepare reports, and provide sales forecasts to management.
• Maintain awareness of industry trends, competitor activity, upcoming projects, and market conditions to identify new trench sales opportunities.

Skills

• Consultative selling and relationship-building abilities.
• Jobsite communication and understanding of excavation support needs, OSHA trenching requirements, and competent person considerations.
• Strong product knowledge to recommend appropriate trench boxes, shields, shoring systems, road plates, and related solutions for each project.
• CRM proficiency for managing customer relationships, opportunities, and sales activity.
• Market awareness and experience with jobsite assessments to grow the trench business and position the company as a trusted trench safety partner.