Sales Associate, Trailers

About Us

Headquartered in Portland, Oregon, TEC has 30+ locations from Seattle to San Diego to the Midwest, serving thousands of customers across Washington, Oregon, California, Nevada, Arizona, Nebraska, Iowa, and South Dakota. TEC Equipment features Mack and Volvo heavy-duty trucks, Hino and Isuzu medium-duty trucks, Wabash trailers, and Cottrell auto transport trailers. We offer a large and desirable inventory of new Mack and Volvo heavy-duty trucks and all makes of used trucks. Our full-service lineup also includes quality parts, state-of-the-art service, collision centers, fuel, leasing/rental, financing, and insurance. Our locations are authorized service centers for Mack, Volvo, Cummins, Meritor, Eaton, and Fuller warranties. TEC provides one-stop shopping for all trucking-related needs.

Overview

TEC Equipment has expanded its product line by adding multiple Vocational Trailer OEMs and is searching for a proven sales associate in our Southern California region. This role is ideal for a resident expert in heavy-duty vocational trailers, including flatbeds, dropdecks, belly/end/side dump trailers, refuse trailers, pneumatic tankers, liquid tankers, and heavy haul equipment. We seek an entrepreneurial-minded, customer-focused, and self-motivated individual who can successfully articulate the value proposition of TEC Equipment and the brands we represent. TEC takes care of customers with convenient access, premium products in a one-stop shop, and a commitment to being every customer’s best business partner.

Responsibilities

• Build a strong customer pipeline by understanding customers’ business needs and providing comprehensive solutions to exceed those needs, establishing trusting relationships with multiple contact points within customers’ organizations.
• Actively follow up with customers per commitments, provide accurate and timely information, and ensure actions demonstrate TEC’s desire to be the customers’ best business partner.
• Possess a deep understanding of customers’ trailer usage and industry/segment norms, acting as a consultant to provide insight on trailer products for efficiency and longevity.
• Learn trailer manufacturers’ spec tools and develop expertise to configure both stock and customer-specific specs.
• Utilize Salesforce CRM to capture customer information, document interactions, and plan/schedule follow-up activities.
• Use Salesforce Dashboards and Reports to track cold calls, customer engagements, deliveries, and progress toward stretch goals.
• Monitor data sources such as POLK registrations and RigDig for prospecting and understanding active buyers.
• Collaborate with team members inside and outside the sales department for best-practice sharing; build relationships with Truck Sales, Finance, Parts, Service, and Leasing teams.
• Work with Marketing on product promotion and advertising.
• Establish trusting relationships with OEM reps to facilitate sales, obtain product support, and ensure prompt warranty and policy support.
• Leverage key supplier reps (axles, suspensions, tires, tarps, liners, etc.) to provide incremental value to customers.
• Maintain a detailed understanding of TEC Vocational Trailer Inventory and support fellow Vocational Trailer Sales Reps/Managers to move aged equipment.
• Track production build dates for orders, monitor OEM backlog, and proactively participate in order planning to maintain adequate and appropriate inventory.
• Maintain awareness of market conditions, competitor inventory, TruckPaper listings, and pricing fluctuations.
• Utilize product knowledge and negotiation skills to close deals for premium products.
• Actively attend, participate in, and represent TEC at local and regional industry events.
• Support and participate in customer events.

Qualifications

• Three years of sales experience in a retail operation, preferably in commercial vehicles.
• Proven history of achieving or exceeding sales and business objectives.
• Strong negotiation skills with the ability to build and manage lasting relationships and influence vertically and laterally.
• Strong knowledge of the truck/trailer industry and equipment.
• Sound business acumen with the ability to analyze, prioritize, identify, and execute solutions.
• Excellent oral, written, and interpersonal communication skills; ability to build relationships with internal and external contacts.
• Strong mechanical aptitude and understanding.
• Proficient with MS Office and Dealer Management Systems.
• Proficient in Salesforce or other CRM systems.
• Strong organizational and time management skills.
• Ability to maintain composure and exercise sound judgment at all times.
• Ability to travel to other TEC locations and visit customers.
• Ability to drive a culture of continuous improvement.
• Valid driver’s license and ability to meet insurance requirements.
• CDL preferred but not required.

While performing the duties of this job, the employee is regularly required to frequently communicate with others, move about inside and outside the office, operate and use computer and office equipment, and utilize vision for tasks such as inspection. May occasionally lift and/or move up to 50 pounds.

Pay

The annual pay for this position is expected to be approximately $102,949 to $128,686, consisting of a base salary plus commission with unlimited earning potential based solely on sales performance. We provide clear and transparent guidelines for calculating commissions.

Benefits

• Comprehensive medical plan options with prescription drug coverage.
• Two dental plans covering preventative, diagnostic, basic, and major services, including orthodontia for children.
• Vision care, discounted hearing exams, and hearing aids.
• 401(k) retirement savings plan with company contribution.
• Life, accident, and disability insurance.
• Employee Assistance Program (EAP).
• Education assistance.
• Seven paid holidays, vacation accrual of at least 48 hours per year, and paid sick leave.

New hires are eligible to participate in TEC Equipment’s comprehensive benefits plan the first of the month following the date of hire.