PURPOSE AND SCOPE

To increase Rite-Hite in-plant product sales for assigned Rite-Hite product lines and various Allied Products lines. Incumbent will sell these products to new and existing Arbon customers in industrial/commercial, new construction, and nontraditional markets within the assigned geographic territory with Arbon District. The In-Plant Specialist will focus on maximizing Rite-Hite product sales and profitability through major account development, established Rite Hite Global Accounts, major projects, and market development.

ESSENTIAL DUTIES AND RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

This position reports to the District Manager and is responsible for developing the assigned territory in terms of market penetration, sales volume, and profitability by promoting the professional services and quality products sold by the District Office and developing long-term customer relationships.

• Maximize assigned territory exposure and penetration by maintaining acceptable sales volume and profitability.
• Maintain a high level of professionalism through product knowledge and applications, competitive activity, market conditions, and a thorough demonstration of presentation, product demonstration and closing skills.
• Establish long-term customer relationships.
• Effective utilization of sales tools, skills, District Regional and Corporate resources.
• Assist in overall district development by providing market data and new approaches to district sales strategies.
• Maximize the number of PMP agreements within the territory.

Major customer types and activities are as follows:

Architects/Developers

• Provide design assistance for current and future projects for Barrier Systems, Industrial Fans, Zone works, Frommelt Safety and Allied products
• Advise of industry trends and new/improved equipment.
• Assist in developing/writing equipment specifications.
• Develop long-term professional relationship which allows for a preference to Arbon active/future jobs, early job notification, and end-user introduction.
• Utilize relationship to gain tenant referrals.

General Contractors

• Maintain consistent, timely contact to develop awareness of Rite-Hite in-plant and Allied products.
• Ensure Arbon is on bid list for products listed above.
• Develop professional relationships through proposals, follow-up, and after-sales support.
• Attain and maintain market domination by developing a thorough knowledge of competitive activity and pricing policies.

End-Users - Traditional and Nontraditional Customers

• Develop a positive long-term problem-solving counselor selling relationship.
• Assist in proper equipment design and/or application to maximize customer productivity and safety from dollars invested.

• Responsible for qualifying and developing sales leads (e.g.. Industrial reports, phone-ins, bingo cards, smokestacks, etc.) into initial appointments with the decision makers and influencers at the architect/developer, contractor, and end-user levels.
• Effective use of professional sales presentations, equipment demonstration, SFA, sales tool utilization, and equipment proposals are required.

• Responsible for developing customer interest and sales in Nontraditional markets such as agricultural/equine, institution/government, and athletic/sporting facilities in an assigned geographic territory.

• Work directly with customers in the assigned territory or, where appropriate, works cooperatively with other Arbon sales personnel to best serve the customer.

• Other duties as assigned.

EDUCATION and/or EXPERIENCE
The successful individual will possess:

• A four (4) year college degree (Business or Marketing preferred);
• Three or more years related sales experience (Previous material handling or loading dock equipment sales experience is very beneficial),
• Flexibility to interact with dock workers up to board room presentation,
• Strong mechanical/electronic comprehension,
• Excellent communication skills,
• Professional customer-oriented attitude,
• Confidence and tact.

KNOWLEDGE / SKILL REQUIREMENTS

The ideal individual will demonstrate:

• 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 general public.
• Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.
• Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• 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.

SUPERVISORY RESPONSIBILITIES

This role will not have supervisory responsibilities.

Arbon Equipment - A Rite-Hite Company is the global leader in the manufacture and distribution of industrial loading dock and door equipment. Our innovative products and world class sales organization ensure solid, consistent growth, both for our company and our staff. We are always looking ahead to develop innovative new products and services to improve our customers' safety, security, and productivity.

Arbon Equipment - A Rite-Hite Company provides competitive compensation and a comprehensive benefits package with medical, dental, and vision coverage along with life and paid medical leave. We also provide a retirement savings plan that combines 401(K) with company match and profit sharing. Paid holidays, vacation, and up to five paid personal/sick days per year round out the package.

Rite-Hite is an Equal Opportunity/Affirmative Action employer offering a drug free workplace for our customers and employees.