Heavy Duty Truck Equipment Sales

Job Summary

The Equipment Sales Representative is responsible for generating new business and maintaining existing customer relationships by selling new and used class 5–8 trucks or heavy-duty trailers in the assigned territory. The ideal candidate will have extensive knowledge of commercial equipment, including trucks, trailers, and related specifications. They will work closely with customers to identify needs, provide product recommendations, and manage the sales process from start to finish.

Additionally, this role promotes related dealership services and supports the growth of both new and used truck and trailer sales.

• Job Title: Equipment Sales
• Department: Sales
• Reports To: Sales Manager
• Location: Kansas City, KS
• FLSA Status: Exempt (Full-Time)
• Salary Range: Salary + Commission

Sales & Business Development:

• Identify and engage potential customers (owner-operators, fleet managers, logistics companies, construction firms).
• Build a pipeline through cold calling, networking, referrals, and dealership leads.
• Conduct product presentations and demonstrations for class 5–8 trucks and heavy-duty trailers.
• Prepare and present proposals, quotes, and financing options.
• Negotiate pricing, trade-ins, and agreements to close deals.
• Follow up post-sale for customer satisfaction and repeat business.
• Source inventory for customer-specific and stock needs.
• Market used trucks and trailers to maintain a steady customer base.
• Monitor and report product performance and competitive activity via CRM.

Customer Relationship Management:

• Build and maintain strong relationships with new and existing customers within the assigned territory.
• Understand customer operations and recommend appropriate truck, trailer, and financing solutions.
• Provide outstanding customer service and resolve issues quickly and effectively.
• Maintain detailed records of customer interactions, sales progress, and transactions in CRM software.
• Collaborate with internal departments—finance, service, and parts—to ensure seamless customer experiences.
• Follow up on service work and repairs to ensure satisfaction and communicate updates to customers.
• Assist customers in selecting or ordering equipment that best suits their needs.

Customer Base Management Standards:

• Minimum of two annual in-person documented activities per customer in CRM.
• Minimum of one quarterly documented activity (phone, email, or in-person) per customer in CRM.
• Minimum of one piece of equipment sold to assigned customers during their buying cycle (maximum 60 months, extendable with management approval).
• Customer must be within assigned territory; sales outside territory require management approval.
• Parent-child accounts are assigned to the same sales representative regardless of territory boundaries.

Product Knowledge & Industry Awareness:

• Stay current on industry trends, market conditions, and competitor offerings.
• Expand knowledge of equipment specifications, pricing, and technology.
• Advise customers on maintenance, warranties, and service packages.

Administrative & Compliance:

• Ensure compliance with dealership policies, manufacturer standards, and regulations.
• Complete contracts and documentation accurately and on time.
• Participate in meetings, training, and promotional events.
• Maintain a professional and presentable sales facility.
• Coordinate reconditioning and transportation of equipment with proper documentation.

• High school diploma or equivalent required; associate or bachelor’s degree in business, marketing, or related field preferred.
• 2-3+ years of sales experience, preferably in heavy duty trucks, trailers, or commercial equipment.
• Proven track record of meeting or exceeding sales targets.
• Familiarity with class 5-8 trucks, heavy-duty trailers, and related specifications.
• Understanding of financing options and dealership processes.
• Strong negotiation, communication, organizational, time management, and interpersonal skills.
• Ability to build and maintain long-term customer relationships.
• Proficiency in CRM software and Microsoft Office Suite.
• Valid driver’s license; CDL preferred or willingness to obtain.
• Ability to travel within assigned territory.