Entry Level Equipment Sales

Pace Transportation; Byron Township (MI); On-site; USD 70,000 - 100,000; Full time

Job summary

Pace Transportation is seeking an Outside Equipment Sales Representative to drive revenue by selling new and used trailers and related solutions across an assigned territory. The role emphasizes prospecting, relationship management, and consultative selling to fleet operators, owner-operators, and commercial customers.

The position requires regular travel, knowledge of trailers and equipment, and the ability to manage the full sales cycle from lead generation through delivery.

Qualifications

• Experience in equipment, trailer, or transportation-related sales preferred.
• Strong customer relationship and communication skills.
• Ability to prepare and present pricing, proposals, and product information.
• Working knowledge of sales processes and margin-based selling.

Responsibilities

• Prospect and develop new customer relationships within an assigned territory.
• Manage and grow an existing book of business by maintaining relationships and identifying opportunities.
• Sell new and used trailers, equipment, and related products aligning with pricing, margin and inventory strategies.
• Prepare quotes, proposals, and product recommendations for customer needs.
• Negotiate pricing and terms within approved authority levels.
• Serve as primary contact for customers through the sales process.
• Conduct on-site customer visits to assess needs and build partnerships.

Skills

Relationship mgmt

Negotiation

Lead generation

Proposal presentation

Sales forecasting

Job description

Job Overview

The Outside Equipment Sales Representative is responsible for generating revenue through the sale of new and used trailers, transportation equipment, and related solutions within an assigned territory. This role focuses on prospecting, relationship management, and consultative selling to fleet operators, owner-operators, and commercial customers. The position requires regular travel, strong industry knowledge, and the ability to manage the full sales cycle from lead generation through delivery.

Core Functions

• Prospect and develop new customer relationships within an assigned territory through cold calling, referrals, networking, and industry events
• Manage and grow an existing book of business by maintaining strong customer relationships and identifying additional sales opportunities
• Sell new and used trailers, equipment, and related products in alignment with company pricing, margin, and inventory strategies
• Prepare and present quotes, proposals, and product recommendations tailored to customer operational needs
• Negotiate pricing and terms within approved authority levels
• Serve as the primary point of contact for customers throughout the sales process
• Conduct on-site customer visits to assess needs, review equipment requirements, and build long-term partnerships
• Coordinate with service, parts, and operations teams to ensure a smooth customer experience from sale through delivery
• Address customer questions, concerns, and post-sale follow-up in a timely and professional manner
• Maintain accurate and timely sales activity, pipeline, and forecast data in the company CRM system
• Track leads, opportunities, and closed sales to support revenue forecasting and performance measurement
• Monitor market trends, competitor activity, and customer feedback to identify growth opportunities
• Ensure all sales comply with company policies, legal requirements, and ethical standards
• Maintain working knowledge of trailer specifications, applications, and equipment configurations
• Stay informed on industry trends, regulatory considerations, and customer operating environments
• Educate customers on product features, benefits, and total cost of ownership
• Perform other duties as assigned

Competencies and Qualifications

• Experience in equipment, trailer, or transportation-related sales preferred
• Strong customer relationship and communication skills
• Ability to prepare and present pricing, proposals, and product information
• Working knowledge of sales processes and margin-based selling
• Ability to collaborate effectively with internal teams
• Proficiency with basic sales documentation tools and systems

Physical Requirements

• Ability to sit, stand, and walk for extended periods throughout the workday
• Ability to travel locally as needed to customer sites, equipment yards, or company locations
• Ability to enter and exit trailers, equipment, and customer facilities safely
• Ability to occasionally lift, push, or pull items weighing up to 25 pounds (e.g., marketing materials, documents, small equipment components)
• Ability to operate a motor vehicle safely and maintain a valid driver's license
• Ability to use standard office equipment, including a computer, phone, and mobile devices
• Ability to communicate effectively with customers, coworkers, and vendors in person and by phone
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role.

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