Outside Equipment Sales

Pace Transportation Services; Indianapolis (IN); On-site; USD 60,000 - 95,000; Full time

Benefits offered by this job

Medical insurance (HTI)

Dental and vision insurance

Safe Harbor 401k with company match

Life and long-term disability coverage

Paid time off & holidays

Parental & bereavement leave

Employee Assistance Program

Rewards program

Job summary

Pace Transportation Services in Indianapolis seeks an Outside Equipment Sales Representative to drive revenue through the sale of new and used trailers and related equipment to fleet operators and commercial customers. The role emphasizes prospecting, relationship management, and consultative selling, with full sales cycle responsibility and regular travel.

You will deliver quotes, negotiate terms, coordinate with service and operations, and maintain CRM data, aiming for growth in a competitive

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.

Responsibilities

• 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.

Skills

Customer relations

Communication skills

Pricing & proposals

Sales process knowledge

Cross-functional collaboration

Tools

CRM software

Sales documentation tools

Job description

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.

Competitive base with aggressive commission package.

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.
• Medical insurance (three plan offerings to fit your needs)
• Participate in HTI’s Wellness Discount to save on monthly medical contributions
• Free virtual medical and behavioral healthcare through Teladoc
• Dental and vision insurance
• Safe Harbor 401k plan with company match
• Company-paid life and long-term disability insurance
• Industry-standard paid-time-off and paid holidays
• Parental and bereavement leave
• Employee Assistance Program
• Rewards and recognition program

Pace Transportation Services

Full-line semi-trailer and spotter dealership covering every customer's needs, from sales and leasing to service centers to support repairs and a 24-hour mobile repair service. Authorized Fruehauf and Kalmar Ottawa Dealer as well as major specialty OEMs for heavy hauls, flatbeds, dumps, etc.

HTI is an Equal Opportunity Employer and makes employment decisions without regard to race, color, religion, sex (including pregnancy, sexual orientation, or transgender status), national origin, age, disability, genetic information, or any other status protected by applicable law.