Description
If you thrive on getting out in the field, meeting customers face-to-face, and turning opportunities into wins—this is your role. Join Northern Tool + Equipment as a Market Sales Representative and take the lead in building relationships, converting leads, and driving real business growth in your territory.
At Northern Tool + Equipment we get up every day to serve the tradespeople who keep our country running strong and the weekend warriors who want to work like them. It’s our mission to make sure they have the right tools for the job, and an easy, hassle-free experience at our store so they can get in, get out and get on with the job at hand. Your top priority as a Market Sales Representative is to convert qualified trade pro leads within the local market into active, long-term revenue generating relationships. This role drives profitable growth through direct outreach and onsite customer visits by supporting both new and existing customers and positioning Northern Tool + Equipment as the preferred supplier for tools and equipment. The sales rep delivers superior customer experience by engaging qualified leads through conducting consultative discovery, building rapport and validating buying intent and readiness to activate customers through their first transaction and handing off for long-term growth. Your positive, professional, roll-up-your-sleeves-to-help attitude contributes to our winning culture and makes sure we leave a lasting impression.
Locations: Salem, VA
Key Responsibilities:
-
Lead Engagement and Market Outreach.
-
Conduct onsite visits and outbound outreach to all qualified Trades Pro leads within the assigned market.
-
Perform in-person, along with some phone and email interactions to build brand awareness and initiate customer engagement from all qualified leads.
-
Maintain a proactive focus on meeting established outreach, conversion, and growth objectives.
Discovery, Consultative Selling and Customer Activation
-
Conduct discovery conversations and customer needs analyses using a consultative selling approach.
-
Define customer business needs and opportunities along with scope, timing, and buying intent or readiness.
-
Translate customer needs into aligned business opportunities through value-based conversations.
-
Recommend timely, relevant products and services that meet each customer’s unique needs. Educate Trades Pros on NT capabilities and value propositions including products, support, credit, and services.
-
Demonstrate solutions through onsite visits, product demonstrations, and promotional opportunities.
-
Compile strategic quotes and partner with internal teams to ensure seamless customer activation, including store or direct capture, ordering, and fulfillment to support long-term customer relationships.
Relationship Management and Cross-Functional Collaboration
-
Ensure seamless and timely handoff after activation to support ongoing growth and retention.
-
Conduct ongoing onsite visits to select accounts to support long-term customer relationships.
-
Build strong rapport with customers, internal sales partners and key stakeholders.
-
Keep leadership informed of key developments, customer issues, and emerging opportunities.
Reporting and Performance Management
-
Accurately record all lead activities and disposition, document meeting notes, contacts, customer insights, and opportunity details in systems for follow-up and planning.
-
Collaborate with leadership to develop targeted action plans aligned to lead opportunity, conversion, and engagement goals.
-
Drives marked revenue growth and targeted customer visits within assigned geographic area.
What you will bring to the table:
-
High school education or equivalent required, college coursework.
-
Minimum of 2 years experience in consultative B2B selling, field, or territory sales preferred
-
Inquisitive with strong relationship‑building skills.
-
Comfort with in‑person selling, jobsite visits, and outbound follow‑up.
-
Self-starter with a strong commitment to achieving company sales goals.
-
Strong customer service, time management and organizational skills.
-
Excellent communication and interpersonal skills.
-
Strong working knowledge of Microsoft Office Suite.
-
Experience working with CRM/lead management systems preferred.
-
Knowledge of light industrial products a plus.
-
Ability to commnicate effectively in Spanish a plus (preferred in Memphis, TN)
-
Demonstrates Northern Tool + Equipment’s 12 Core Competencies.
-
Valid driver’s license with clean driving record.
-
Ability to travel locally by car within a 30-mile+ radius of local store.
About Us
Northern Tool + Equipment is a family business with roots stretching back three generations to Minnesota’s Iron Range, where our blue-collar work ethic and commitment to serving the people who do the tough jobs was born. Our mission is to be the best in the world at serving the professional tradespeople and those who want to work like them. With over 130 retail stores across 24 states, top national brands and global manufacturing operations designed to create our own specialized tools and equipment, we are busting our knuckles to deliver the products, prices and advice our customers need to succeed. We’re looking for people who share our blue-collar work ethic. If you’re the kind of person who likes to put your nose to the grindstone to help your customers and company succeed, we’d love to talk to you about becoming a member of our team.
Northern Tool + Equipment is proud to be recognized by Forbes as a Top Midsize Employer in 2023. We are committed to creating a workplace where your contributions are valued, and your professional growth is encouraged. When you join our team, you’ll enjoy a comprehensive and competitive compensation package that includes:
-
Compensation & Incentives: Be rewarded with a competitive base salary and sales incentives.
-
Company Vehicle: A company vehicle will be provided for travel during the workday.
-
Flexible Work Schedule: Achieve the work-life balance you deserve with our full-time, Monday – Friday schedule.
-
Comprehensive Benefits Package: Your health and well-being are our priority. We offer a variety of health plans, so you can choose what best fits your needs. Employees working 30+ hours per week enjoy a robust benefits package, including medical, dental, vision, and a 401(k) plan with an enhanced company match to support your financial future.
-
Generous Employee Discount: Love our products? So do we! Enjoy a significant discount on the quality tools and equipment we offer, helping you save on the items you love to use.
-
Get Paid on Your Terms: With our Daily Pay option, you don’t have to wait for payday—access your earnings whenever you need them for added financial flexibility.
-
Paid Holidays: Take time to relax and recharge with 7 paid federal holidays, because we know how important it is to have time for yourself and your loved ones.
When you join Northern Tool + Equipment, you're not just starting a job—you're joining a community that supports your success. Come be a part of a team where your skills, dedication, and passion are recognized and celebrated. Your future starts here!
