Sales Representative – Automotive Equipment
Company: Total-Tool
Territory: New York State, south of the Capital District
Employment Type: Full-Time
Compensation: Base Salary plus Commission
Travel: Regular travel throughout the assigned territory
Position Summary
The Territory Sales Representative is responsible for developing and growing equipment sales to automotive dealerships, collision repair centers, service facilities, municipalities, and related automotive businesses throughout the assigned territory south of New York’s Capital District. This position requires an experienced, consultative salesperson who understands automotive dealership and collision-center operations and can identify equipment needs, develop customer relationships, prepare proposals, and manage the sales process from initial prospecting through installation and follow-up. The successful candidate will have an established record of selling automotive service, collision repair, shop, or capital equipment and will be comfortable working independently within a defined geographic territory. This position offers a competitive base salary and an uncapped performance-based commission opportunity.
Essential Duties and Responsibilities
- Develop and execute a territory sales plan designed to achieve revenue, gross-margin, and new-account objectives.
- Prospect for new business among automotive dealerships, dealer groups, collision centers, independent service facilities, and other qualified automotive customers.
- Maintain and expand relationships with existing customers throughout the assigned territory.
- Conduct on-site customer visits to evaluate operational requirements, facility conditions, equipment needs, workflow, and future expansion plans.
- Recommend equipment and solutions based on each customer’s business objectives, facility requirements, budget, and anticipated return on investment.
- Prepare and present professional quotations, proposals, equipment specifications, and recommended project scopes.
- Manage the complete sales cycle, including lead generation, qualification, needs analysis, solution development, proposal presentation, negotiation, closing, and post-sale follow-up.
- Coordinate with internal administrative teams to support accurate order fulfillment and successful project completion.
- Develop relationships with dealership owners, general managers, fixed operations directors, service directors, collision center managers, facilities personnel, purchasing representatives, and other decision-makers.
- Monitor dealership renovations, new construction projects, facility expansions that may create sales opportunities.
- Maintain current knowledge of the company’s equipment offerings, manufacturer specifications, competitive products, market pricing, and industry trends.
- Maintain accurate customer, opportunity, quotation, activity, and sales-forecast information in the company’s CRM (customer relationship management system).
- Provide management with regular territory forecasts, activity reports, pipeline updates, competitive information, and market feedback.
- Attend trade shows, customer events, industry meetings, and manufacturer training programs as required.
- Represent the company professionally and maintain a high level of responsiveness throughout the customer relationship.
- Perform other related duties as assigned.
Required Qualifications
- Minimum of five years of successful outside sales experience selling equipment to automotive dealerships, collision repair centers, service facilities, or similar automotive customers.
- Demonstrated experience selling automotive service equipment, collision repair equipment, shop equipment, capital equipment, or comparable technical products.
- Proven ability to develop new accounts and grow an assigned geographic territory.
- Experience managing a consultative, multi-step sales process involving multiple decision-makers.
- Ability to understand customer operations, evaluate equipment needs, and recommend appropriate technical solutions.
- Strong prospecting, relationship-building, presentation, negotiation, and closing skills.
- Ability to prepare accurate proposals and communicate equipment specifications, project requirements, pricing, and expected outcomes.
- Strong organizational and territory-management skills.
- Ability to work independently while collaborating effectively with internal operations, installation, and service teams.
- Proficiency with customer relationship management systems, Microsoft Office applications, and electronic sales tools.
- Valid driver’s license and an acceptable driving record.
- Ability and willingness to travel regularly throughout the assigned territory.
Preferred Qualifications
- Existing relationships with automotive dealership groups, collision repair organizations, or automotive service businesses in New York.
- Experience selling vehicle lifts, alignment systems, wheel-service equipment, frame and measuring systems, paint booths, compressed-air systems, diagnostic equipment, welding equipment, shop furniture, or other automotive facility equipment.
- Familiarity with automotive dealership fixed operations and collision repair workflows.
- Experience supporting equipment projects involving facility design, installation, construction coordination, or project management.
- Knowledge of relevant equipment safety standards, facility requirements, and manufacturer specifications.
- Associate or bachelor’s degree in business, sales, marketing, automotive technology, or a related field.
Knowledge, Skills, and Abilities
- Consultative and solution-oriented sales approach.
- Strong business acumen and understanding of capital-equipment purchasing decisions.
- Ability to communicate effectively with technicians, managers, executives, owners, contractors, and other project stakeholders.
- Ability to interpret facility drawings, equipment layouts, specifications, or technical information.
- Strong time-management and prioritization skills.
- Ability to maintain a disciplined schedule of prospecting, customer visits, follow-up activities, and pipeline development.
- Professional judgment, integrity, and commitment to customer service.
- Ability to meet established sales, margin, activity, and performance expectations.
Territory and Travel Requirements
The assigned territory will generally include areas of New York State located south of the Capital District. The specific territory boundaries may be adjusted based on business requirements. The Territory Sales Representative will be expected to maintain a consistent field presence and travel regularly to customer and prospect locations.
Compensation and Benefits
This position provides a competitive compensation package consisting of:
- Base salary commensurate with experience.
- Commission based on individual sales performance and applicable company compensation plans.
- Competitive benefits and paid time off package.
Equal Employment Opportunity
The Company is an equal opportunity employer.
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
Work Location: In person
