Basic Purpose:

This position is to represent the Rail King product line in an assigned territory; to meet or exceed the sales/rental volume objective; to achieve an acceptable profit margin; and to create and maintain a favorable corporate image of Taylor Machine Works, Inc.

Nature and Scope:

This position reports to the Rail King Sales Manager and has full accountability in his/her respective territory for meeting the sales quota and other goals assigned by the Sales Management Group. He/she is limited in accountability only by company policies and guidelines in the performance of these duties. The incumbent may be called upon to make recommendations as to sales policies such as commission structures, pricing, discount, etc. by the Sales Management Group.

The incumbent promotes and develops the territory as he/she sees fit, arranging own itinerary and appointment schedule. Keeps the Rail King Sales Manager informed of location, activity, and progress. Consults with Rail King Sales Manager on opportunities to strategize maximum closure on active and future deals.

The incumbent develops a personal relationship with the customer, analyzes their needs, and convinces the customer of the superiority of the Rail King Product and the Taylor Companies. The Rail King Specialist keeps the necessary records and submits the necessary information for processing of sales orders. He/she assists in arranging financial terms and reconciles accounts, if necessary. Works closely with field service personnel in their maintenance and repair activities in the assigned territory. The incumbent calls upon the Manager of Used Equipment to determine trade-in values.

The Rail King Specialist feeds back to Sales Management, information on market potential, competitive strength, new products and general needs in the field. He/she contributes data for forecasts – short-term and long-range. .

The Rail King Specialist must be thoroughly knowledgeable of the Rail King product line , as well as the pricing structure and how it relates to the general market conditions. He/she must be fully competent in sales technique, which requires intimate knowledge of competitive equipment and insight into overall-rail car spotting opportunities and needs. A natural ability to communicate and considerable experience in the industry are prerequisites for this position.

Principal Accountabilities:

• Conducts effective sales effort, operating under existing company policies. Recommends Sales policies as requested by the General Sales Manager.
• Initiates sales order. Cooperates with sales personnel to process.
• Keeps record of activity. Submits reports as requested.
• Contributes to corporate promotion activities. Attends trade shows; furnishes field research data; serves as public relations representative.
• Cooperates with other departments of TMW to correlate customer needs with company service.
• Keeps informed on TMW and competitive equipment.
• Maintains excellent personal and corporate image.
• Evaluates effectiveness of sales effort. Strives to upgrade abilities.

Educational and Skill Requirements:

• Degree in marketing preferred or eight years’ experience selling in the Rail Car Spotting industry.
• Experience with Rail King products would be preferable.
• Would consider experienced sales person in the heavy equipment industry.
• Competent in sales technique and an intimate knowledge of competitive equipment.
• Excellent communication skills and presentable appearance a must.
• Must be able to travel his territory on an almost daily basis.
• Computer literacy and attention to detail required.

Job Snapshot