Sales Representative

Job Description

Job Description

Department: Vehicle Sales
Reports To: Sales Manager, Sales Director

The Sales Representative plays a pivotal role in delivering a premium customer experience by offering full-spectrum solutions through a consultative selling approach. This position is responsible for promoting and selling Medium/Heavy Duty Trucks, both new and pre-owned, along with associated services tailored to meet the operational and financial needs of a diverse customer base—including owner-operators, small businesses, and large commercial fleets.

Benefits

• Health Insurance
• 401(k) Retirement Plan
• Paid Time Off (PTO)
• Competitive Wages
• Vehicle Provided
• Cell Phone
• Computer

• Prospecting & Business Development – Ability to identify and qualify potential customers, analyze fleet needs, and actively build a strong sales pipeline through calls, visits, and targeted outreach.
• Product & Solution Expertise – Strong understanding of International truck products, configurations, and related services; able to align vehicle specifications, financing, and lifecycle value to customer applications.
• Customer Development – Skilled in consultative selling, asking the right questions to uncover business and financial needs, and building long-term relationships that ensure customer satisfaction and retention.
• Proposal & Closing Skills – Experience creating tailored proposals, collaborating with internal and external stakeholders, addressing objections, and finalizing deals with accuracy and professionalism.
• Follow-Up & Reporting – Consistent in post-sale customer follow-up, pipeline management, performance analysis, and accurate reporting to support business growth and continuous improvement.
• Dealership Culture & Professionalism – Commitment to integrity, collaboration, accountability, and continuous learning; ability to foster a respectful, high-performance work environment while representing the brand positively.
• Teaching for Differentiation – Ability to apply the method to identify the right solution for the individual customer as well as explain and argue for the value of an offer, expressed in money and/or time.
• Value Selling – Ability to apply the method to identify the right solution for the individual customer as well as explain and argue for the value of an offer, expressed in money and/or time.
• Adaptability – Adapting to work effectively in ambiguous or changing situations and with diverse individuals and groups.

General Knowledge & Skills

• Business Acumen – Using an understanding of business issues, processes, and outcomes to maintain and enhance business performance.
• Safety & Health – Demonstrates understanding of the importance of safety and health policies, procedures, and regulations. Creates and safeguards a healthy, safe, and sustainable work environment for all employees.
• Communication & Teamwork – Listens and communicates openly, honestly, and respectfully with diverse audiences while promoting dialogue and building consensus; works collaboratively across teams to achieve organizational goals.
• Products and Services - Maintains an up to date understanding of International and IC Bus products and services necessary to perform duties and tasks. Understands International products and services value proposition connected to processes and business.
• Customer Understanding & Focus – Demonstrates a strong grasp of customer industries, operations, and business drivers while providing service excellence and tailored solutions that optimize customer profitability. Maintains ongoing client contact and offers seasoned advice to both customers and internal teams to support growth and long-term success.
• Initiative - Dealing with situations and issues proactively and persistently, seizing opportunities that arise. Focusing on addressing current issues.
• Planning & Organizing / Results Oriented - Effectively sets goals, creates structured plans, and allocates resources to achieve success. Demonstrates ambition, efficiency, and perseverance in consistently meeting or exceeding objectives.
• Influencing Skills - Persuades, convinces, and influences others to obtain their buy-in and support for specific course, action, or direction. Understands others’ point of view. Creates, maintains and leverages a network of supportive relationships.
• Negotiations - Ability to explore positions and alternatives to reach the best possible outcome by seeking mutual benefits and maintaining relationships in business discussions with their counterparts.

• High school diploma or equivalent required ; bachelor’s degree in business, management, technical, or related field preferred.
• Vocational/technical training or further education in a relevant field considered a plus.
• Minimum of 5 years + experience in the medium/heavy trucking industry.
• Background in the medium/heavy-duty truck, bus, or automotive industry strongly preferred.
• Prior dealership experience and knowledge of trade-in processes or used vehicle evaluations are beneficial.
• Experience using CRM or sales management tools preferred.
• Valid Driver’s License required ; CDL preferred.

This is not necessarily a list of all the duties, responsibilities and requirements associated with this position. While the accountabilities noted herein are intended to be an accurate reflection of the current job, the dealership reserves the right to revise the functions and duties as circumstances dictate. We are an Equal Opportunity Employer.