Regional Sales Representative - CA

Sales Representative

We are seeking a motivated and dynamic junior to mid-level Sales Representative to join our team in our West Coast California Region. The ideal candidate will be responsible for driving sales growth within their designated territory, building strong relationships with clients, and effectively promoting our products and services. We are seeking a customer-focused, business-savvy professional with a strong drive for growth. Candidate must be willing to train in our Corporate Office in NC for 3 to 6 months.

Resilience is keythis individual must learn quickly from setbacks and adapt to missed opportunities. A natural curiosity about the industry, customers' business, and company products is essential, along with a willingness to continuously learn new skills and improve sales methods. They should be able to collaborate effectively with a team of like-minded sales professionals to develop strategies while also being self-motivated in seeking new opportunities on their own.

With six strategic offices throughout the US and numerous international distributors, our customers are never far from our experienced and knowledgeable representatives.

We are InstroTek Inc, a privately owned materials testing equipment company, based in Research Triangle Park, NC. Established in 1997, InstroTek continues to set new standards for testing and quality control and is a global leader in products and technology development for the construction and raw materials industry.

Responsibilities

• Manage and grow the sales territory by maintaining relationships with existing customers and identifying new sales opportunities.
• Develop leads through networking, industry events, and direct outreach.
• Travel to meet customers, attend trade shows, and support sales initiatives
• Serve as the primary point of contact throughout the sales cycle.
• Collaborate with internal teams to address customer needs and improve processes.
• Build strong customer relationships to understand needs and preferences.
• Develop in-depth product knowledge to effectively communicate value propositions.
• Deliver engaging presentations and product demonstrations to various audiences.
• Meet or exceed sales targets and objectives set by management. Prepare quotes and process sales orders accurately and efficiently.
• Provide ongoing customer support, including post-sales follow-ups and issue resolution.
• Monitor industry trends, competitor activity, and market conditions to refine sales strategies.
• Maintain clear and proactive communication with internal teams to enhance sales, marketing, and customer service efforts.
• Administrative, attention to detail and process skills are critical for role.
• Must also perform any applicable and necessary duties requested by management that are not explicitly listed in this job description.

Other Responsibilities

• Hands-On Product Demonstrations Conduct on-site product demonstrations and training to show real-world applications and benefits of the equipment.
• Relationship Building with Contractors & DOTs Establish trust and credibility with key decision-makers, including paving contractors, testing labs, and Department of Transportation (DOT) officials.
• Understand customer challenges in the field and offer tailored product solutions that improve efficiency, accuracy, and compliance with industry standards.
• Assist customers with troubleshooting equipment issues and coordinating support with the service team.
• Territory Planning & Route Management Efficiently plan travel and customer visits to maximize coverage, prioritize high-value accounts, and optimize sales efforts.
• Understanding of Purchasing Processes Navigate complex procurement processes, including government contracts, bidding, and supplier approvals.

Requirements

Education & Experience:

• Bachelor's degree in Business, Marketing, Engineering, Construction Management, or a related field (preferred but not always required).
• 3-5+ years of outside sales experience, preferably in construction materials, asphalt testing, or related industries.
• Experience working with contractors, testing labs, DOTs, and municipalities is a plus.

Industry & Technical Knowledge:

• Understanding of asphalt paving, materials testing, and construction processes.
• Familiarity with asphalt testing equipment, density gauges, and compliance requirements.
• Ability to read and interpret technical specifications and industry regulations.

Sales & Business Skills:

• Proven track record of meeting or exceeding sales targets in a territory-based role.
• Strong negotiation and relationship-building skills with contractors, engineers, and government agencies.
• Experience with lead generation, account management, and territory planning.
• Ability to manage long sales cycles, from initial contact to post-sale support.

Communication & Presentation Skills:

• Excellent verbal and written communication skills for engaging technical and non-technical audiences.
• Ability to deliver compelling presentations and hands-on product demonstrations.
• Strong problem-solving skills to assist customers in selecting the right solutions.

Technology & Tools:

• Competence in Microsoft Office Suite (Excel, Word, PowerPoint) for proposals and presentations.

Location

Hybrid and Travel

Ideal candidate will be located in California or the below markets

• California
  • Sacramento
  • Santa Rosa
  • San Louis Obispo
  • Chico
  • San Diego
  • Bakersfield
• Utah
  • Provo
  • Salt Lake City
• Washington
  • Tacoma
  • Vancouver
  • Seattle Area
• Nevada
  • Reno

West Coast Office

5052 Commercial Circle

Concord, CA 94520-1248

Shop Environment. Laboratory facilities contain minor, fully shielded radiation sources used strictly for materials testing

All areas are monitored and controlled under strict safety protocols

Exposure risk is minimal and well below occupational safety thresholds

Full Benefits Package

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Life Insurance
• Short- and Long-term Disability Insurance
• 401(k)
• Paid Maternity/Paternity Leave
• Paid Time off

InstroTek offers continuous training, competitive compensation, benefits and exceptional potential for growth in a rapidly growing company.

InstroTek, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, and recall, leaves of absence, compensation, and training.