Inside Sales Representative

Bulk Equipment Corp is a 70-year-old, privately held, family-owned company headquartered in Michigan City, Indiana. Steel mills, scrap yards, ports, and wood yards across the Midwest and Southeast rely on us for equipment, parts, and service.

We are not a traditional dealer with a lot full of iron waiting to be rented. We sell uptime. Our commercial packages run from labor-only field service to equipment sales and rentals, to full equipment-as-a-service contracts where we provide the machines, the backup units, the maintenance, and in some cases the on-site technicians, all for one flat monthly rate. Our cornerstone product line is Konecranes lift trucks, and we are actively building out our material handler offering. We also own and manage a large fleet that we rotate through customer sites, refurbish, and sell.

Sales, marketing, and product operate as one revenue team inside a centralized CRM, with tooling designed so you spend your time selling rather than logging. Our marketing is not feel-good filler. It answers real customer questions, and it sells for you 24/7/365. The culture is flat and fast: anyone can talk to anyone, we wear jeans, and we work hard and play hard. We hire methodically, think long-term, and pay for performance.

Duties & Responsibilities:

• Manage segment-specific target lists in CRM by territory
• Use all available tools to identify and sequence the right contacts at target companies against our ideal customer profiles.
• Verify equipment potential before you reach out. This includes pulling up yards on Google Maps and counting the equipment you see, determining whether a company buys centrally or site-by-site, and using that data to work the most valuable targets first.
• Build and run outreach sequences that combine educational video, email, segment-specific content, and personal 1:1 video.
• Field inbound leads for your segments alongside outbound work.
• Get on the phone when prospects respond.
• Capture fleet, site, and purchasing intelligence along the way and keep it clean in CRM.
• Convert qualified leads into deals and support them through close with internal and external subject matter experts.
• Keep customers engaged between field touches with content, insights, and a real next step.
• Pull in subject matter experts, service leaders, and executives at the right time so the right people are talking to the right people on both sides.
• Help Territory Sales Managers adopt modern engagement tools and tactics.
• Build and run a repeatable process for every machine that comes off rent or into stock: asset tagged, photos taken, data plate and specs verified, title and description written, unit listed on our website and internal catalog, availability communicated to the team and to customers, and inbound demand fielded.
• Create used equipment content: walk-around videos, machine detail breakdowns, used-versus-new comparisons, and option comparisons that help customers choose while feeding our content marketing and go-to-market models.
• Work with operations and asset management on unit availability and readiness.
• Shoot field footage, walk-arounds, and customer team Q&A, then send it to our editing team for production.
• Record personal 1:1 video instead of just typing the email. Response rates on video are dramatically higher compared to text-only messages.

Required Skills & Abilities:

• Two or more years of sales experience preferred.
• Experience in heavy equipment, scrap, and recyling forestry, industrial rental, or a related field is a plus.
• Proven sales experience with real outbound reps: phone, email, door-to-door, dealership, or inside sales. You know how to start conversations with strangers and keep them going.
• Strong discovery and questioning skills. You listen first. You pitch last.
• Clear, direct writing for emails, sequences, and equipment listings.
• Comfortable on camera and willing to record video regularly.
• Fluent with computers, phones, and CRM systems. HubSpot and Apollo experience preferred; we can teach you the rest.
• Detail-oriented. Model numbers, serial numbers, hours, and specs must be right on each piece of equipment. There is no room for error.
• Self-directed and disciplined in a remote setting. To succeed here, you will have to work, and no one will be watching over your shoulder. Your results will tell the most accurate story.
• Curious about heavy equipment and the industries that run on it. Industry experience is a plus, not a requirement.

Physical Demands:

• Prolonged periods of sitting and computer use.
  
• Occasional visits to active industrial sites, which require appropriate PPE and walking on uneven surfaces.
• Occasional lifting of parts or materials as required.