Brent Hurd

Territory management and business development professional with 22+ years of experience across industrial equipment, material handling, transportation, logistics and technical sales. Proven ability to build business in greenfield markets, create pipeline from cold prospects, acquire new accounts and exceed revenue targets. Combines disciplined outbound prospecting with technical product expertise, consultative selling, application analysis, competitive positioning, equipment valuation, Salesforce CRM and customer training.

Territory Manager – Material Handling at Brandt Tractor (2025-03 – Present)

Manage and develop Brandt's Ontario Material Handling territory through proactive new-business development, account expansion and solution selling. Serve as the national Sellick STM Subject Matter Expert, supporting product demonstrations, technical training, product knowledge and competitive analysis across Canada. Provide parts, service, warranty and technical support while recommending equipment based on customer applications, operating requirements and total cost of ownership.

• Delivered $2.1M in annual sales against a $1.5M territory target, achieving approximately 140% of target.
• Developed a minimum of 18 new customer accounts through cold calling, targeted prospecting, application-based selling and account development.
• Maintained a minimum of 40 cold calls per week to create pipeline, initiate new relationships and generate qualified opportunities.
• Built business in a market without an established customer base by identifying target industries, researching accounts and engaging equipment decision-makers.

Sellick STM Subject Matter Expert (Canada) • Technical Product Specialist • Parts & Service Support at Brandt Tractor (2025-03 – Present)

Territory Manager – Material Handling at Wajax (2021-12 – 2025-03)

Managed a territory generating more than $2M annually and consistently exceeded sales targets by approximately 20%. Sold new and used equipment, attachments and service solutions while expanding customer relationships and market share.

• Created opportunities through prospecting, consultative selling, application expertise, demonstrations and customer needs analysis.
• Performed equipment and trade evaluations and developed solutions aligned with customer requirements and commercial objectives.
• Built and managed sales pipeline through outbound prospecting, account development, follow-up and Salesforce CRM.

Sales Representative at Stewart's Equipment (2019-06 – 2021-12)

Sold heavy equipment and related solutions while actively developing customer relationships and new territory opportunities. Built the foundation in consultative equipment sales that led to subsequent Territory Manager responsibilities.

• Conducted demonstrations, supported customer application decisions and developed new business through proactive territory coverage.

Dispatch Supervisor / Dispatcher at Ivan Armstrong Trucking (2004 – 2018)

Supervised dispatch operations and coordinated transportation for heavy equipment and industrial materials over a 14-year period. Developed strong operational, scheduling, logistics, customer-service and field-support capabilities.

Dispatch & Transportation Coordinator at Northern Mat & Bridge (2018-09 – 2019)

Coordinated transportation and logistics for industrial materials and equipment.

Diploma in Accounting and Business – Conestoga College (1993)

Certificate in Microsoft Excel – Georgian College (2019)