Sales Representative

Outside Sales Representative

The Outside Sales Representative is responsible for building and maintaining strong customer relationships, identifying new business opportunities, and achieving sales targets within the heavy truck manufacturing market. This role requires a proactive, consultative approach to selling engineered products, components, and services. The Outside Sales Representative serves as the face of the company to customers, understanding their technical and operational needs while working closely with internal teams to ensure delivery, service, and quality expectations are met.

This role supports strategic growth by targeting key accounts, managing complex sales cycles, and contributing to long-term customer satisfaction and retention.

Essential Duties and Responsibilities

• Develop and manage a portfolio of key customer accounts within the heavy truck manufacturing sector.
• Identify, pursue, and secure new business opportunities through prospecting, referrals, and networking.
• Serve as the primary point of contact for customer commercial activity, including RFQs, pricing, contract terms, and delivery coordination.
• Collaborate with engineering, estimating, and operations teams to develop accurate and timely quotations.
• Conduct regular on-site customer visits, technical discussions, and presentations to support project development.
• Monitor market trends, competitor activity, and customer behavior to inform strategic sales approaches.
• Negotiate pricing and contract terms in line with company policy and margin objectives.
• Maintain accurate and up-to-date customer and opportunity data in CRM systems.
• Provide customer feedback to internal teams to support continuous improvement in service, quality, and responsiveness.
• Support sales forecasting, budgeting, and territory planning efforts.
• Represent the company at trade shows, industry events, and customer meetings as required.

Minimum Qualifications

• Bachelor's degree in Business, Engineering, Industrial Technology, or related field preferred (or equivalent experience).
• 35 years of experience in B2B industrial or manufacturing sales; experience in heavy truck, automotive, or OEM component markets preferred.
• Strong knowledge of manufacturing processes such as welding, fabrication, machining, and assembly.
• Proven ability to manage long sales cycles and technical sales negotiations.
• Excellent communication, relationship-building, and presentation skills.
• Proficiency with CRM software (e.g., Salesforce, HubSpot) and Microsoft Office Suite.
• Ability to travel up to 50% or as required based on customer needs.

Key Performance Indicators (KPIs)

KPI - Performance Expectation

New Revenue Generated - Meet or exceed quarterly and annual revenue targets for assigned territory

Quote Follow-Up Rate - Follow up on 95% of open quotes within 5 business days

Customer Visit Frequency - Minimum of 46 face-to-face customer meetings per month (varies by territory size)

New Business Opportunities Created - Identify and enter 510 new qualified leads per month into CRM

Sales Pipeline Health - Maintain a 3x5x pipeline coverage ratio based on quarterly quota

Customer Retention Rate - Maintain ? 90% retention of key accounts

Quote-to-Order Conversion Rate - Achieve ? 3040% conversion of qualified quotes submitted

CRM & Reporting Accuracy - 100% of opportunities and meeting notes accurately documented in CRM

Working Conditions

• Field-based position requiring frequent travel to customer sites, manufacturing plants, and corporate headquarters.
• May involve extended hours during peak periods or project launches.
• Must be comfortable in both office and industrial manufacturing environments.