Outside Sales Manager

Shepherd Electric Company•SES Richmond, VA

3d•Onsite

About The Position

The Outside Sales Manager sets the direction for how Shepherd shows up in the market. Your team is the face of Shepherd to contractors, municipalities, and government agencies — and how well that team is hired, coached, and led determines whether Shepherd becomes the partner those customers call first. This is not just a senior sales seat. You are building a sales organization in a growth market. When your team wins trust — with the right solution, an accurate quote, and a promise kept — customers stay with Shepherd for years. When standards slip, a competitor is always waiting. This role is for a leader who still loves the hunt, who holds a team to a high standard while helping every rep get better, and who understands that the culture of a sales team is built one conversation, one commitment, and one coaching moment at a time.

Requirements

High school diploma or equivalent required
Minimum of 10 years of experience working with counties, municipalities, and government agencies
Proven experience leading and developing an outside sales team, with a track record of meeting revenue goals
Electrical product knowledge highly preferred
Proficiency in Microsoft Outlook, Word, and Excel
Excellent written and verbal communication, negotiation, and organizational skills
Ability to successfully complete pre-employment screening requirements

Nice To Haves

bachelor’s degree in business or a related field preferred
knowledge of Eclipse software is helpful
Proven experience selling through GSA Schedule contracts preferred

Responsibilities

Lead, coach, and motivate the Outside Sales team to consistently meet and exceed revenue and margin goals
Recruit, hire, and onboard top sales talent who reflect Shepherd’s values
Conduct regular one-on-ones, ride-alongs, and performance reviews to build each rep’s skills and accountability
Address performance gaps directly and promptly, with clear expectations and support
Develop and execute a sales strategy that grows Shepherd’s share of the market
Drive new business in the construction market, including counties, municipalities, and government agencies
Leverage GSA Schedule contracts and other public-sector purchasing vehicles to open doors with government customers
Set territory plans, account assignments, and targets that align the team with branch and company goals
Personally build and maintain relationships with strategic contractors, agencies, and vendor partners
Lead or support high-value negotiations — protecting margin while creating agreements customers want to renew
Step in on escalated customer issues and see them through to resolution
Represent Shepherd professionally in the market, at industry events, and with manufacturer partners
Maintain visibility into the team’s pipeline and ensure every qualified opportunity is actively pursued
Deliver accurate sales forecasts and regular performance reporting to the Leadership team
Track key metrics — revenue, margin, new accounts, quote conversion — and act on what they show
Ensure quotes, orders, and follow-ups are handled accurately and on time across the team
Partner closely with Inside Sales and Project Management to deliver complete, coordinated customer solutions
Share market intelligence and customer feedback with the Leadership team to shape pricing, inventory, and strategy
Identify and implement improvements to the sales process, tools, and customer experience
Ensure the team participates in ongoing product and industry training
Perform all other associated tasks assigned by the Leadership team