Outside Sales & New Business Development Representative

Standard Calibrations•Chesapeake, VA

2d•Onsite

About The Position

The Outside Sales & New Business Development Representative generates profitable revenue growth by developing new customers, expanding existing accounts, and promoting Standard Calibrations, Inc. (SCI) products, services, and technical solutions. This customer-facing role emphasizes prospecting, new account development, relationship building, and opportunity creation. The representative engages customers through field visits, sales calls, facility visits, industry events, trade shows, networking, and other business-development activities. When not traveling or visiting customers, the representative works from SCI’s office in Chesapeake, Virginia, conducting prospecting and follow-up, developing quotations and proposals, coordinating with internal teams and manufacturers, maintaining CRM activity, and advancing opportunities through the sales pipeline. The representative develops an understanding of SCI’s broad portfolio and connects customer needs with appropriate SCI resources and solutions. The role combines outside sales with regular office-based business development and approximately 25% travel, primarily local or regional, with occasional overnight or extended travel. Customer environments may include shipyards, manufacturing facilities, laboratories, utilities, construction sites, controlled environments, and other industrial locations. The position is accountable for revenue and gross-margin objectives, new account development, growth of strategic accounts, qualified opportunity generation, pipeline management, timely quotation and proposal follow-up, accurate CRM records and forecasts, customer retention, and contributions to SCI’s strategic growth initiatives. The representative must pass a pre-employment drug screen and background check, meet applicable access requirements for customer sites, and have a safe driving record sufficient to qualify for company insurance coverage.

Requirements

Bachelor’s degree in Engineering, Industrial Technology, Business, Sales, or a related field, or equivalent military technical training, technical sales experience, or relevant industry experience.
3–5 years of experience in outside sales, industrial sales, technical sales, business development, or consultative selling.
Proficiency with Microsoft Office, CalCloud, X3, CRM systems, Smartsheets, and applicable operational reporting software.
Excellent written, verbal, interpersonal, and presentation skills.
Strong organizational, negotiation, follow-up, relationship-development, and communication skills.
Ability to work independently while coordinating effectively with technical and operational teams.
Strong judgment, integrity, accountability, and organizational discipline.
Ability to pass a pre-employment drug screen and background check for base or shipyard access and/or handling Confidential Unclassified Information (CUI).
Safe driving record sufficient to qualify for company insurance coverage.
Ability to travel to and navigate customer facilities and industrial environments, walk extended distances, and climb stairs during visits and assessments.
Ability to comply with applicable customer-site personal protective equipment requirements.
Ability to occasionally lift and carry sales materials, demonstration equipment, or product samples weighing up to 25 pounds.

Nice To Haves

Experience developing new customer accounts and generating business through proactive prospecting.
Working knowledge of instrumentation, controls, automation, calibration, test and measurement equipment, electrical systems, industrial processes, or technical services.
Experience selling into industrial, maritime, shipbuilding, defense, government, commercial, manufacturing, or other technical customer environments.

Responsibilities

Develop new business in assigned markets, territories, and strategic accounts through proactive prospecting and customer engagement.
Identify and pursue new customers, facilities, projects, programs, and sales opportunities.
Expand revenue and relationships within existing customer accounts by identifying additional product and service needs.
Conduct customer visits, sales calls, facility visits, site surveys, and needs assessments.
Build relationships with customer decision-makers and influencers across engineering, maintenance, quality, procurement, operations, facilities, reliability, and other functions.
Promote SCI products, services, technical solutions, and represented manufacturers’ offerings.
Identify customer operational challenges and coordinate appropriate SCI technical resources to develop solutions.
Generate qualified opportunities and maintain an active sales pipeline sufficient to achieve revenue and gross-margin objectives.
Prepare and coordinate quotations, proposals, presentations, and other customer-facing sales materials.
Work with SCI application engineers, technical personnel, operations, service teams, management, manufacturers, and suppliers to develop competitive solutions.
Serve as a primary commercial point of contact throughout the sales process.
Negotiate pricing, commercial terms, scope, and other sales requirements within company guidelines.
Follow up consistently on quotations, proposals, opportunities, and customer requests.
Support post-sale communication and the transition of awarded work to SCI operations and technical teams.
Maintain accurate customer, contact, opportunity, activity, forecast, and pipeline information in SCI’s CRM and other designated systems.
Participate in trade shows, conferences, industry events, customer meetings, and other assigned business-development activities.
Identify market trends, competitor activity, emerging customer requirements, and potential markets or strategic accounts.
Support SCI strategic growth initiatives and market-development programs.
Research prospects and accounts; conduct outreach and follow-up; schedule meetings; and develop prospects into active SCI customers.
Coordinate with SCI management on priority markets, strategic accounts, territories, products, services, and business-development campaigns.
Conduct office-based activities including prospect research, telephone and email prospecting, appointment scheduling, quote and proposal development, pipeline management, CRM documentation, forecasting, manufacturer and vendor coordination, internal meetings, account planning, event preparation, and post-visit follow-up.