Outside Sales & New Business Development Representative

Standard Calibrations Inc•Chesapeake, VA

3d•$85,000 - $120,000•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 proactive prospecting, new account development, relationship building, and opportunity creation through field visits, scheduled 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. Office responsibilities include prospecting, customer follow-up, preparing quotations and proposals, coordinating with internal teams and manufacturers, maintaining CRM activity, and advancing opportunities through the sales pipeline. The representative develops knowledge of SCI’s portfolio and connects customer needs with appropriate SCI resources and solutions. The role combines field sales with structured office-based business development. Approximately 25% travel is anticipated, primarily local or regional, with occasional overnight or extended travel. The representative works with SCI management to identify priority markets, accounts, territories, products, services, and campaigns, and is expected to consistently develop new revenue opportunities rather than rely primarily on existing accounts or inbound activity. The position operates in office and customer-site environments, including industrial, maritime, commercial, government, defense, manufacturing, laboratory, utility, construction, and controlled-environment settings. SCI requires safe work practices. Business-casual or better attire is expected, including SCI-branded attire as appropriate to duties, travel, and events. The role requires travel through customer facilities, extended walking, stair climbing, compliance with customer PPE requirements, and occasionally lifting or carrying sales materials, demonstration equipment, or product samples weighing up to 25 pounds. Standard Calibrations, Inc. is committed to equal employment opportunity and recruits, employs, trains, compensates, and promotes without regard to protected characteristics or any other basis protected by applicable law.

Requirements

Bachelor’s degree in Engineering, Industrial Technology, Business, Sales, or a related field; equivalent military technical training, technical sales experience, or relevant industry experience will be considered.
Minimum of 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, and relationship-development skills.
Ability to work independently while coordinating effectively with technical and operational teams.
Strong judgment, integrity, accountability, organizational discipline, and executive-ready communication.
Must pass a pre-employment drug screen.
Must pass a pre-employment background check for base or shipyard access and/or handling Confidential Unclassified Information (CUI), and meet applicable background and access requirements for military bases, shipyards, government facilities, and customer sites.
Must have a safe driving record to qualify for company insurance coverage.
Ability to travel to and navigate customer facilities and industrial environments, walk extended distances, climb stairs, comply with customer-site PPE requirements, and occasionally lift and carry items 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 within assigned markets, territories, and strategic accounts through proactive prospecting and customer engagement.
Identify and pursue new customers, facilities, projects, programs, and sales opportunities.
Expand relationships and revenue within existing customer accounts by identifying additional product and service needs.
Conduct regular 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.
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.
Coordinate 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, potential new markets, and strategic accounts.
Support SCI strategic growth initiatives and market-development programs.
Research prospective customers, identify contacts, initiate outreach, schedule meetings, conduct facility visits, develop relationships, and convert qualified prospects into active SCI customers.
Perform office-based prospecting, account research, telephone and email outreach, appointment scheduling, quote and proposal development, pipeline management, CRM documentation, forecasting, vendor coordination, strategic account planning, and visit and event follow-up.