Outside Sales Representative

Wallace Supply•Gaithersburg, MD

9d•$0 - $110,000

About The Position

The Outside Sales Representative identifies, targets, and acquires new clients while expanding opportunities within the existing client base to drive revenue. The role owns prospecting and pipeline activity, communicates the company’s value in client-focused terms, conducts consultative discovery, and manages opportunities throughout the sales cycle. It also develops long-term client partnerships, maintains ongoing engagement, identifies unmet needs, and works with internal teams to support customer satisfaction and account growth. The representative is expected to work autonomously, pursue sales goals with resilience and discipline, build trusted relationships, and focus on client outcomes. The role adheres to company policies, procedures, and business ethics, and represents Johnstone Supply at trade associations, events, and local chapters. It is a full-time position, Monday through Friday, 7:00 a.m. to 4:30 p.m., with additional time as needed for business requirements. Frequent travel to customer locations is required.

Requirements

High school diploma or GED, or an equivalent combination of education and experience.
At least 2 years of documented successful direct sales experience.
Demonstrated tenacity in achieving sales goals and understanding and applying effective sales strategies and techniques.
Ability to build long-term customer relationships and communicate proactively, verbally and in writing, to establish relationships and influence decisions.
Excellent negotiation and objection-countering skills.
Ability to solve non-routine, unstructured problems using critical thought.
Strong project management and multitasking skills.
Knowledge of principles and methods for selling products and services.
Knowledge of Microsoft Office, CRM software, email, and internet-based research.
Ability to manage coworker and customer interactions with tact and diplomacy.
Self-motivation, persistence, and a strong drive to succeed.
Ability to drive a car, stand and walk on a hard surface for most of the workday, and speak and hear sufficiently to provide customer service.
Ability to meet the stated vision requirements, including close vision, color vision, depth perception, and adjustment of focus.
Frequent travel to customer locations.

Nice To Haves

At least 3 years of successful direct sales experience.
Direct sales experience in business-to-business HVAC/R or a similar industry.

Responsibilities

Proactively prospect and secure meetings with target accounts.
Refine and execute a plan to penetrate a specific list of target prospects.
Communicate the company’s value clearly, emphasizing client outcomes and business impact.
Conduct discovery calls that position the company as a value-creator.
Maintain high activity levels and manage the pipeline throughout all stages of the sales cycle.
Identify opportunities to broaden engagement and strengthen strategic, long-term partnerships with existing clients.
Maintain ongoing communication with current clients to reinforce value and increase account retention.
Bring new ideas, solutions, and observations to clients to uncover unmet needs.
Build and execute focused plans to deepen relationships and grow share-of-wallet within key accounts.
Collaborate with internal teams to support clients and promote satisfaction and long-term growth.
Adhere to company policies, procedures, and business ethics codes.
Represent Johnstone Supply at trade associations, events, and local chapters.
Travel frequently to customer locations.