Outside Sales

Harrington • Santa Maria, CA

4d

About The Position

We’re looking for an Outside Sales professional who will own a portfolio of strategic and growth accounts, create demand, and expand wallet share through a rigorous, KPI-driven sales cadence. If you love building relationships, uncovering needs, and turning technical problems into practical solutions, this role is for you.What You’ll Do Own Strategic Account Plans: Create, maintain, and grow account plans for an assigned portfolio; continually gather customer requirements, applications, and buying criteria. Sell the full Harrington solution: Establish relationships with key decision makers and influencers; make product and application recommendations; provide technical information and demos; prepare quotes and proposals; take and process orders. Demand creation (within existing customers): Proactively probe for additional opportunities to ensure full account penetration (SKUs, categories, sites, and business units). Leverage company-approved sales and marketing plays. Demand creation (new logos): Expand the customer base by researching targets, working business directories, cold-calling, following up on vendor/trade-show leads, and asking for the opportunity to earn the business. Pipeline & CRM discipline: Build and manage a healthy opportunity pipeline; maintain accurate activities, contacts, and next steps in the CRM; drive quote-to-order conversion. Operate by the numbers: Run a consistent sales rhythm and use KPIs to guide prospecting, coverage, forecast accuracy, and margin mix improvement. Reporting & admin: Generate itineraries, sales call notes, high-impact reports, and PSR/CRM updates for management review; complete expense reports per policy. Team collaboration: Partner closely with Inside Sales on quotes, credit issues, follow-ups, and handoffs; pitch in on inside sales duties as needed to support overall branch success.

Requirements

• 3+ years of B2B outside sales experience (industrial distribution, fluid handling, process equipment, or related technical products preferred)
• Proven success creating demand, prospecting, and expanding complex accounts
• Strong technical aptitude and problem-solving mindset; comfortable learning product specs and applications
• Excellent communication, presentation, and negotiation skills; confident asking for the order
• CRM proficiency (e.g., Salesforce or similar) and MS Office/Google Workspace skills

Responsibilities

• Own Strategic Account Plans: Create, maintain, and grow account plans for an assigned portfolio; continually gather customer requirements, applications, and buying criteria.
• Sell the full Harrington solution: Establish relationships with key decision makers and influencers; make product and application recommendations; provide technical information and demos; prepare quotes and proposals; take and process orders.
• Demand creation (within existing customers): Proactively probe for additional opportunities to ensure full account penetration (SKUs, categories, sites, and business units). Leverage company-approved sales and marketing plays.
• Demand creation (new logos): Expand the customer base by researching targets, working business directories, cold-calling, following up on vendor/trade-show leads, and asking for the opportunity to earn the business.
• Pipeline & CRM discipline: Build and manage a healthy opportunity pipeline; maintain accurate activities, contacts, and next steps in the CRM; drive quote-to-order conversion.
• Operate by the numbers: Run a consistent sales rhythm and use KPIs to guide prospecting, coverage, forecast accuracy, and margin mix improvement.
• Reporting & admin: Generate itineraries, sales call notes, high-impact reports, and PSR/CRM updates for management review; complete expense reports per policy.
• Team collaboration: Partner closely with Inside Sales on quotes, credit issues, follow-ups, and handoffs; pitch in on inside sales duties as needed to support overall branch success.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed