Instrumentation & Controls Sales Representative

Standard Calibrations, Inc.; Chesapeake (VA); On-site; USD 60,000 - 80,000; Full time

Job summary

Standard Calibrations, Inc. is seeking an Instrumentation & Controls Sales Representative to develop business opportunities and maintain customer relationships. The role involves consulting on instrumentation, controls, automation, and calibration solutions.

The successful candidate will have a degree in Engineering or related field and at least 3-5 years of experience in industrial sales. Responsibilities include customer visitations, proposal preparation, and collaborating with teams to drive revenue growth.

Qualifications

• Minimum of 3-5 years of experience in industrial sales, technical sales, and consultative selling.
• Working knowledge of instrumentation, controls, PLCs, automation systems, calibration services, electrical systems, or industrial processes preferred.
• Strong organizational, negotiation, and relationship-building skills.

Responsibilities

• Develop and maintain relationships with existing and prospective customers.
• Identify opportunities for instrumentation and controls projects.
• Prepare quotations, proposals, and sales presentations.

Skills

Technical Sales

Customer Relationship Management

Solution Selling

Proposal Development

Contract Negotiation

Strategic Account Management

Project Coordination

Communication and Presentation Skills

Problem Solving and Critical Thinking

Education

Bachelor's degree in Engineering, Industrial Technology, Business, or related technical field

Tools

Microsoft Office

CRM Software

Job description

The Instrumentation & Controls Sales Representative is responsible for developing new business opportunities and growing existing customer relationships by promoting SCI's instrumentation, controls, automation, calibration, and field service solutions. This position serves as a trusted technical advisor to customers, identifying operational challenges and recommending solutions that improve reliability, efficiency, compliance, and performance.

The successful candidate will leverage technical knowledge of instrumentation and control systems to consult with customers, prepare proposals, coordinate with engineering and operations teams, and drive revenue growth across industrial and commercial markets.

Role and Responsibilities

• Develop and maintain relationships with existing and prospective customers within assigned territory and target markets.
• Identify opportunities for instrumentation, controls, automation, calibration, electrical, and field service projects.
• Conduct customer visits, site surveys, and needs assessments to understand operational requirements and identify solutions.
• Prepare quotations, proposals, and technical sales presentations for customers.
• Coordinate with engineering, operations, vendors, and suppliers to develop competitive solutions and project estimates.
• Serve as the primary point of contact throughout the sales process, ensuring excellent customer communication and responsiveness.
• Generate and maintain a healthy sales pipeline through prospecting, and referrals
• Collaborate with Application Engineers and technical staff to develop customized solutions that meet customer specifications.
• Negotiate pricing, scope, and contract terms while maintaining profitability objectives.
• Monitor customer satisfaction and support post-sale activities to ensure successful project execution and repeat business.
• Maintain accurate sales activity, forecasts, opportunities, and customer information within CRM systems.
• Stay current on industry trends, technologies, and competitive offerings related to instrumentation, controls, automation, calibration, and electrical systems.
• Support the development and execution of strategic sales plans to achieve revenue and growth objectives.

Requirements

Educational / Training Requirements

• Bachelor's degree in Engineering, Industrial Technology, Business, or related technical field preferred.
• Equivalent military technical training or relevant industry experience will be considered.
• Minimum of 3-5 years of experience in industrial sales, technical sales, and consultative selling.
• Working knowledge of instrumentation, controls, PLCs, automation systems, calibration services, electrical systems, or industrial processes preferred.
• Strong understanding of industrial and commercial customer environments.
• Proficiency with Microsoft Office and CRM software.
• Excellent written, verbal, and presentation skills.
• Strong organizational, negotiation, and relationship-building skills.
• Must be able to pass a pre-employment drug screen.
• Must meet background check requirements for various base and/or shipyard access.
• Technical Sales
• Customer Relationship Management
• Solution Selling
• Proposal Development
• Contract Negotiation
• Strategic Account Management
• Project Coordination
• Communication and Presentation Skills
• Problem Solving and Critical Thinking

Safety

It is SCI's policy to require safe operations and practices from all employees and to ensure our management team focuses on maintaining a safe working environment, including during customer site visits and field activities.

Required PPE and safety equipment shall be utilized when visiting customer facilities, industrial sites, shipyards, and other operational environments.

• Office and field-based work environment.
• Frequent interaction with industrial, commercial, government, and maritime customers.
• Exposure to manufacturing, utility, shipyard, and industrial facilities.
• Occasional exposure to varying temperatures, noise levels, and operational environments during site visits.

Travel

Approximately 25% travel which will be primarily local within the assigned territory, although regional and overnight travel may occasionally be required for customer meetings, project support, training, and industry events.

Physical Requirements

• Ability to visit customer facilities, construction sites, and industrial environments.
• Ability to walk, climb stairs, and navigate industrial facilities during customer visits and site assessments.
• Ability to occasionally lift and carry sales materials, demonstration equipment, or product samples up to 25 pounds.

Performance Expectations

• Meet or exceed annual sales and gross margin objectives.
• Develop new customer accounts and expand existing relationships.
• Maintain an active and accurate sales pipeline.
• Achieve customer retention and satisfaction goals.
• Support SCI's strategic growth initiatives within target markets.

AAP/EEO Requirements

Standard Calibrations, Inc. is committed to equal employment opportunity. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, sex, disability, protected veteran status, or any other basis protected by applicable federal, state, or local law.