Outside Sales Manager

Shepherd Electric Company, LLC.; Norfolk (VA); Remote; USD 80,000 - 120,000; Full time

Benefits offered by this job

Medical, dental, and life insurance

Paid vacation and personal time

401(k) with employer match

Job summary

Shepherd Electric Supply is seeking an Outside Sales Manager to lead a field-based team serving contractors, municipalities, and government clients. You will hire, coach, and develop reps, set ambitious growth targets, and own forecasts while driving pricing and product strategy.

The role emphasizes integrity, accountability, and a competitive market mindset, with a focus on building long-term partnerships and reliable service for customers.

Qualifications

• High school diploma or equivalent required.
• Bachelor’s degree in business or related field preferred.
• Minimum 10 years of experience working with counties, municipalities, and government agencies.
• Proven experience leading and developing an outside sales team.
• Electrical product knowledge highly preferred.
• Proficiency in Microsoft Outlook, Word, and Excel; Eclipse software is helpful.

Responsibilities

• Lead, coach, and motivate the Outside Sales team to meet revenue and margin goals.
• Develop and execute a sales strategy that grows market share in construction and public sector markets.
• Build and maintain relationships with strategic contractors, agencies, and vendor partners.
• Own pipeline, forecast, and performance reporting to Leadership.
• Coordinate with Inside Sales and Project Management for complete customer solutions.
• Lead high-value negotiations while protecting margin.

Skills

Leadership

Sales management

Communication

Negotiation

Strategic planning

Education

High school diploma

Bachelor's degree preferred

Tools

Microsoft Outlook

Excel

Word

Eclipse software

Job description

About Shepherd Electric SupplySince 1892, Shepherd Electric Supply has been the first call when complex, time-critical electrical challenges need to be solved, and reliability truly matters. As the oldest wholesale electrical distributor in the Baltimore/Washington area, we have built our name on exceptional service, deep inventory, and long-standing partnerships with industry leaders like General Electric.Our success comes from people who take pride in doing things the right way — with integrity, follow-through, and care for customers and teammates alike. If you want to lead work that matters at a company that notices, this is the place.Why This Role MattersThe Outside Sales Manager sets the direction for how Shepherd shows up in the market. Your team is the face of Shepherd to contractors, municipalities, and government agencies — and how well that team is hired, coached, and led determines whether Shepherd becomes the partner those customers call first.This is not just a senior sales seat. You are building a sales organization in a growth market. When your team wins trust — with the right solution, an accurate quote, and a promise kept — customers stay with Shepherd for years. When standards slip, a competitor is always waiting.This role is for a leader who still loves the hunt, who holds a team to a high standard while helping every rep get better, and who understands that the culture of a sales team is built one conversation, one commitment, and one coaching moment at a time.How This Role Connects to Our CompassWe Keep Our Promises:You set the standard that every quote, lead time, and follow-up your team gives is a promise Shepherd will keep. You make sure your reps commit only to what the branch can deliver — and you step in personally when a key commitment is at risk.We Stay Hungry:You push the team past “good enough.” You set ambitious growth targets for the market, open doors to new construction and public-sector accounts, and keep your team sharp on products, pricing, contract vehicles, and industry trends.We Grow Together:You develop people, not just numbers. You hire well, coach constantly, and build strong partnerships between Outside Sales, Inside Sales, Project Management, and branch operations so customers experience one seamless Shepherd team.We Own It:You own the team’s results — the wins and the misses. When a forecast slips or a customer is unhappy, you address it directly, fix the root cause, and make sure the lesson sticks across the team.We Go Above & Beyond:You see where the market is headed before your competitors do — the upcoming bids, the major projects, the agencies shifting how they buy. You position your team and Shepherd to be there first.Key OutcomesOrganized by what matters, not just what you do.Team Leadership & DevelopmentLead, coach, and motivate the Outside Sales team to consistently meet and exceed revenue and margin goalsRecruit, hire, and onboard top sales talent who reflect Shepherd’s valuesConduct regular one-on-ones, ride-alongs, and performance reviews to build each rep’s skills and accountabilityAddress performance gaps directly and promptly, with clear expectations and supportMarket Strategy & Business GrowthDevelop and execute a sales strategy that grows Shepherd’s share of the marketDrive new business in the construction market, including counties, municipalities, and government agenciesLeverage GSA Schedule contracts and other public-sector purchasing vehicles to open doors with government customersSet territory plans, account assignments, and targets that align the team with branch and company goalsKey Customer RelationshipsPersonally build and maintain relationships with strategic contractors, agencies, and vendor partnersLead or support high-value negotiations — protecting margin while creating agreements customers want to renewStep in on escalated customer issues and see them through to resolutionRepresent Shepherd professionally in the market, at industry events, and with manufacturer partnersPipeline, Forecasting & PerformanceMaintain visibility into the team’s pipeline and ensure every qualified opportunity is actively pursuedDeliver accurate sales forecasts and regular performance reporting to the Leadership teamTrack key metrics — revenue, margin, new accounts, quote conversion — and act on what they showEnsure quotes, orders, and follow-ups are handled accurately and on time across the teamCross-Team Collaboration & Continuous ImprovementPartner closely with Inside Sales and Project Management to deliver complete, coordinated customer solutionsShare market intelligence and customer feedback with the Leadership team to shape pricing, inventory, and strategyIdentify and implement improvements to the sales process, tools, and customer experienceEnsure the team participates in ongoing product and industry trainingPerform all other associated tasks assigned by the Leadership teamWhat Success Looks LikeAfter 90 days, you and your Leader should both be able to point to these markers:You know every rep’s strengths, gaps, and territory — and each has a clear development and performance planA market strategy is in place, with territory plans and targets the team understands and ownsThe team pipeline is visible, accurate, and reviewed on a consistent cadenceYou have personally met with key construction and public-sector customers and vendor partnersOutside Sales, Inside Sales, and Project Management are working from shared priorities with clean hand-offsLeadership trusts your forecast and trusts that the market is in good handsWho Thrives HereThis role is a strong fit if:You lead from the front — you still love developing new business and you model the behavior you expectYou measure your success by your team’s success and take pride in helping people growYou hold people accountable with clarity and respect, and you do not avoid hard conversationsYou follow through on every commitment, because you know your word — and your team’s — is Shepherd’s wordYou think strategically about a market while staying close to the daily details that win customersYou communicate clearly and directly — with customers, vendors, your team, and leadershipYou want to be part of a company that notices when you do the job wellQualifications & RequirementsHigh school diploma or equivalent required; bachelor’s degree in business or a related field preferredMinimum of 10 years of experience working with counties, municipalities, and government agenciesProven experience leading and developing an outside sales team, with a track record of meeting revenue goalsProven experience selling through GSA Schedule contracts preferredElectrical product knowledge highly preferredProficiency in Microsoft Outlook, Word, and Excel; knowledge of Eclipse software is helpfulExcellent written and verbal communication, negotiation, and organizational skillsAbility to successfully complete pre-employment screening requirementsWhy Join Shepherd Electric SupplyMedical, dental, and life insurancePrescription drug coveragePaid vacation and personal time401(k) with employer matchStable organization with over 130 years of industry leadershipThe opportunity to build and lead a sales team in a growth marketA culture where reliability is noticed, ownership is rewarded, and people come firstA company scaling into new markets — with real paths to grow with itWork Shift and Hours: Monday - Friday, Full-time, Field-basedCompensation Details: The expected starting rate of pay for this position is $80,000 annually, depending on experience. This position is also commission eligible, based on specific and relevant business metrics.Equal Opportunity EmployerShepherd Electric Supply is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace and do not discriminate based on race, color, religion, national origin, gender, gender identity, sexual orientation, age, disability, veteran status, or any other legally protected status.Why should you join Shepherd Electrical Supply?At Shepherd Electric Supply, excellence in service, pricing, and products has been our mission since 1892. As the oldest wholesale electrical distributor in the Baltimore/Washington area, we take pride in our exceptional customer service and extensive inventory.We have a rich history of partnering with industry leaders like Siemens and Eaton, and our commitment to quality and innovation has made us a trusted name in the industry. Join our team and be a part of our legacy!Apply now and find out what’s next for you.Equal Opportunity Employer/Vet/DisabledNot the right fit? Let us know you're interested in a future opportunity by clicking Introduce Yourself in the top-right corner of the page or create an account to set up email alerts as new job postings become available that meet your interest!