Outside Sales Manager

Shepherd Electric Supply; Richmond (VA); On-site; USD 72,000 - 88,000; Full time

Benefits offered by this job

Medical, dental, and life insurance

Prescription drug coverage

Paid vacation and personal time

401(k) with employer match

Stable organization with 130+ years of

Opportunity to build and lead a sales

Culture of reliability and ownership

Job summary

Shepherd Electric Supply in Richmond, VA is seeking an Outside Sales Manager to lead a growing field-based team serving contractors, municipalities, and government accounts. You will hire, coach, and align the sales force, set growth targets, manage quotes and timelines, and drive market expansion while maintaining strong margins.

You will oversee cross-functional collaboration with Inside Sales, Project Management, and branch operations to ensure a seamless Shepherd experience for customers.

Qualifications

• High school diploma or equivalent required; bachelor’s degree in business or a related field preferred.
• Minimum of 10 years of experience working with counties, municipalities, and government agencies.
• Proven experience leading and developing an outside sales team, with a track record of meeting revenue goals.
• Proven experience selling through GSA Schedule contracts preferred.
• Electrical product knowledge highly preferred.
• Proficiency in Microsoft Outlook, Word, and Excel; knowledge of Eclipse software is helpful.
• Excellent written and verbal communication, negotiation, and organizational skills.
• Ability to successfully complete pre-employment screening requirements.

Responsibilities

• Lead, coach, and motivate the Outside Sales team to consistently meet and exceed revenue and margin goals.
• Recruit, hire, and onboard top sales talent who reflect Shepherd’s values.
• Conduct regular one-on-ones, ride-alongs, and performance reviews to build each rep’s skills and accountability.
• Address performance gaps directly and promptly, with clear expectations and support.
• Develop and execute a sales strategy that grows Shepherd’s share of the market.
• Drive new business in the construction market, including counties, municipalities, and government agencies.
• Leverage GSA Schedule contracts and other public-sector purchasing vehicles to open doors with government customers.
• Set territory plans, account assignments, and targets that align the team with branch and company goals.
• Personally build and maintain relationships with strategic contractors, agencies, and vendor partners.
• Lead or support high-value negotiations — protecting margin while creating agreements customers want to renew.
• Step in on escalated customer issues and see them through to resolution.
• Represent Shepherd professionally in the market, at industry events, and with manufacturer partners.
• Maintain visibility into the team’s pipeline and ensure every qualified opportunity is actively pursued.
• Deliver accurate sales forecasts and regular performance reporting to the Leadership team.

Skills

Leadership

Sales strategy

Negotiation

Relationship management

Forecasting

Communication

Education

High school diploma or equivalent

Bachelor's degree preferred

Tools

Microsoft Office (Outlook, Word, Excel)

Eclipse software

Job description

About Shepherd Electric Supply

Since 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 Matters

The 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 Compa

We 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 Outcome

Organized by what matters, not just what you do.

Team Leadership & Development

• Lead, coach, and motivate the Outside Sales team to consistently meet and exceed revenue and margin goals

• Recruit, hire, and onboard top sales talent who reflect Shepherd’s values

• Conduct regular one-on-ones, ride-alongs, and performance reviews to build each rep’s skills and accountability

• Address performance gaps directly and promptly, with clear expectations and support

Market Strategy & Business Growth

• Develop and execute a sales strategy that grows Shepherd’s share of the market

• Drive new business in the construction market, including counties, municipalities, and government agencies

• Leverage GSA Schedule contracts and other public-sector purchasing vehicles to open doors with government customers

• Set territory plans, account assignments, and targets that align the team with branch and company goals

Key Customer Relationships

• Personally build and maintain relationships with strategic contractors, agencies, and vendor partners

• Lead or support high-value negotiations — protecting margin while creating agreements customers want to renew

• Step in on escalated customer issues and see them through to resolution

• Represent Shepherd professionally in the market, at industry events, and with manufacturer partners

Pipeline, Forecasting & Performance

• Maintain visibility into the team’s pipeline and ensure every qualified opportunity is actively pursued

• Deliver accurate sales forecasts and regular performance reporting to the Leadership team

• Track key metrics — revenue, margin, new accounts, quote conversion — and act on what they show

• Ensure quotes, orders, and follow-ups are handled accurately and on time across the team

Cross-Team Collaboration & Continuous Improvement

• Partner closely with Inside Sales and Project Management to deliver complete, coordinated customer solutions

• Share market intelligence and customer feedback with the Leadership team to shape pricing, inventory, and strategy

• Identify and implement improvements to the sales process, tools, and customer experience

• Ensure the team participates in ongoing product and industry training

• Perform all other associated tasks assigned by the Leadership team

What Success Looks Lik

• You know every rep’s strengths, gaps, and territory — and each has a clear development and performance plan

• A market strategy is in place, with territory plans and targets the team understands and owns

• The team pipeline is visible, accurate, and reviewed on a consistent cadence

• You have personally met with key construction and public-sector customers and vendor partners

• Outside Sales, Inside Sales, and Project Management are working from shared priorities with clean hand-offs

• Leadership trusts your forecast and trusts that the market is in good hands

Who Thrives Here

This role is a strong fit if:

• You lead from the front — you still love developing new business and you model the behavior you expect

• You measure your success by your team’s success and take pride in helping people grow

• You hold people accountable with clarity and respect, and you do not avoid hard conversations

• You follow through on every commitment, because you know your word — and your team’s — is Shepherd’s word

• You think strategically about a market while staying close to the daily details that win customers

• You communicate clearly and directly — with customers, vendors, your team, and leadership

• You want to be part of a company that notices when you do the job well

Qualifications & Requirement

• High school diploma or equivalent required; bachelor’s degree in business or a related field preferred

• Minimum of 10 years of experience working with counties, municipalities, and government agencies

• Proven experience leading and developing an outside sales team, with a track record of meeting revenue goals

• Proven experience selling through GSA Schedule contracts preferred

• Electrical product knowledge highly preferred

• Proficiency in Microsoft Outlook, Word, and Excel; knowledge of Eclipse software is helpful

• Excellent written and verbal communication, negotiation, and organizational skills

• Ability to successfully complete pre-employment screening requirements

Why Join Shepherd Electric Suppl

• Medical, dental, and life insurance

• Prescription drug coverage

• Paid vacation and personal time

• 401(k) with employer match

• Stable organization with over 130 years of industry leadership

• The opportunity to build and lead a sales team in a growth market

• A culture where reliability is noticed, ownership is rewarded, and people come first

• A company scaling into new markets — with real paths to grow with it

Work Shift and Hours: Monday - Friday, Full-time, Field-based

Compensation 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 Employer

Shepherd 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!

Equal Opportunity Employer/Vet/Disabled