Outside Sales Representative

Midland Industries; Tennessee; On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Health insurance

Retirement plans

Travel reimbursement

Professional development

Job summary

Midland Industries seeks an Outside Sales Representative to manage and grow distributor partnerships and drive sales through strategic account management. Responsibilities include visiting distributor locations, providing training, developing joint business plans, and delivering compelling proposals; maintain CRM records and report on pipeline.

Requirements: 5+ years outside sales in industrial/plumbing markets, Bachelor’s or Associate Degree, strong communication and time management.

Qualifications

• 5+ years outside sales experience in Industrial, Plumbing/PVF, Waterworks or Irrigation wholesale markets.
• Bachelor’s or Associate Degree in Business or related field.
• Strong communication and time management skills.

Responsibilities

• Develop strong distributor relationships to maximize sales and achieve goals.
• Visit distributor locations to train and provide support and align strategies.
• Collaborate with distributors to create joint business plans and execute sales initiatives.
• Prepare quotes and proposals aligned with customer requirements and policies.
• Track sales activities and opportunities in the CRM; report on pipeline performance.

Skills

Communication

Interpersonal skills

Time management

Adaptability

Organization

Education

Bachelor’s or Associate Degree in Business or related field

Job description

The Outside Sales Representative is responsible for managing and growing relationships with our distribution partners. The position will be responsible for driving sales growth through effective account management, relationship building, and execution of sales strategies.

POSITION RESPONSIBILITIES:

• Develop a strong relationship with distributors to maximize sales and achieve sales goals.
• Conduct regular visits to distributor locations to provide support, training and strategy alignment.
• Collaborate with distributors to develop joint business plans and execute sales initiatives.
• Conduct virtual and/or in-person presentations to showcase the benefits of using Midland.
• Potential for management of a manufacturing representative agent or agency.

Sales Growth and Territory Development:

• Identify and prioritize high-potential distributors for growth opportunities.
• Provide product knowledge, marketing support, and sales tools to help distributors sell effectively.
• Supports distributors in identifying and closing end-user opportunities.
• Actively promote and position core and new product offerings to increase share of wallet within existing accounts.
• Develop and execute targeted strategies to introduce and expand product adoption within untapped or underutilized categories.
• Collaborate with distributors to identify gaps in product usage and recommend tailored solutions to address their needs.
• Monitor penetration rates across accounts and implement corrective actions to meet or exceed product penetration sales KPIs.

Quoting and Proposals:

• Prepare quotes and proposals, ensuring alignment with customer requirements and policies.
• Negotiate pricing terms and conditions to close deals.

Reporting and CRM Management:

• Track and document sales activities and opportunities in the CRM system.
• Prepare and present regular performance and sales pipeline reports to management.

Market Intelligence and Feedback:

• Gather and report insights on market trends, competitor activities, and customer needs.
• Share feedback with internal teams to refine product offerings and sales strategies.

Performs other duties as assigned.

Sales KPIs and Performance Management:

• Revenue Growth: Meet or exceed quarterly and annual sales goals.
• New Business Development: Acquire new distributor accounts as outlined by your manager.
• Product expansion: Growth existing SKUs as outlined by your manager.
• Retention Rate: Maintain retention of accounts as outlined by your manager.
• Pipeline Management: Maintain a sales coverage ratio of 3-5X.

REQUIRED SKILLS AND ABILITIES:

• Excellent communication and interpersonal skills.
• Self-motivated, with a strong desire to succeed in a competitive sales environment.
• Excellent time management skills to prioritize tasks effectively.
• Flexibility to adapt to changing market conditions and customer needs.
• Proficient organizational skills.

EDUCATION AND EXPERIENCE:

• ABachelor’s or Associate Degree in Business, or related field.
• 5+ years of outside sales experience preferably in the Industrial, Plumbing/PVF, Waterworks or Irrigation wholesale markets.

COMPENSATION

Base salary with commission-based earnings tied to performance. Additional benefits may include health insurance, retirement plans, travel reimbursement, and professional development opportunities.

PHYSICAL REQUIREMENTS:

Prolonged periods of sitting at a desk.

An Equal Opportunity Employer

We do not discriminate based on race, color, religion, national origin, sex, age, disability, genetic information, or any other status protected by law or regulation. It is our intention that all qualified applicants are given equal opportunity and that selection decisions be based on job-related factors.