Outside Sales Representative

Computer Training Systems | CTS; Wichita (KS); On-site; USD 50,000 - 85,000; Full time

Job summary

CTS is seeking an energetic Outside Sales Representative to drive new business in the aviation sector in Wichita, KS. You will prospect, cold-call, and build relationships with decision-makers while guiding opportunities through the sales cycle.

You will collaborate with Customer Success post-close to ensure a seamless handoff, refine messaging, and continually improve sales strategy. A hunter mentality and results orientation are essential.

Qualifications

• 2+ years of outside sales or business development experience.
• Excellent communication, persuasion, and negotiation skills.
• Ability to take ownership of sales initiatives.
• Experience using CRM systems (Zoho preferred).
• Commercial awareness in aviation and related industries.
• Proven track record of growing client relationships.
• Coursework or practical aviation experience.
• Pilot certificate (private or higher) beneficial.

Responsibilities

• Proactively identify and prospect new business opportunities through research, calls, emails, and events.
• Develop strategic relationships to understand training needs and offer tailored solutions.
• Conduct sales presentations and meetings with key decision-makers.
• Maintain and grow a pipeline while managing the full sales cycle.
• Collaborate with Customer Success to ensure smooth handoff to clients.
• Track activities and progress in Zoho CRM and meet targets.
• Negotiate contracts and pricing to maximize value for client and CTS.
• Leverage events and networking to drive lead generation.
• Provide market insights and competitive analysis to refine strategy.
• Follow up with prospects to reignite interest and improve conversions.

Skills

Communication

Persuasion

Negotiation

Hunter mentality

Networking

Lead generation

Prospecting

Aviation industry knowledge

Education

Coursework in aviation

Private pilot certificate or higher

Tools

Zoho CRM

Job description

The Outside Sales Representative (OSR) is at the forefront of our company’s growth, driving new business and expanding our presence in the aviation industry. This role is responsible for prospecting, cold calling, networking, and closing new deals while identifying strategic opportunities to grow our client base. You’ll engage with key decision-makers, develop strong relationships, and help prospects understand the value of our solutions. Once a deal is closed, you’ll work closely with our Customer Success Team to ensure a seamless client handoff. If you thrive in a fast-paced environment, love connecting with people, and are driven by results, this is the role for you.

This role requires someone with a hunter mentality – someone who thrives in fast-paced sales environment, enjoys building relationships, and is eager to make a direct impact. You will work closely with the Customer Success Team to refine messaging, generate leads, and continuously improve the sales strategy.

If you’re a high energy, results driven professional with a passion for aviation and business development, this is a perfect opportunity for you!

Responsibilities

• Proactively identify and prospect new business opportunities through research, cold calls, emails, and industry events
• Develop strategic relationships with potential clients to understand their training needs and provide tailored solutions
• Conduct sales presentations, product demonstrations, and meetings with key decision-makers.
• Maintain and grow a pipeline of prospective clients while managing the entire sales process.
• Collaborate with the Customer Success Team to ensure a smooth transition from prospect to client
• Track sales activities, report progress, and meet/exceed assigned targets using Zoho CRM
• Negotiate contracts and pricing structures to maximize value for both the client and the company
• Leverage industry events and networking opportunities to build strategic relationships and drive lead generation
• Provide market insights and competitor analysis to help refine the company’s sales strategy
• Follow up with prospects and lost opportunities to reignite interest and improve conversion rates

In summary, success can be found through a focus on:

• Building strong, long-term client relationships that drive new business opportunities and revenue growth.
• Identifying and capturing high-value business opportunities through strategic prospecting, networking, and lead generation.
• Delivering an exceptional client experience by understanding their needs and providing tailored solutions.
• Becoming an expert in CTS’s products and services to confidently present value-driven sales solutions.

• Collaborating with internal teams (Customer Success, Product Support, and Production) to ensure a seamless client transition and long-term satisfaction

Recommended Skills and Qualifications

What we consider a must have:

• 2+ years of experience in outside sales, business development, or lead generation.
• Strong communication, persuasion, and negotiation skills.
• Ability to take ownership of sales initiatives.
• Experience managing CRM systems (Zoho preferred) to track sales progress.
• A natural hunter mentality – enjoys prospecting and engaging new clients
• A professional who can strategically network and build relationships within the aviation industry
• Deep understanding of the aviation industry or working with aviation professionals
• Proven track record of maintaining and growing client relationships.
• Coursework or practical experience in aviation.
• A pilot certificate (private pilot or greater).