Outside Sales Representative

Job Description

Job Description

Join our Team of Employee Owners!

Why work for a company when you can own it?

Cummins-Wagner Company, Inc. aims to remain the premier manufacturer's representative and distributor of mechanical equipment and machinery within our trading area. We serve the industrial, process, heating, and cooling markets. 

Job Title: Outside Sales Representative

Salary: $70,000 - $90,000, based on experience -- draw plus uncapped commission

Department: Maryland Commercial Department

Location: Annapolis Junction, MD

Reports To: Vice President - Commercial Sales

Job Overview: 

This position involves calling on a variety of assigned accounts (i.e. HVAC Mechanical & Plumbing Contractors) that influence the specification, installation and purchase of products marketed by Cummins-Wagner. The Sales Engineer will work cooperatively with other team members to gain preferred status within key accounts and to drive sales towards Cummins-Wagner products. This individual is responsible for achieving sales and profit targets. 

Our most successful Outside Sales Representatives:

• Possess superior communication, analytical, and organizational skills
• Toggle between projects and responsibilities with ease
• Work well in a team environment
• Mechanical Engineering Degree preferred
• Must be able to pass background and reference checks, as well as a drug test
• Must maintain an active, REAL ID compliant driver’s license with a clean driving record, or a valid U.S. passport, as required for access to federal facilities.
• Establish & maintain CRM database of key personnel at all accounts
• Conduct regular product training sessions with various influencers and ensure appointments are posted to Training Calendar
• Keep engineering department informed of upcoming projects at target accounts
• Placement of Cummins-Wagner literature within all account
• Coordinate with various vendors when planning factory tours
• Coordinate with Estimating Department timely & accurate issuance of proposals to customers
• Tracking of job quotes
• Establish regular call plan that maximizes use of time
• Work with various manufacturers and MDC VP of Sales to promote new product introductions
• Travel with manufacturers to various customers when they might be in town
• Attend factory training and / or marketing meetings as directed
• Participate in various Trade Associations and assist with trade shows as required.
• Assist with troubleshooting
• Perform all other duties as assigned

Scope of Responsibility: 

• Develop long-term relationships with customers throughout the territory. 
• Work with applications engineers to apply, design, and specify the optimum industrial equipment that will satisfy the needs of the customer
• Continuous presence at all customer facilities in the territory to promote the most current pump, compressed air, vacuum, heat transfer, and process equipment technologies
• Frequent, in-territory travel required for customer/sales calls, territory development, training other business purposes.
• Provide professional and prompt responses via phone, email, in-person, etc.
• Product and market expertise.
• Effectively communicate with a broad array of customers including management, engineering, maintenance, and purchasing staff.
• Review and evaluate customers’ technical requirements, prepare proposals, and execute a follow-up process utilizing inside sales support, company tools, and guidelines.
• Cultivate revenue opportunities for aftermarket services and Cummins-Wagner Engineered Process Solutions Division with the existing customer base.
• Maintain positive relationships with principals and establish effective marketing practices for their products

Cummins-Wagner Gives Back to Employees: 

• Employee Stock Ownership Program
• Tuition and Certification Fee Assistance
• 401k Match
• Flexible Spending Account
• Comprehensive Health Insurance
• Life Insurance
• Short & Long-Term Disability Insurance

Our History: 

Founded in 1960 by "Charlie" Cummins and "Chub" Wagner, Cummins-Wagner began as a one-product, two-employee company in a one-room office. Without a well-recognized brand product line, their commitment to customer service was the company's impressive strength. This commitment to customer service allowed the company to grow and attract significant product lines. Recognizing that ownership inspired the dedication that resulted in their customer-driven business's success, they established an ESOP* and sold the company to their employees in 1985. 

Today, the company's strength comes from the product lines we represent and from the total dedication of over 250 Employee Owners to the principle of customer satisfaction. We appreciate the value of our impressive team and look forward to welcoming you! 

*As an "ESOP" company with 100% of the common stock universally and exclusively owned by the Employee Stock Ownership Trust (ESOT), employees are motivated to work for the long-term success of the company to a degree unmatched by those of our competitors. ESOP companies generally outperform non-ESOP companies.  For more information on ESOPs, visit  .

Cummins-Wagner Co. Inc. is an Equal Opportunity Employer and does not discriminate based on race, sex, age, handicap, religion, national origin, or any other basis prohibited by applicable law.

Cummins-Wagner Co. Inc. is a 100% Employee-Owned Company.