Outside Sales Representative

Outside Sales Representative

JM Test Systems is a trusted provider of calibration, repair, rental, and sales of test and measurement equipment, serving customers across the electrical utility, oil and gas, petrochemical, and industrial markets. The Outside Sales Representative is responsible for growing revenue within an assigned territory by developing new customer relationships, expanding existing accounts, and positioning JM Test Systems as the preferred partner for calibration, repair, rental, and sales of test and measurement equipment. The ideal candidate is a self-starter who thrives in the field, communicates complex technical solutions in plain language, and consistently meets or exceeds sales targets through disciplined pipeline management and genuine customer partnerships.

What You'll Do

• Grow Your Territory
• Prospect and develop new accounts within an assigned geographic territory, identifying opportunities in calibration, repair, rental, and test and measurement equipment sales.
• Manage and grow a portfolio of existing customer accounts, deepening relationships and expanding share of wallet through regular in-person visits, calls, and follow-up.
• Identify whitespace opportunities within current accounts and adjacent markets, and develop account-level strategies to convert them.
• Deliver Value Through Consultative Selling
• Conduct thorough discovery to understand customer needs, compliance requirements, and equipment challenges; recommend solutions that align with their operational goals.
• Prepare and present proposals, quotes, and technical content to customer decision-makers and procurement teams.
• Respond promptly to customer inquiries, coordinate with service operations and customer success to resolve issues, and serve as the customer's primary point of contact.
• Manage Your Pipeline with Rigor
• Maintain a healthy, well-qualified pipeline; update opportunities, activities, and account information in the CRM system consistently and accurately.
• Participate in weekly pipeline reviews and forecast calls with the Regional Sales Manager, providing accurate projections and flagging risks or acceleration opportunities.
• Track competitive activity, market trends, and customer feedback; share relevant intelligence with the Regional Sales Manager and broader team.
• Represent JM Test Systems
• Attend trade shows, customer events, and industry forums as a visible ambassador for the JM Test Systems brand.
• Model and reinforce JM Test Systems' core values, safety expectations, and quality standards in every customer and internal interaction.
• Collaborate cross-functionally with marketing, service operations, and customer success to ensure customers receive seamless support throughout the sales cycle and beyond.

What You Bring

• Required
• Bachelor's degree preferred; equivalent combination of education and outside sales experience considered.
• Three or more years of business-to-business outside sales experience, with a demonstrated track record of meeting or exceeding individual revenue targets.
• Proven ability to develop new business through prospecting, cold outreach, networking, and referral-based selling.
• Strong interpersonal and communication skills; comfortable presenting to technical and non-technical stakeholders.
• Organized and self-directed, with solid time management and territory planning skills.
• Proficiency with CRM platforms and Microsoft Office (Outlook, Excel, PowerPoint, Teams).
• Willingness and ability to travel regularly within the assigned territory (typically 4060%).
• Valid driver's license and a safe driving record.
• Preferred
• Industry experience in calibration, metrology, test and measurement, instrumentation rental, or a related technical service business.
• Experience selling into electrical utilities, oil and gas, petrochemical, power generation, or industrial manufacturing customers.
• Familiarity with value-based, consultative, or solution selling methodologies.
• Experience managing accounts in a technical or engineered-services environment.

Why You'll Love Working Here

• Mission that matters. Our work keeps the equipment behind power grids, refineries, and industrial operations accurate, safe, and running.
• A winning trajectory. Join a respected name in test and measurement services with a long runway for growth and the resources to invest in our people, our labs, and our customers.
• Your territory, your business. You will own a defined territory with the autonomy to develop your strategy and the support of an experienced Regional Sales Manager and broader team.
• Career development. We promote from within and invest in the development of high performers, including a clear path to senior sales and leadership roles.
• Comprehensive rewards. Competitive base salary plus uncapped performance-based commission plan, medical, dental, and vision benefits, 401(k) with company match, paid time off, and additional employee perks.

Work Environment and Physical Requirements

Combination of remote home-office, customer-site, and occasional in-office work; regular territory travel by car and occasional air travel required. Must be able to operate a motor vehicle, navigate customer facilities (including production and laboratory environments), and lift up to 25 pounds occasionally. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.