Outside Sales Representative

Job Description

Job Description

Job Title:

Outside Sales Representative

FLSA Status:

Exempt plus Commission

Reports to:

Sales Manager

Position Summary:

To aggressively identify, target, and acquire new clients while also expanding growth opportunities within the existing client base to drive top‑line revenue.

Essential Job Results and Responsibilities :

New Client Acquisition

• Opportunity Creation: Own the top of the sales funnel by proactively prospecting and securing meetings with target accounts.
• Strategic Targeting: Refine and execute a plan to penetrate a specific list of target prospects.
• Message Delivery: Communicate the company’s value in a clear, client‑focused way that emphasizes outcomes and business impact.
• Consultative Selling: Conduct effective discovery calls that position the company as a value‑creator, not just a vendor.
• Pipeline Management: Maintain high activity levels and manage the pipeline through all stages of the sales cycle.

Growth Within Existing Clients

• Deeper Client Partnerships: Identify opportunities to broaden engagement and strengthen relationships by developing more strategic, long‑term partnerships with existing clients.
• Retention & Engagement: Maintain strong, ongoing communication with current clients to reinforce value and increase account stickiness.
• Insight‑Driven Conversations: Bring new ideas, solutions, and observations to clients to open fresh conversations and uncover unmet needs.
• Account Development: Build and execute simple, focused plans for deepening relationships and growing share‑of‑wallet within key accounts.
• Collaboration: Work with internal teams to ensure clients are supported, satisfied, and positioned for long‑term growth.

Ideal Candidate Traits

• Entrepreneurial Self‑Starter: Able to handle autonomy and approach the market with a clear plan.
• Resilient & Disciplined: Demonstrates the grit to stay focused on new sales creation and existing partner growth, despite distractions or “non‑revenue” work.
• Strong Relationship Builder with a Competitive Edge: Builds trust quickly, reads situations well, and brings the drive needed to win new opportunities.
• Value‑Oriented: Sees beyond transactions and focuses on outcomes that matter to clients.

General Results and Responsibilities

• Adheres to all company policies, procedures and business ethics codes.
• Represents Johnstone Supply at trade associations, events and local chapters.

Johnstone Supply believes that each employee’s contribution should not be limited by the assigned responsibilities. Therefore, it is expected that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.

Qualifications :

To perform this job successfully, an individual must be able to perform each essential job function satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience:

Required:

• High School Diploma / GED required OR equivalent combination of education and experience.
• Minimum of 2 years of documented successful direct sales experience.
  

Preferred:

• 3 or more years of successful direct sales experience.
• Direct sales experience in the business-to-business HVAC/R or similar industry.

Job-Specific Knowledge, Skills & Abilities

• Honest, loyal and ethical, and capable of participating in a spirited team environment with like values.
• Demonstrated tenacity in achieving sales goals.
• Demonstrated understanding and application of effective sales strategies and techniques.

• Skill in building long-term customer relationships.
• Ability to maintain a professional, positive, courteous, and friendly demeanor around customers, vendors and employees.
• Skill in proactively communicating (both verbal and written) to establish relationships and influence decisions.
• Excellent negotiation and objection countering skills.
• Skill in solving non-routine, unstructured problems using critical thought to identify the strengths and weaknesses of alternative solutions.
• Strong project management and multi-tasking skills.
• Knowledge of principles and methods of selling products and services.
• Knowledge of Microsoft Office, CRM software, email and internet-based research.
• Ability to manage coworker and customer interactions with tact and diplomacy.
• Self-motivated.
• Displays persistence, with strong drive to succeed.

Expected Work Behaviors:

• Keeps the company’s best interest in mind at all times.

• Consistently works to promote company growth while maintaining ethical standards.
• Maintains a professional personal appearance.
• Strives for continuous self-improvement and for improvement of the business with respect to sales, service quality, and profitability.

Physical Demands & Work Environment:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical : While performing the duties of this job, the employee is required to drive a car, stand and walk on a hard surface for the majority of the workday. Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus. The ability to speak and hear sufficiently to provide customer service is required.

Work environment : Most work is performed at customer sites with cellular phone, car, and/or computer.

Position Type/Expected Hours of Work : This is a full-time position, and hours of work and days are Monday through Friday, 7:00 a.m. to 4:30 p.m. and as needed per business requirements.

Travel : This position requires frequent travel to customer locations.