Outside Sales Representative (Underground Utility Construction Services)

Outside Sales Representative

We are seeking a driven and knowledgeable Outside Sales Representative to grow our Underground Utility Services division. This role focuses on building strong relationships with contractors, municipalities, and industrial clients, identifying project opportunities, and delivering tailored solutions that support safe and efficient excavation and utility work.

Key Responsibilities

• Develop and maintain long-term relationships with general contractors, site developers, municipalities, utility companies, and industrial clients within an assigned territory.
• Actively prospect and generate new business opportunities in underground utility services for the gas, power and water industry.
• Conduct in-person visits to jobsites, offices, and pre-bid meetings to understand project scopes and position services early in the bidding process.
• Educate clients on the advantages of underground utility services (safety, precision, reduced risk of utility damage) compared to traditional excavation methods.
• Prepare and present quotes, proposals, and service solutions tailored to customer needs and project requirements.
• Consistently meet or exceed sales and revenue targets.
• Track and manage leads, opportunities, and customer interactions in CRM systems.
• Collaborate with operations teams to ensure accurate scoping, scheduling, and service delivery.
• Monitor local construction activity, upcoming projects, and bid opportunities.
• Stay informed on industry trends, safety regulations, and competitor offerings.
• Represent the company at industry events, networking functions, and trade associations.
• Negotiate pricing and contracts while maintaining profitability and customer satisfaction.

Qualifications & Requirements

• 35+ years of outside sales experience in construction, utilities, excavation, or related field (required).
• Strong understanding of construction processes, jobsite dynamics, and underground utility work preferred.
• Experience selling services (not just products), especially in a B2B environment.
• Proven track record of meeting or exceeding sales targets.
• Ability to read construction plans or understand project scopes is a plus.
• Excellent relationship-building and consultative selling skills.
• Self-motivated with the ability to work independently and manage a territory.
• Strong communication, negotiation, and presentation skills.
• Proficiency Microsoft Office and Excel
• Valid driver's license and willingness to travel locally to jobsites and client offices.

Preferred Experience (Nice to Have)

• Background in hydro excavation, vacuum truck services, or underground utilities.
• Existing relationships with contractors, municipalities, or utility companies in your service area.
• Knowledge of safety standards and regulations (OSHA, utility locating, etc).

What Sets This Role Apart

• Opportunity to sell specialized, high-demand services that improve jobsite safety and efficiency.
• Direct impact on company growth in a niche, expanding market.
• Work closely with operations teams on real-world projectsnot just transactional sales.
• Openings available for Hampton Roads, Richmond and Roanoke.

Atlantic Heating & Cooling Service