Outside Sales Specialist

Outside Sales Specialist

Welcome to Air Comm, where innovation meets communication! Since 1973, we've been on a mission to revolutionize wireless solutions for clients worldwide. We tailor our services to fit the unique needs of every industry, big or small. We specialize in integrated technologies from cell phone integration, dispatch consoles, intelligent surveillance cameras and more to find the right solution for our customers. With a knack for creativity and a passion for problem-solving, we're not just your average communications providerwe're your trusted partner in navigating the ever-changing landscape of connectivity. Join us as we continue to soar to new heights, making waves in the world of two-way radios.

Location - Salt Lake City, UT

Employment Type - Full-Time, Regular, Exempt

Reports To - General Manager

Revision Date - December 2025

Summary of Functions

The Outside Sales Representative is responsible for driving revenue growth by identifying, developing, and closing new business opportunities while expanding relationships with existing customers.

This position will actively prospect for new clients, generate leads, develop sales opportunities, conduct discovery conversations, identify customer pain points, present tailored solutions, prepare proposals, negotiate opportunities, and close business.

The Outside Sales Representative will sell Air Comm's portfolio of communication, security, surveillance, and wireless technology solutions while partnering with internal engineering and service teams to ensure customers receive the appropriate solution.

The ideal candidate is a hunter and relationship builder who can identify opportunities, develop a strong sales pipeline, manage multiple opportunities throughout the sales cycle, and turn customer needs into revenue-generating solutions.

Essential Duties and Responsibilities

Sales & Business Development

• Drive new business development through prospecting, cold calling, networking, referrals, account research, and lead generation.
• Build and maintain a healthy sales pipeline through consistent prospecting and follow-up activities.
• Identify decision-makers, key stakeholders, and buying influences within prospective accounts.
• Develop and execute strategies to penetrate new accounts and expand Air Comm's market presence.
• Generate qualified leads and convert prospects into active sales opportunities.
• Conduct discovery meetings to understand customer needs, pain points, challenges, budgets, and business objectives.
• Develop and maintain strong relationships with prospects, customers, vendors, and industry partners.
• Identify upselling, cross-selling, and account expansion opportunities within existing customer accounts.
• Maintain consistent communication and follow-up throughout the entire sales cycle.
• Manage opportunities from initial prospecting through discovery, presentation, proposal, negotiation, and close.
• Meet or exceed established sales goals, revenue targets, and performance expectations.

Consultative & Solution-Based Selling

• Sell Air Comm's Voice & Video Solutions Portfolio, including:
• Two-Way Radio Systems Motorola, Kenwood, Titan Radio, and other solutions
• Cellular Bi-Directional Amplifiers
• Dispatch Consoles
• Emergency Radio Responder Coverage Systems
• CCTV Systems Avigilon, SentraCam Video, and other solutions
• Remote Video Monitoring
• Access Control
• Radio Alert Integration
• Present Air Comm's solutions based on the customer's specific operational needs and challenges.
• Translate customer pain points into solution-based recommendations.
• Deliver compelling product presentations, demonstrations, and sales proposals.
• Communicate the business value, ROI, benefits, and competitive advantages of proposed solutions.
• Position Air Comm as a trusted technology partner rather than simply a product provider.
• Collaborate with Engineers and Service Staff when specialized technical expertise is required to develop customer solutions.
• Coordinate internally to ensure proposed solutions align with customer requirements, project scope, and company capabilities.

Account Management & Customer Growth

• Develop long-term relationships with existing customers to increase retention and account value.
• Conduct regular account reviews to identify changing customer needs and additional sales opportunities.
• Identify opportunities for renewals, upgrades, expansions, and additional product solutions.
• Maintain accurate customer and opportunity information within the company's CRM and sales tracking systems.
• Provide timely follow-up and maintain strong customer communication throughout the sales process.
• Serve as the primary sales liaison between customers and internal teams.

Sales Administration & Pipeline Management

• Maintain accurate and current sales pipeline information.
• Track leads, opportunities, proposals, follow-ups, and closed business.
• Prepare quotes, proposals, presentations, and other sales materials.
• Provide accurate sales forecasts and communicate pipeline activity to leadership.
• Prioritize opportunities based on potential revenue, probability of close, and customer needs.
• Stay informed on industry trends, competitor activity, product offerings, and market opportunities.
• Participate in sales meetings, training, networking events, and company initiatives.
• Perform additional assignments and special projects as directed.

Experience & Education

• High school diploma/GED or equivalent.
• Previous experience in outside sales, business development, account management, customer success, telecommunications, technology sales, security sales, or a related field preferred.
• Proven ability to generate leads, develop relationships, and close sales.
• Demonstrated success meeting or exceeding sales goals is strongly preferred.
• Experience with CRM systems and sales pipeline management preferred.
• Experience in consultative, solution-based, or B2B sales is a plus.
• Technical industry experience is helpful but not required. Air Comm will provide additional product and technical training as necessary.

Knowledge, Skills & Abilities

Sales Skills

• Strong prospecting and lead-generation skills.
• Proven ability to identify and qualify sales opportunities.
• Strong consultative selling and discovery skills.
• Ability to build rapport and establish credibility with customers and decision-makers.
• Strong negotiation and closing skills.
• Ability to overcome objections and confidently communicate value.
• Ability to upsell, cross-sell, and expand existing accounts.
• Strong follow-up and pipeline management skills.
• Results-driven with a strong sense of urgency.
• Ability to work independently while maintaining accountability for sales activity and results.
• Ability to manage a sales territory, book of business, or assigned accounts effectively.

Communication & Business Skills

• Excellent verbal, written, and presentation skills.
• Strong interpersonal and relationship-building skills.
• Professional and confident communication style.
• Strong organizational, time-management, and prioritization skills.
• Ability to manage multiple prospects, opportunities, proposals, and customer relationships simultaneously.
• Strong problem-solving and decision-making abilities.
• Ability to understand customer business needs and translate those needs into solutions.
• Ability to communicate effectively with customers, vendors, engineers, technicians, and management.
• Strong attention to detail and commitment to follow-through.
• Proficiency with Microsoft Office, Outlook, Excel, and CRM/sales management software.
• Adaptable, self-motivated, competitive, and enthusiastic about achieving goals.

Key Sales Competencies

The successful candidate should demonstrate:

• Business Development
• New Business Acquisition
• Lead Generation
• Prospecting
• Cold Calling
• Relationship Management
• Consultative Selling
• Solution Selling
• Account Management
• Pipeline Management
• Territory Development
• Revenue Growth
• Upselling & Cross-Selling
• Customer Retention
• Negotiation
• Closing
• Strategic Account Development
• Customer Needs Analysis
• Value-Based Selling
• Competitive Positioning
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