Outside Sales Representative

Job Description

Job Description

The Outside Sales Representative is responsible for developing new business through in-person prospecting, relationship building, and consultative selling of mobile fleet maintenance services.

This role focuses on local market penetration , converting qualified leads into profitable, long term customers while aligning closely with Operations and Account Management.

If the VP of Sales sets the playbook, the Outside Rep wins deals in the field.

Primary Accountability

Acquire new, profitable customers that can be serviced reliably under service contract commitments.

Reporting Structure

• Reports to: CEO or Sales Manager • Works closely with: o Account Management / Customer Success o Branch & Satellite Location Managers o COO / Operations o Pricing & Finance

Core Responsibilities

1. New Business Development (Primary)

• Prospect and develop new customer relationships in assigned territory • Conduct in-person meetings with fleet managers and decision-makers • Conduct remote meetings from 3rd party lead generation • Build new lead list for new target markets • Identify fleet size, service needs, and SLA requirements • Qualify opportunities rigorously to avoid bad-fit customers 2. Lead Follow-Up & Pipeline Management • Follow up on inbound and third-party leads quickly • Maintain accurate CRM records (Hubspot) • Build and manage a healthy sales pipeline • Forecast deals accurately 3. Consultative Selling & Needs Assessment • Diagnose customer fleet challenges • Recommend appropriate service packages • Set realistic expectations on: o Response times o Scope of work o Pricing • Align solutions with operational capacity 4. Pricing, Proposals & Contract Support • Prepare proposals using approved pricing frameworks • Partner with Sales leadership on: o Non-standard pricing o Complex SLAs • Support contract negotiation within guidelines • Ensure clean handoff to Account Management and Operations 5. Relationship Building & Market Presence • Build a strong local presence and referral network • Attend industry events and customer meetings • Maintain long-term relationships with prospects and customers 6. Sales Process & Discipline • Follow established sales processes and playbooks • Use CRM consistently and accurately • Participate in training and coaching • Uphold company values and ethical selling standards