Outside Sales Representative - PES West

Job Description

Job Description

Job Summary

The Outside Sales Representative for Pedestrian Entrance Sensors (PES) is responsible for driving revenue growth within the PES segment by developing new business opportunities and managing existing customer relationships across assigned territories and applications. This role focuses on industrial door, high-speed door, gate, and access control markets, requiring a strong understanding of customer needs and application requirements. The representative leverages market knowledge to identify opportunities, present tailored solutions, and close business while aligning with segment strategy and company objectives. Working closely with the PES Segment Manager and cross-functional teams, this role plays a key part in executing segment growth initiatives and delivering a high-quality customer experience.

Scope of the Position

The representative is responsible for driving revenue growth within the PES segment across an assigned territory or set of accounts, with a focus on industrial door, high-speed door, gate, and access control applications. This role operates under the direction of the PES Segment Manager and plays a key role in executing segment strategy through direct customer engagement, application development, and opportunity conversion. The position includes ownership of a defined sales pipeline and customer base, with accountability for achieving revenue targets and expanding the company's presence in both existing and emerging industrial applications. The role requires frequent travel (approximately 50–65%) to support in-person customer meetings, training, and business development efforts. The representative works cross-functionally with marketing, product management, and technical teams, contributing field insights that help shape product direction and segment growth initiatives.

The geographic territory includes TX, CA,OK, NM, CO, AZ, UT, NV, WA, OR

Ideally, an individual will reside in CA or TX but client is open to the other states in the territory

Key Responsibilities

• Segment Strategy Support
  • Align sales activities with PES segment strategy by understanding target applications, customer needs, and product positioning to drive focused growth.
  • Monitor market trends and competitor activity to identify opportunities and adjust sales approach accordingly.
• Customer Relationship & Sales Execution
  • Build and maintain strong customer relationships, acting as a trusted advisor to deliver tailored solutions.
  • Own and manage the full sales cycle, including prospecting, qualification, solution presentation, negotiation, and closing.
• Cross-Functional Collaboration
  • Provide customer and market feedback to Segment Management, Product, and Marketing teams to influence product direction and go-to-market strategy.
  • Support product lifecycle activities, including new product launches, transitions, and portfolio updates.
• Travel & Customer Engagement
  • Travel approximately 50–65% to support customer engagement and business development.
  • Conduct regular in-person customer meetings, training sessions, and business reviews to strengthen relationships and identify growth opportunities.
  • Represent the company at trade shows and industry events to promote solutions and expand market presence.
• Administrative & Reporting Responsibilities
  • Maintain accurate CRM records, including pipeline management, forecasting, and activity tracking.
  • Document customer interactions, including key insights and follow-up actions, to support planning and segment visibility.
  • Manage travel and expense reporting in alignment with company policies.
• Professional Development
  • Maintain strong product and application knowledge through ongoing training and technical development.
  • Build strategic selling capabilities and contribute to continuous improvement through cross-functional collaboration.

Competencies

• Strategic Sales Planning – Ability to develop and execute sales strategies aligned with organizational goals and market trends.
• Sales Closing Expertise – Demonstrated ability to move prospects through the sales funnel and close complex deals by leveraging consultative selling techniques, strong negotiation skills, and value-based proposals.
• Product Knowledge & Lifecycle Management – Deep understanding of product features, benefits, and development cycles to support consultative selling.
• Account Management – Skilled in managing timelines, resources, and deliverables for customer projects and sales.
• Cross-Functional Collaboration – Proven ability to work effectively with product, marketing, engineering, and operations teams to achieve shared objectives.
• Customer Relationship Management – Expertise in building long-term partnerships and delivering tailored solutions to meet client needs, while accurately documenting interactions, requirements, and project milestones in CRM systems.
• Analytical & Data-Driven Decision Making – Ability to interpret sales metrics, market data, and customer insights to inform strategy.
• Negotiation & Influence – Strong skills in closing deals, managing complex contracts, and influencing stakeholders. Exceptional ability to convey value propositions and project updates clearly to diverse audiences.

Requirements

• Degree(s) or certification(s): Bachelor's degree in Business Administration, Marketing, Sales, or a related field required.
• Professional experience required (min.):
  • 5 years of progressive experience in B2B sales, with a proven track record of meeting or exceeding revenue targets.
  • Experience managing both existing accounts and developing new business opportunities.
  • Demonstrated ability to work effectively in a cross-functional, matrixed environment.

Technical Competencies

• Ability to analyze sales performance and market trends using Excel, BI tools, or analytics dashboards.
• Ability to understand technical product specifications and translate complex concepts into clear, customer-facing solutions.

IT Skills

• Proficiency in CRM systems and Microsoft Office (Excel, Outlook, Teams); experience with virtual collaboration tools (Zoom).

Interpersonal and Communication Skills

• Strong verbal and written communication skills, with the ability to effectively engage customers and cross-functional teams.
• Relationship-building skills with a customer-focused mindset and consultative selling approach.
• Strong problem-solving and conflict resolution skills, with the ability to manage escalations professionally.