Outside Sales Representative - Industrial, Commercial, Cold Storage & Specialty Doors

About Us

Founded in 1975, Austin Brown Company is a third-generation manufacturer's representative headquartered in Lebanon, Ohio. For half a century, we've provided high-performance building envelope solutions for industrial, commercial, low-temperature, and cold storage facilities throughout the country. We partner with leading manufacturers including Jamison Door Company, Metl-Span, Vapor Armour, and DuPont to deliver proven, quality solutions to our contractors. As we continue to grow, we're looking for a driven, technically minded sales professional to lead our door business across a five-state territory.

The Role

As an Outside Sales Representative, you'll manage a territory covering Ohio, Indiana, Kentucky, Michigan, and Western New York, representing Jamison cold storage and specialty doors, HCR air doors, and fiberglass (FRP) doors. You'll build long-term relationships with facility owners, plant managers, architects, engineers, general contractors, and sub contractors across the region's manufacturing, food processing, and distribution centers. In the beginning, you'll spend most of your time in the field walking facilities, reviewing projects, supporting our contractors and recommending door solutions. This role suits someone who enjoys solving operational problems, manages their time well across a large territory, and can speak confidently with both maintenance teams, contractors and executives.

Responsibilities

• Prospect and develop new business in target markets including cold storage and cold chain logistics, food and beverage processing, distribution and warehousing, pharmaceutical, manufacturing, and commercial construction
• Plan and manage travel across a five-state territory to maximize face time with high-value accounts and active projects
• Develop key accounts with multi-site operators, including national and regional cold storage, 3PL, and food and beverage companies with locations throughout the territory
• Conduct on-site facility visits to evaluate openings, traffic patterns, temperature zones, and problem areas such as frost, ice buildup, and air infiltration
• Present and sell Jamison cold storage and specialty doors, HCR air doors, and fiberglass (FRP) doors.
• Get products specified on new construction and expansion projects by working with architects, engineers, design-build firms, general contractors, and subcontractors.
• Take field measurements, read construction drawings and specifications, and prepare accurate quotes, proposals, and ROI justifications, as needed.
• Work closely with manufacturer partners on pricing, submittals, shop drawings, lead times, and order follow-up to ensure a smooth customer experience
• Identify opportunities for Austin Brown Company's other product lines, including Metl-Span insulated metal panels, Vapor Armour, and DuPont below-grade insulation, and coordinate with colleagues to pursue these opportunities
• Maintain an active pipeline and activity records in Salesforce
• Meet or exceed monthly and annual sales targets
• Stay current on products, competitor offerings, building and fire codes, etc...

Qualifications

• 3+ years of outside B2B sales experience, ideally in industrial/cold storage doors, dock equipment, refrigeration, building envelope, or construction products
• Proven record of meeting or exceeding sales goals and managing a territory
• Mechanical aptitude and ability to understand how door systems perform in different environments
• Ability to read blueprints and specifications and take accurate field measurements
• Comfortable walking active plants, warehouses, freezers (including sub-zero environments), construction sites and following site safety requirements
• Strong communication, negotiation, and presentation skills with audiences ranging from maintenance technicians to executives
• Self-motivated and organized with good follow-through on long, project-based sales cycles
• Proficient with CRM, email, and Microsoft Office
• Valid driver's license, clean driving record, and ability to travel extensively throughout the territory, including regular overnight travel (approximately 50% overnight)

Preferred

• Established relationships with cold storage operators, food processors, 3PLs, manufacturers, architects, or subcontractors in Ohio, Indiana, Kentucky, Michigan, or Western New York (Buffalo, Rochester, and surrounding areas)
• Experience working for or with a manufacturer's representative firm
• Familiarity with cold storage/building science challenges such as thermal loss, condensation, ice buildup, heated frames, and vapor barriers
• Experience with commercial bid, specification, and project-based sales
• Bachelor's degree in business, engineering, construction management, or related field

Compensation & Benefits

• Base salary of $60,000–$70,000 plus uncapped commission (on-target total earnings of $120,000–$140,000)
• Full reimbursement for travel expenses, including hotels, meals, and mileage
• Company phone, and laptop
• Fully paid health, dental, and vision insurance with fully funded HSA
• 401(k) with company match
• Paid time off and holidays
• Manufacturer product training and ongoing professional development