Outside Sales Specialist

Job Title: Outside Sales Representative (Territory Manager)

Location: 100% Remote / On the Road (with weekly in-office meetings)

Job Type: Full-Time

Compensation: Competitive base salary (dependent on experience) + OTE of $106K in Year 1, $151K in Year 2 (with potential for higher earnings based on performance)

Job Overview:

We are seeking an Outside Sales Representative to manage and grow a defined territory, with a primary focus on new business development (70% of the role) and account management (30%). This is a remote, field-based position where you will be expected to be on the road, meeting clients and prospects. While this role is remote, you will be expected to be in the office once per week for team meetings, training, and support.

In this highly competitive market, you will need to be relentless in your pursuit of new business, resourceful in identifying opportunities, and able to quickly build strong relationships with customers. Your success will depend on your ability to hunt for new business, manage your territory, and provide effective solutions to customer challenges. A background in brokerage sales or service-based sales is preferred, as is a proven track record of success.

Key Responsibilities:

New Business Development (70% of Time):

• Prospecting & Lead Generation: Proactively prospect and identify new business opportunities in your assigned territory through cold calling, networking, and leveraging existing relationships.
• Sales Meetings: Conduct face-to-face meetings with potential clients to present solutions, answer questions, and close deals.
• Territory Management: Develop and execute a strategic plan to grow your territory, targeting new clients, managing pipeline activity, and ensuring you meet or exceed sales quotas.
• Solution Selling: Listen to client challenges and provide customized solutions to address their needs, leveraging your knowledge of the market and services offered.
• Sales Presentations: Deliver compelling sales presentations and product demonstrations, ensuring customers understand the full value of your offering.

Account Management (30% of Time):

• Client Relationship Building: Develop and maintain strong relationships with existing clients in your territory to ensure satisfaction and retention.
• Account Growth: Identify opportunities to expand relationships, upsell, and cross-sell additional services to existing customers.
• Problem Solving: Provide ongoing support and solutions to customer issues, ensuring customer satisfaction and fostering long-term partnerships.
• Customer Retention: Regularly check in with customers to ensure that they are happy with your service and to uncover additional opportunities for growth.

Qualifications & Skills:

• Experience:
• Proven track record in sales, preferably in the brokerage industry or in selling services (experience in logistics is a plus but not required).
• Demonstrated ability to close new business and meet/exceed sales quotas.
• Experience managing a territory and working independently in a field sales role.
• Skills:
• CRM Proficiency: Comfortable using CRM systems to track leads, manage accounts, and ensure timely follow-ups.
• Sales Skills: Strong hunting and prospecting abilities, capable of making cold calls and generating leads.
• Negotiation Skills: Ability to negotiate effectively, present tailored solutions, and close sales.
• Problem Solving: Quick thinker, able to identify customer problems and provide efficient solutions.
• Relationship Building: Strong interpersonal skills and the ability to build long-term relationships with clients.
• Organizational Skills: Excellent time management and organizational skills to manage your territory and sales process effectively.
• Attributes:
• Relentless & Resilient: Able to thrive in a competitive, fast-paced environment and stay motivated in the face of rejection.
• Resourceful: Able to find creative ways to generate new business in a tight market.
• Assertive: Comfortable being assertive in solving customer problems and presenting solutions confidently.
• Independent: Capable of working autonomously, while also collaborating with the internal team as needed.

Compensation:

• Base Salary: Competitive salary based on experience.
• OTE (On-Target Earnings):
• $125K (based on commissions and base salary)
• Commission Structure: Commission-based compensation with uncapped earning potential for exceptional performance.
• Incentives: Additional performance bonuses for exceeding sales goals and targets.

Why Join Us?

• Autonomy & Flexibility: This is a fully remote role with one day a week expectation;  the flexibility to manage your schedule and work from anywhere within your assigned territory.
• Career Growth: Opportunity for advancement as we continue to grow and expand.
• Competitive Compensation: Base salary plus lucrative commission structure designed to reward performance and success.
• Team Environment: While remote, you will be part of a collaborative and supportive team with regular check-ins and resources to help you succeed.

If you’re an experienced sales professional with a strong track record of success in brokerage or service sales, and you’re ready to take on the challenge of building and managing a territory, we’d love to hear from you. Apply today and take the next step in your sales career!

To Apply: Please submit your resume and cover letter to (Insert Application Instructions).