Outside Sales Representative - Commercial Services

1. Pipeline Development & Prospecting

Description
Generate new commercial and industrial opportunities through structured prospecting activity.

This includes accountability for:

• Identifying target accounts aligned with the strategic plan


• Conducting outreach (calls, visits, networking, referrals)


• Maintaining an active pipeline volume sufficient to achieve revenue targets


• Documenting all activity in CRM


• Qualifying prospects based on budget, authority, need, timeline (BANT discipline)

2. Opportunity Qualification & Margin Protection

Description
Ensure only profitable, strategically aligned work is pursued.

This includes accountability for:

• Clear scope definition before estimating


• Communicating complete and accurate job information to the estimating


• Participating in pricing strategy discussions


• Protecting gross margin expectations


• Avoiding “low-quality revenue” that strains operations

3. Proposal Coordination & Sales Process Execution

Description
Drive a structured sales process from qualification through award.

This includes accountability for:

• Coordinating estimating timelines


• Following proposal submission standards


• Conducting follow-up discipline after proposal delivery


• Negotiating within approved authority limits


• Securing signed contracts before job scheduling

4. CRM Governance & Forecasting

Description
Maintain accurate and real-time CRM data to support leadership decision-making.

This includes accountability for:

• Updating opportunity stage weekly


• Maintaining accurate projected revenue dates


• Logging client communication


• Removing stale or dead opportunities


• Participating in weekly pipeline review meetings

5. Account Management & Relationship Development

Description
Maintain strong relationships with key clients to drive repeat and referral business.

This includes accountability for:

• Regular account touchpoints


• Client satisfaction follow-up


• Identifying cross-sell opportunities


• Monitoring competitor activity


• Supporting project transition from sales to operations

• 3–7+ years B2B sales experience (construction, HVAC, mechanical, or industrial preferred)


• Demonstrated history of meeting or exceeding revenue targets


• CRM proficiency


• Strong written and verbal communication skills


• Ability to interpret project scope and technical information


• Financial literacy sufficient to understand gross margin and pricing impact