PURPOSE

Under the direction of the VP, Sales Canada, the Outside Sales Representative is responsible for developing and maintaining strong customer relationships across an assigned territory while driving revenue growth.

This role focuses on identifying current business opportunities, expanding existing accounts, and delivering value to customers through product knowledge, responsiveness, and a solutions-oriented approach to support sustained revenue growth and market expansion.

ACCOUNTABILITIES The Outside Sales Representative’s accountabilities include, but are not limited to:

Sales and Business Development

- Develop and maintain strong relationships with customers across assigned territory to drive retention and repeat business.
- Identify and pursue new business opportunities to expand market share and achieve revenue targets.
- Conduct outbound prospecting activities (calls, visits, networking) to generate new business opportunities.
- Promote and sell company products, including complementary solutions, to increase average order value.
- Maintain regular customer contact to identify needs and uncover upselling opportunities.
- Develop and execute accounts plans to grow key customers and expand share of customer spend.
- Proactively generate and follow up on leads, quotes, and opportunities to support pipeline growth.
- Maintain strong product knowledge to effectively position solutions and increase close rates.
- Conduct product demonstrations and presentations to support customer decision-making.
- Negotiate pricing and contracts to secure profitable business outcomes.

Customer Relationship Management

- Provide exceptional customer service to strengthen long-term partnerships.
- Act as a trusted advisor by recommending solutions aligned to customer needs.
- Maintain consistent communication with customers and internal teams to ensure alignment and satisfaction levels are maintained.
- Address and resolve customer concerns promptly to protect customer loyalty and foster continuous improvement opportunities.
- Maintain ongoing customer contact post-sale to ensure satisfaction and identify future opportunities

Sales Operations and Order Management

- Utilize ERP and CRM systems to manage orders, track activity,



and maintain accurate data.
- Monitor open orders, quotes, and requests to ensure timely follow-up and fulfillment.
- Maintain accurate and up-to-date customer and sales pipeline records to support forecasting, performance tracking, and reporting accuracy.
- Collaborate with internal teams to ensure seamless order execution and customer experience.
- Prepare and submit regular sales activity and performance reports to support leadership decision-making.

Territory Management and Performance

- Manage assigned territory strategically to maximize coverage and revenue potential.
- Own and deliver to achieve or exceed sales targets, quotas, and key performance metrics. *new wording
- Monitor market trends, customer activity, and competitor actions to identify opportunities and risks.
- Communicate market insights to leadership to support strategic planning.
- Analyze territory performance and adjust sales strategies to improve results.

Cross-Functional Collaboration

- Work closely with internal departments to ensure a consistent and high-quality customer experience.
- Communicate effectively with management and team members to support organizational values and behaviours, drive alignment, and efficiency.
- Contribute to a positive and collaborative team environment aligned with company goals.
- Partner with marketing to support campaigns and local market initiatives.

Asset and Administrative Responsibility

- Maintain company assets (vehicle, laptop, equipment) to ensure operational readiness.
- Ensure compliance with company policies, procedures, and safety standards.
- Notify management of risks, concerns, or operational issues to support proactive resolution.

Other Duties

- Other duties as may be assigned from time to time.
- Adhere to all company and customer site safety requirements and protocols.

QUALIFICATIONS





- Minimum high school diploma required.
- 1–3 years of experience in outside sales or a related discipline.
- Experience in industrial distribution or related industries is considered an asset.
- Familiarity with S.T.A.M.P.E.D. as it relates to hose connections and applications.
- Experience working with ERP and CRM systems.
- Valid driver's licence with a clean driving record (driver’s abstract may be required)
- A valid Social Insurance Number and legally entitled to work in Canada under relevant provincial or territorial legislation and regulations.

Knowledge

- Mechanical aptitude and understanding of how industrial components (e.g., hose, fittings, valves, electrical/cabling products) function together, or the ability to quickly learn these concepts.
- Wholesale distribution environments and customer base.
- Sales processes and relationship management.
- Basic financial and business concepts (e.g., margins, P&L; awareness).
- Safety regulations and ability to interpret technical product information.

Technical Competencies

- Proficiency in Microsoft Office Suite (Predominantly Excel, Word, PowerPoint)
- Experience with ERP systems (e.g., Epicor P21 preferred)
- Experience with CRM platforms (e.g., Salesforce)
- Ability to learn and navigate new systems and platforms quickly

Behavioural Competencies

- Strong relationship-building skills
- Professional and customer-focused approach
- Results-oriented and self-motivated
- Effective communication and active listening skills
- Organizational and time management skills
- Attention to detail
- Problem-solving and critical thinking
- Adaptability and resilience
- Positive attitude and teamwork
- Persuasion and influencing skills

WORKING CONDITIONS

- Combination of field-based work, customer site visits, and remote work.
- Regular and frequent travel within assigned territory, including customer site visits, with occasional overnight travel as required.
- Regular use of computer, phone, and mobile technology.
- Occasional lifting of light materials and product samples.

CONDITIONS OF EMPLOYMENT

- Permanent, Full-time
- Compensation includes base salary plus commission/incentive structure tied to performance.

📌 Outside Sales Representative (Alberta)
🏢 Buchanan Rubber
📍 Alberta