Business Development Representative - Industrial / Municipal

Outside Sales Representative (OSR)

Full-Time | Industrial, Commercial & Municipal Markets

Position Summary

The Outside Sales Representative (OSR) plays a critical role in driving growth across Industrial, Commercial, and Municipal/Local Government sectors. This position is responsible for developing new business, strengthening referral networks, and promoting specialized pipeline services-including CCTV inspections, CPPIs, CIPP/UV liners, and NACE coating and repair solutions. The OSR builds trusted relationships with key decision-makers, identifies emerging opportunities, and ensures seamless coordination from initial outreach through project execution.

Key Responsibilities

Commercial Lead Development & Outreach

• Identify, pursue, and secure new Municipal and Industrial opportunities through cold calls, email outreach, in-person visits, and industry networking.
• Build and maintain a strong pipeline of commercial clients and referral partners, including property managers, facility directors, asset managers, and insurance professionals.

Referral Network Development & Maintenance

• Develop and expand referral networks with City Managers, Asset Managers, Engineering Firms, General Contractors, and Commercial/Industrial Plumbing companies.
• Maintain and grow established sales plans while exercising autonomy to create new strategic outreach plans.

Relationship Management

• Build long-term relationships with municipal officers, industrial contractors, engineering firms, and other key stakeholders.
• Attend trade shows, industry events, and municipal pre-bid networking sessions to strengthen market presence.

Strategic Sales Execution

• Develop and execute strategies to penetrate target markets and assigned territories.
• Maintain accurate records of outreach activities, meetings, proposals, and opportunities.

Marketing & Brand Promotion

• Distribute marketing collateral and educational materials tailored to pipeline services audiences.
• Collaborate with internal leadership to align messaging, campaigns, and outreach initiatives.

Client Onboarding & Coordination

• Serve as the primary point of contact for new clients.
• Facilitate smooth transitions from sales to project execution, ensuring exceptional service throughout the engagement.

Reporting & Performance Tracking

• Track weekly and monthly activity metrics, including outreach volume, meetings, proposals, and new client acquisition.
• Provide leadership with insights on market trends, challenges, and emerging commercial opportunities.

Requirements

This position will be in and around the Grand Rapids area (100 mile radius with significant in office time)

Competencies Required

• Technical knowledge of NACE Coating Level 1 & 2, CCTV inspections, CIPP and UV liners.
• Ability to read and critically interpret pipeline blueprints (CAD) and construction documents.
• Strong sense of urgency and proactive issue escalation.
• Excellent written and verbal communication skills.
• Proficiency in Microsoft Office Suite, especially Excel.

Required Licenses, Certificates & Education

• Associate degree or higher.
• Knowledge of NACE Coating Level 1 & 2, CCTV inspections, CIPP and UV liners; ability to read piping drawings.
• Valid driver's license; ability to travel up to 80%.
• Ability to pass a criminal background check and drug screening.
• Minimum 2+ years of business development, outside sales, or marketing experience.
• Strong communication, interpersonal, and presentation skills.