Outside Sales Representative - Industrial

The Opportunity

Our client is seeking a driven, consultative B2B salesperson who can open doors, build a qualified pipeline, win new industrial business, and grow strategic customer relationships. This is not a passive account-maintenance role. The successful candidate will combine disciplined prospecting with solution selling and strategic account development, helping customers improve reliability, reduce downtime, solve maintenance challenges, and make better industrial-fluid decisions.

What You'll Do

Win New Business

• Research and target industrial, manufacturing, fleet, municipal, construction, metalworking, and other qualified B2B prospects.
• Create new conversations with maintenance, operations, purchasing, plant leadership, and executive decision makers.
• Build and maintain a qualified pipeline from first contact through discovery, proposal, follow-up, negotiation, and close.
• Use phone, email, LinkedIn, referrals, networking, field visits, and industry events to create opportunities.

Grow & Protect Strategic Accounts

• Develop trusted-advisor relationships with key customer stakeholders and decision makers.
• Identify cross-sell, upsell, reactivation, and multi-location growth opportunities within existing accounts.
• Conduct structured account reviews and proactively surface customer risks, needs, and expansion opportunities.
• Coordinate technical support, product trials, conversions, inventory programs, and custom solutions with internal resources.
• Protect retention, margin, service quality, and long-term relationship value.

Sell Solutions, Not Commodities

• Lead discovery conversations focused on equipment reliability, downtime, maintenance cost, application challenges, inventory, and total cost of ownership.
• Translate Comet Supply's technical expertise, responsiveness, local support, custom blending, and industrial-fluid capabilities into measurable customer value.
• Know when to bring in internal technical expertise and coordinate the right resource to advance the opportunity.

Own the Sales Process

• Maintain accurate contacts, notes, opportunities, next steps, and pipeline stages in HubSpot.
• Follow up consistently on quotes, proposals, trials, and customer commitments.
• Prepare professional proposals and support pricing, contract, and margin discussions with leadership.
• Provide reliable weekly pipeline and activity visibility and participate in sales/KPI reviews.

What We're Looking For

• 5+ years of successful B2B sales, business development, or strategic account experience preferred; industrial, manufacturing, MRO, distribution, lubricants, chemicals, or technical sales experience is especially relevant.
• Demonstrated ability to prospect, create opportunities, and move business from a cold or dormant relationship to signed customer.
• Consultative selling skills: able to ask strong questions, diagnose needs, communicate value, and earn credibility with operational and executive stakeholders.
• Strong follow-through, organization, time management, and personal accountability.
• Comfort with CRM systems; HubSpot experience is preferred, but disciplined CRM use is more important than a specific platform.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Ability to work independently in the field while collaborating with leadership, operations, inside sales, and technical resources.
• Bachelor's degree in business, Sales, Marketing, or a related field preferred, or equivalent relevant experience.
• Valid driver's license and ability to travel regularly to customer and prospect locations.