Outside Sales Representative

Job Title: Outside Sales RepresentativeSupervisor: Director of Sales and MarketingDepartment: SalesRevision Date: 05/22/2026Overtime: ExemptSchedule/Shift: 7:30 a.m.- 4:30 p.m. M-F (hours vary)Position Overview:The Outside Sales Representative is responsible for driving profitable sales growth, developing strategic customer relationships, and expanding Wayne Pipe & Supply, Inc.’s presence within an assigned territory. This position serves as a critical link between the customer and the organization by identifying customer needs, delivering technical product solutions, and ensuring a high level of service, communication, and follow-through throughout the sales process.This role is designed for a highly motivated, competitive individual who thrives on ownership, urgency, accountability, and relationship-building. The successful candidate will be expected to aggressively develop new business opportunities, grow existing accounts, and represent Wayne Pipe & Supply with professionalism, discipline, and integrity.This is a true hunter sales role. We are looking for someone who is self-motivated, disciplined, competitive, and willing to outwork the competition to win new business, grow territory, develop accounts, and create opportunities. The ideal candidate is energized by prospecting, building relationships, competing for business, and driving results through consistent activity and execution. Success in this role requires initiative, urgency, resilience, and the ability to proactively pursue opportunities in a fast-paced and competitive market.In addition to sales generation, the Outside Sales Representative plays a key role in supporting operational efficiency and customer satisfaction by collaborating closely with Inside Sales, Purchasing, Warehouse Operations, Logistics, and Management teams to ensure seamless execution of customer needs. This individual is expected to maintain regular communication with customers regarding quotations, product availability, project timelines, expedited orders, and problem resolution while consistently representing Wayne Pipe & Supply in a professional and customer-focused manner.Success in this role requires a self-motivated individual who can balance customer advocacy with company objectives while maintaining accountability for sales performance, margin expectations, and overall territory development.This position is also responsible for staying informed on industry trends, market conditions, emerging products, and competitive activity to proactively identify opportunities for growth and continuous improvement. The Outside Sales Representative is expected to contribute to a positive team environment, support company initiatives, and uphold The Wayne Way culture by demonstrating professionalism, integrity, accountability, responsiveness, and a commitment to exceptional customer service.Duties & Responsibilities:Sales Growth & Territory Development Grow sales revenue and improve gross profit margins within an assigned territory through strategic account management and business development efforts.Develop new business opportunities through prospecting, networking, referrals, and market analysis.Identify opportunities for cross-selling, upselling, and expanding Wayne Pipe & Supply product and service offerings.Complete and maintain an annual Territory Business Plan by December 1st outlining:Growth objectivesKey target accountsCompetitive analysisStrategic initiativesSales forecasts and opportunitiesMonitor territory performance and adjust strategies as necessary to meet organizational goals.Customer Relationship ManagementBuild and maintain strong, trust-based relationships with customers, key decision-makers, contractors, engineers, purchasing agents, and influencers.Conduct regular customer visits, jobsite walkthroughs, and facility tours to assess customer needs and identify opportunities.Serve as a primary point of contact for customer concerns, ensuring timely communication and resolution.Advocate for customer needs while balancing company profitability, operational capabilities, and organizational objectives.Promote long-term customer loyalty through professionalism, responsiveness, and consistent follow-through.Product Knowledge & Solution SellingDevelop and maintain extensive knowledge of Wayne Pipe & Supply products, services, applications, and industry trends.Present and promote new products, technologies, and services to customers.Recommend solutions that improve customer operations, efficiency, and overall value.Collaborate with vendors and manufacturers to coordinate:Product demonstrationsTraining opportunitiesJoint sales callsCustomer presentationsClearly communicate Wayne Pipe & Supply’s value proposition and differentiate the organization from competitors.Sales Operations & CommunicationManage quotations, pricing discussions, and project follow-up activities in a timely and professional manner.Follow up consistently on open quotes, opportunities, and customer inquiries to improve close ratios and customer satisfaction.Expedite critical or time-sensitive orders and communicate proactively regarding order status and timelines.Maintain accurate records of customer activity, pipeline opportunities, call reports, and territory updates.Submit monthly sales activity reports and pipeline updates as required.Utilize sales data, margin reporting, and pipeline metrics to make informed business decisions.Internal CollaborationPartner with Inside Sales, Purchasing, Warehouse Operations, Logistics, Accounting, and Management teams to ensure seamless customer support and execution.Support company initiatives, process improvements, and operational consistency across all branches.Participate in sales meetings, vendor meetings, training sessions, and company events as required.Maintain a team-oriented mindset focused on organizational success and customer satisfaction.Required Skills & Abilities:Proven ability to develop and execute successful sales strategies.Strong communication, relationship-building, negotiation, and problem-solving skills.Ability to manage multiple priorities and maintain organization in a fast-paced environment.High level of professionalism, accountability, and self-motivation.Strong time management and territory planning abilities.Ability to work independently while collaborating effectively across departments.Strong analytical skills with the ability to leverage:Sales reportingMargin analysisPipeline activityMarket trendsWillingness and ability to learn a broad range of products, applications, and technical solutions.Ability to professionally handle difficult customer situations and conflict resolution.Education & Experience:High school diploma or equivalent required.Associate’s or bachelor’s degree in Business, Sales, Marketing, or related field preferred.Minimum of three (3) years of successful outside sales experience required.Experience in industrial distribution, PVF, construction, manufacturing, or related industries preferred.Valid driver’s license with acceptable driving record required.Physical Requirements:Prolonged periods of sitting, driving, and working on a computer.Frequent travel within the assigned territory.Must be able to navigate customer jobsites, warehouses, and company facilities safely.Ability to lift up to 70 pounds occasionally.Ability to stand, walk, bend, and climb as necessary during customer visits and site evaluations.