Technical Sales

Outbound Sales – EquilibarLocation: Fletcher, North CarolinaReports to: Director of OperationsCompany ProfileRichards Industrials, founded in 1961, is a manufacturer of pressure regulators, control valves, and other fluid control products, known by our customers for high-quality products, excellent customer service, and fast & reliable deliveries. Our products are marketed under a series of distinct brands, each of which is used in unique applications that require precise technical attributes. The company serves a range of end markets, including pharmaceuticals, food & beverage, chemicals, petrochemicals, and various industrial segments.The company has two locations, Cincinnati, OH, and Fletcher, NC, and a global headcount of 190. Equipped with an experienced, passionate team, our company focuses on driving profitable growth through operational excellence, opening new channels to market, and investing in new products.Equilibar, based in Fletcher, NC, manufactures specialized valves that enable pharmaceutical, green energy, and research organizations to solve complex fluid control challenges and bring innovative products to market.Equilibar Has Four Core ValuesEmpowerment – Employees are our most valuable assetCollaboration – Together we achieve morePioneering Spirit – Curiosity and innovation are our driving forcesService Mindset – Never stop advocating for the CustomerAnd our purpose is to solve tomorrow’s demanding fluid control problems, today.The PositionEquilibar is seeking an Outbound Sales Development & Quote Follow-Up Specialist to help increase quote-to-order conversion and expand high-value market opportunities. This person will consistently follow up on quoted opportunities that have not yet converted, pursue high-potential applications by identifying similar prospects, and reactivate inactive customers.This is the first outbound-focused commercial role at Equilibar, and the right candidate will help us build a repeatable process that grows revenue while maintaining a highly technical and customer-focused approach.He Or She Will Be Responsible For The FollowingQuote Follow-Up & Opportunity ConversionExecute a regimented follow-up process for prospects who received quotations but have not yet placed an order.Use structured phone + email follow-up sequences to re-engage prospects and drive next steps.Identify where the quote is in the decision process and uncover blockers such as:Waiting on budget approval Technical validation delays Competitive quotes / preferred vendors Procurement onboarding issues Project timelines shiftingDetermine the best “next action” (technical call, sample request, revised quote, purchase timing, escalation to Applications).Coordinate closely with Equilibar Application Engineers while maintaining clear ownership of the commercial follow-up process.Maintain accurate CRM or sales tracking notes so opportunities remain visible and measurable.Strategic Opportunity Expansion (Outbound Prospecting)Identify and pursue opportunities similar to promising inbound applications (ex: food & beverage coating/skid systems, landfill gas, biodigesters, industrial process control).Use tools such as LinkedIn, industry directories, web research, and AI-assisted prospecting to develop targeted lists of potential customers.Build contact lists using company websites and “about/team” pages to identify decision-makers and influencers.Conduct outbound outreach by phone and email to introduce Equilibar and generate new qualified opportunities.Focus primarily on opportunities in the $10k–$100k range, coordinating closely with Application Engineers and leadership for larger opportunities.Inactive Customer ReactivationIdentify former Equilibar customers who have become inactive and re-engage them through structured outreach. Ask targeted questions to understand why purchasing stopped (new supplier, application changes, personnel turnover, pricing, lead times, etc.).Work with internal teams to restore relationships and generate new quote activity.Performance Goals & Success MetricsSuccess in this role will be measured through clear commercial outcomes, such as:Increased conversion of quotes to purchase ordersIncreased recovered revenue from previously expired quotesNumber of qualified outbound conversations completed weeklyNumber of reactivated customers and renewed quote activityPipeline growth and documented next steps for active opportunitiesImproved visibility and process rigor across follow-up activityRequired Qualifications Include2+ years of experience in inside sales, business development, customer success, or B2B technical sales support (industrial/manufacturing preferred)Comfortable making outbound calls and sending follow-up emails dailyStrong communication skills with engineers, purchasing teams, and operations contactOrganized, detail-oriented, and process-driven—able to work a follow-up “cadence” consistentlyAbility to manage multiple opportunities simultaneously and keep organized documentationStrong curiosity and ability to learn technical products and applications quicklyPreferred Qualifications IncludeExperience working with engineered-to-order products, OEM customers, or technical quoting environmentsFamiliarity with CRM tools (HubSpot, Salesforce, Zoho, etc.) or structured sales tracking systemsExperience using LinkedIn Sales Navigator or similar research toolsAbility to recognize patterns across applications and translate them into repeatable prospecting targetsPersonal CharacteristicsStrong work ethicOrganized and detail-oriented Motivated and proactiveCurious and creativeDisciplinedCommitted to Continuous ImprovementOutstanding Problem SolverAdaptable, able to thrive in a dynamic work environmentWhy would this role be exciting for me?Richards is a profitable, thriving company that’s investing for growth - career development is important for usThis is an opportunity to join a talented, hard-working team that’s pushing itself to be the best it can beWe give back to the community through philanthropy and community serviceEquilibar firmly supports the principle and philosophy of equal opportunity for all individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or status as a protected veteran.