Field Sales Representative

About Demo Corp

Demo Corp manufactures and distributes high-quality consumer and commercial products to businesses and retail customers. Our commercial sales team partners with organizations across multiple industries to provide reliable products, competitive solutions, and exceptional service.

Position Summary

Demo Corp is seeking a motivated Field Sales Representative to manage and grow business-to-business (B2B) sales within an assigned territory. This position is responsible for developing new customer relationships, managing existing accounts, conducting in-person sales presentations, negotiating agreements, and consistently achieving revenue targets.

The ideal candidate has proven experience in outside sales, territory management, and consultative B2B selling. They should be comfortable independently prospecting for new business, managing a sales pipeline, and working with multiple decision-makers throughout the sales process.

This role requires a self-directed sales professional capable of managing a defined territory with limited day-to-day supervision.

Key Responsibilities

Business Development and Prospecting

• Identify and qualify potential customers through outbound calls, networking, referrals, industry events, and in-person prospecting.

• Develop and maintain a territory sales plan focused on generating new business and expanding market share.

• Research prospective organizations to understand their operational needs, purchasing processes, and potential product requirements.

• Schedule and conduct face-to-face meetings with prospective customers and business decision-makers.

• Maintain a consistent pipeline of qualified opportunities sufficient to support monthly and quarterly sales objectives.

Consultative Sales and Account Management

• Conduct customer needs assessments and recommend appropriate products or solutions.

• Prepare and deliver sales presentations, product demonstrations, proposals, and pricing quotations.

• Negotiate pricing and commercial terms within established company guidelines.

• Manage sales opportunities from initial contact through proposal, negotiation, and closing.

• Develop relationships with purchasing managers, operations leaders, business owners, and other key stakeholders.

• Identify upselling and cross-selling opportunities within existing accounts.

• Coordinate with customer service, operations, and distribution teams to support order fulfillment and resolve account issues.

• Conduct regular account reviews to identify new sales opportunities and improve customer retention.

Territory and Pipeline Management

• Maintain accurate customer records, opportunity stages, activities, and sales forecasts in the company CRM.

• Track sales performance against territory revenue targets, account growth objectives, and activity metrics.

• Analyze territory performance to identify underdeveloped markets and high-potential accounts.

• Plan efficient travel routes and customer visits to maximize selling time.

• Provide weekly sales forecasts and pipeline updates to the Regional Sales Manager.

• Monitor competitors, pricing trends, and customer feedback to identify market opportunities.

Required Qualifications

• Minimum of 3 years of B2B sales experience, including at least 2 years in outside sales, field sales, or territory account management.

• Demonstrated success meeting or exceeding assigned sales quotas.

• Experience prospecting for new business and managing opportunities through the complete sales cycle.

• Proven ability to conduct in-person sales meetings, product presentations, and customer needs assessments.

• Experience preparing customer proposals, delivering pricing quotations, and negotiating commercial agreements.

• Proficiency using a CRM platform such as Salesforce, HubSpot, Microsoft Dynamics, or a comparable system.

• Ability to manage a sales pipeline, prioritize opportunities, and provide accurate revenue forecasts.

• Strong communication, presentation, relationship-building, and negotiation skills.

• Proficiency with Microsoft Excel, PowerPoint, Outlook, and standard business applications.

• Ability to independently plan and manage a geographic sales territory.

• Valid driver's license and ability to meet company driving requirements.

• Willingness and ability to travel throughout the assigned territory.

• High school diploma or equivalent.

Preferred Qualifications

• 4–5 years of sales experience in manufacturing, industrial supplies, wholesale distribution, building products, or commercial equipment.

• Experience selling physical products to businesses with recurring purchasing needs.

• Demonstrated experience managing territories generating $500,000 or more in annual sales revenue.

• Familiarity with multi-stakeholder B2B purchasing processes and contract negotiations.

• Experience developing new geographic markets or reactivating dormant customer accounts.

• Associate's or bachelor's degree in Business, Marketing, or a related discipline.

• Familiarity with sales methodologies such as SPIN Selling, Challenger, or solution-based selling.

Additional Requirements

• Ability to work independently while maintaining regular communication with sales leadership.

• Ability to travel locally and regionally, including occasional overnight trips.

• Ability to transport product samples and presentation materials weighing up to 30 pounds, with reasonable accommodation where applicable.

• Ability to attend industry events, customer meetings, and occasional early-morning or evening appointments.