Outside Sales Representative – Channel & Territory Growth

Job Title: Outside Sales Representative
- Channel & Territory Growth

Reports to: VP of Business Development

FLSA Status: Full-Time, Exempt

Location: Nashville, TN and Boston, MA
- Field based with travel to HQ in El Segundo, CA

• The Base Compensation for this role is $85,000 - $100,000 (determined based on industry experience). This role will also be eligible for a Goal Based Commission Program in addition to Base Compensation.

The Outside Sales Representative will own new account acquisition and territory growth across four priority channels:
Universities & Education (nursing, medical, dental, allied health programs and campus retail), Dental practices and DSOs, Dermatology and aesthetic/med-spa groups, and the ASI/Decorator/Promotional Products channel. This is a field-first, relationship-driven sales role built for someone who is comfortable in the car, in the clinic, and on the phone - someone with strong communication skills, real hunting instincts, and a genuine passion for product, service, and growth.

• Build a named universe of accounts across all four channels — universities/med schools/programs and bookstores, dental practices and DSOs, dermatology/aesthetics groups and med spas, and ASI distributors/decorators — and prioritize by headcount, group affiliation, reorder potential, and OTB
• Own a defined geographic territory: build route plans, book in-person meetings, and drive face-to-face activity as the primary sales motion
• Execute multi-threaded outreach (in-person, call, voicemail, email, Linked In, associations, conferences, events); maintain stage exit criteria and next-step SLAs in CRM
• Map buying committees by channel (program directors, deans, clinical ops, procurement, bookstore GMM/DM/Buyer; practice owners, office managers, DSO regional leadership; ASI distributor principals and sales reps) and identify champions and economic buyers
• Maintain precise CRM hygiene: contacts, activity, next steps, stakeholders, stage definitions

• Own the full cycle: discovery → solution design → samples/fittings → business case (sell-through/WOS/margin) → proposal → negotiation → close → launch
• Design attach plays: program bundles, decoration, partnership sites/portals, sampling kits, and group/practice uniform programs
• Lead on-site fittings, in-service demos, and pre-season line reviews
• Establish and manage replenishment cadence and reorder triggers across accounts
• Develop the ASI/Decorator channel: recruit and enable distributor partners, train their reps on the JAANUU line, support end-client pitches, and manage co-sell opportunities
• Collaborate with Marketing on segment narratives, collateral, events, and follow-up

• Navigate licensing; manage artwork submissions, brand guidelines, NIL permissions, and approval timelines
• Ensure retail plumbing: EDI readiness (850/852/846/810), ticketing/UPC/ASN, routing-guide compliance, chargeback prevention
• Enforce MAP/UMP, label-law compliance, distributor terms, and program-specific requirements
• Partner with Customer Service and Operations to protect the post-sale experience: onboarding, portal setup, order accuracy, and issue escalation

• Deliver weekly activity dashboards including in-person meeting volume and territory coverage
• Provide monthly forecast by channel with risks/upsides and variance analysis
• Maintain auditable CRM records (call notes, visit recaps, approvals, artwork IDs, attachments) and licensing audit trails

• Net New Accounts Added (by channel)
• Archived / Dead Accounts
  - Rekindled / Engaged
• Current Account – Average Order Volume Increase
• Program Adoption Percentage
• Net New Gross Revenue
• In-Person Meetings and Territory Coverage
• ASI/Decorator Partner Activation and Partner-Sourced Revenue

• 2-7 years outside/field B2B sales with multi-stakeholder cycles; experience in at least a couple of the following channels: university/education, medical/dental practices, or apparel/uniforms strongly preferred
• Proven cold-calling and cold-walking discipline; pipeline creation from scratch
• Working knowledge of…