Outside Sales Representative – Commercial Accounts

Description

Position Purpose

The Outside Sales Representative is responsible for driving commercial growth within an assigned territory by developing new business, expanding existing accounts, and increasing Plimpton & Hills’ market share across plumbing, HVAC, heating, and industrial product lines, with a primary focus on commercial customers and applications. This role owns territory performance and is accountable for revenue growth, gross margin contribution, and building a strong pipeline of commercial opportunities.

As a field-based, customer-facing role, the Outside Sales Representative serves as a trusted partner to contractors, commercial customers, and key accounts while delivering a consultative sales approach that aligns products, solutions, and services to customer needs. Success in this role requires strong market engagement, disciplined execution, and a proactive approach to identifying and converting new business opportunities.

Company Overview:

Plimpton & Hills Corporation is a leading distributor of plumbing, heating, HVAC, and industrial products serving contractors, businesses, and homeowners across the Northeast. With multiple branch locations and showrooms, the company is committed to providing quality products, expert support, and reliable service to the professionals and communities we serve.

Essential Functions

Safety & Compliance

• Follow all company safety policies and procedures while working in the field, at customer job sites, and during travel
• Maintain awareness of job site conditions and operate in a safe and responsible manner at all times
• Comply with all company policies, standards, and applicable regulations

Sales Growth & Commercial Performance

• Drive revenue growth and gross margin performance within the assigned territory
• Develop new business through proactive prospecting and identification of commercial opportunities
• Build and maintain a strong pipeline of opportunities to support consistent sales performance
• Execute sales strategies aligned with company objectives, including promotions, vendor programs, and targeted growth initiatives
• Achieve or exceed established sales goals on a monthly, quarterly, and annual basis
• Follow up on quotations and proposals to drive conversion and close business

Territory & Account Management

• Manage and grow a portfolio of commercial customers, contractors, and key accounts within the assigned territory
• Strengthen existing relationships while identifying opportunities to expand account penetration and share of wallet
• Identify and engage new customers, including key decision-makers, to expand market presence
• Monitor local market conditions, competitive activity, and customer trends, sharing insights with leadership
• Maintain accurate and up-to-date customer and opportunity information using CRM and company systems

Field Execution & Customer Engagement

• Maintain a consistent and active presence in the field through regular customer visits, job site engagement, and prospecting activity
• Apply a consultative sales approach to understand customer needs and recommend appropriate products and solutions
• Coordinate with internal teams, including inside sales, purchasing, and operations, to ensure customer needs are met and orders are executed effectively
• Stay current on product knowledge across plumbing, HVAC, heating, and related product lines
• Deliver a high level of service that supports customer satisfaction, retention, and long-term growth

Success in This Role Looks Like

• Consistently achieving or exceeding territory revenue and margin goals
• Building and maintaining a strong pipeline of commercial opportunities to support ongoing growth
• Expanding existing accounts while successfully developing new customer relationships
• Increasing market share within the assigned territory, particularly across commercial segments
• Demonstrating consistent field activity, including customer visits, job site engagement, and prospecting
• Effectively converting quotes and opportunities into profitable sales
• Maintaining accurate and disciplined use of CRM and sales tools to manage customer activity and pipeline
• Delivering a high level of service that strengthens customer retention and long-term relationships
• Contributing to overall team success through collaboration, communication, and alignment with company sales strategies

Requirements

Experience, Education & Skills

• 3+ years of outside sales experience in a B2B environment, preferably within plumbing, HVAC, heating, construction, or related distribution industries
• Proven ability to develop new business and grow existing accounts within an assigned territory
• Strong understanding of commercial sales processes, including prospecting, pipeline development, and closing
• Ability to build relationships with contractors, project managers, and key decision-makers
• Solid business acumen with an understanding of pricing, margins, and profitable sales growth
• Strong organizational skills with the ability to manage time, prioritize activities, and operate independently in a…