Outside Sales Representative

DLT Air, a division of D.L. Thurrott, specializes in delivering complete compressed air solutions for industrial facilities across New England. With decades of expertise, we offer high-performance air compressors, dryers, filtration systems, and turnkey services designed to maximize efficiency and uptime. From system design and installation to preventative maintenance and emergency support, DLT Air is your trusted partner for reliable, energy-efficient compressed air operations.

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The Outside Sales Representative is responsible for driving profitable growth within an assigned territory by selling compressed air equipment, air treatment products, nitrogen generation systems, and service agreements. This role requires strong technical aptitude, a consultative selling approach, and the ability to partner with customers across industrial environments. The representative will identify opportunities, develop engineered solutions, and ensure long-term customer satisfaction while meeting or exceeding sales targets.

This position will involve selling full-service solutions to customers in addition to growing sales of capital equipment and associated offerings in NY.

• Identify, pursue, and secure new customers for compressors, dryers, filtration, nitrogen generators, and turnkey system solutions.
• Grow existing accounts through strategic account planning and cross-selling of equipment and service offerings.
• Consistently achieve monthly, quarterly, and annual sales goals.
• Develop detailed territory and funnel plans to grow market share across key industrial segments.

• Conduct plant walk-throughs, evaluate customer applications, and understand system requirements (air demand, quality needs, pressure profiles, energy efficiency).
• Provide equipment recommendations and complete system solutions tailored to the customer’s operational and financial objectives.
• Deliver product presentations, proposals, and ROI analysis to maintenance leaders, plant managers, and executive decision-makers.
• Support customers through the full sales cycle—from opportunity identification to commissioning coordination.

• Maintain strong working knowledge of compressed air systems, including rotary screw, piston, and oil‑free compressors, dryers, filtration, condensate management, and nitrogen generation.
• Understand service offerings such as planned maintenance, warranty extensions, audits, leak detection, and equipment upgrades.
• Stay current on industry innovations, competitive product lines, and energy efficiency technologies.

• Develop and execute a structured weekly plan for customer visits, prospecting, and follow‑ups.
• Maintain accurate opportunity data, quoting status, and forecasting in CRM.
• Conduct on-site evaluations, energy assessments (when applicable), and coordinate air audits with internal technical teams.
• Attend industry events, trade shows, and customer training to expand pipeline and market presence.

• Work closely with service teams to ensure excellent post-sale support and promote maintenance agreements.
• Partner with inside sales, engineering, and operations to deliver accurate quotes, equipment sizing, and project execution.
• Engage with marketing to support lead generation efforts and targeted campaigns.

• 2–5+ years of outside sales experience in industrial equipment, compressed air systems, HVAC, mechanical systems, or similar technical fields.
• Strong mechanical aptitude with the ability to learn complex systems.
• Proven record of meeting or exceeding sales quotas.
• Excellent communication, negotiation, and…