Technical Sales

Job Details:

Location:

Fletcher, North Carolina (Equilibar). Position Type:
Full Time.

Reports to:

Director of Operations.

Richards Industrials, founded in 1961, is a manufacturer of pressure regulators, control valves, and other fluid control products, known 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. 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.

• Empowerment – Employees are our most valuable asset
• Collaboration – Together we achieve more
• Pioneering Spirit – Curiosity and innovation are our driving forces
• Service Mindset – Never stop advocating for the Customer

Outbound Sales Development & Quote Follow‑Up Specialist – responsible for increasing quote‑to‑order conversion and expanding high‑value market opportunities.

• Execute a regimented follow‑up process for prospects who received quotations but have not yet placed an order.
• Use structured phone and 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 shifting
• Determine 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.

• Identify and pursue opportunities similar to promising inbound applications (e.g., food & beverage coating/skid systems, landfill gas, biodigesters, industrial process control).
• Use tools such as Linked In, 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.

• Identify 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.

• Increased conversion of quotes to purchase orders.
• Increased recovered revenue from previously expired quotes.
• Number of qualified outbound conversations completed weekly.
• Number of reactivated customers and renewed quote activity.
• Pipeline growth and documented next steps for active opportunities.
• Improved visibility and process rigor across follow‑up activity.

• 2+ 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 daily.
• Strong communication skills with engineers, purchasing teams, and operations contact.
• Organized, detail‑oriented, and process‑driven—able to work a follow‑up "cadence" consistently.
• Ability to manage multiple opportunities simultaneously and keep organized…