Outside Sales - Customer Specialist - Merlo Energy

About The Kendall Group

The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee‑owned company.

Reporting to the Sales Manager, the Customer Specialist is a key member of the Merlo Sales team. The person in this role is responsible for establishing and nurturing relationships with distributors, engineers, and end users. This role involves promoting products or services, understanding client needs, and collaborating with internal teams to meet sales targets. Effective communication, market analysis, and strategic planning are crucial to drive business growth and ensure customer satisfaction.

• Generate profitable orders and meet or exceed annual sales targets
• Create and implement sales strategies for developing your assigned territory
• Establish trust and confidence between Merlo Energy, manufacturers, and customers
• Plan, organize, and execute field activities such as customer visits and walk‑about surveys to achieve maximum productivity
• Monitor all quotations and ensure professional follow‑up to maximize sales
• Analyze unconverted quotations, understand reasons for loss, and recommend improvements
• Regularly review field activities and implement improvements to drive productivity and efficiency
• Search for new prospects to expand the customer base and identify new sales opportunities
• Develop a full understanding of your customer base and stay aware of market activities and competitors
• Identify and convert sales opportunities into orders
• Continually upgrade product knowledge and selling techniques through training and self‑study
• Apply product knowledge by making technical proposals and demonstrating benefits to customers
• Perform other duties as assigned

• Service Excellence
• Results & action oriented
• Accountability & responsibility
• Understanding others & listening
• Teamwork & collaboration
• Priority setting
• Problem solving
• Time management

• 3 years of sales experience
• High School Diploma or equivalent
• Proficiency with MS Office (especially Excel); mechanical aptitude; technical knowledge of institutional systems and applications
• Highly organized; detail‑oriented
• Ability to work well cross‑functionally; excellent customer service; strong presentation skills
• Excellent verbal and written communication; strong negotiating and sales planning skills
• Frequent sitting, driving, and vehicle entry/exit; ability to see, sit, stand, walk, talk, and hear; ability to stand for 8 hours; ability to climb stairs and step ladders, bend, stoop, crouch, and kneel
• Normal office environment with exposure to warehouse, fabrication settings, and moving equipment
• Willing to travel up to 25% with minimal overnight
• Must possess and maintain a valid driver’s license

• Bachelor’s degree in engineering or business

The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.