Outside Sales, Outside ​/ Field Sales

PURPOSE OF THE POSITION

The primary objective of the Outside Sales Representative during the initial stages of territory development is to establish a
strong presence in the market, develop relationships with contractors and builders, identify active and upcoming
construction projects, generate qualified opportunities, and build a sustainable sales pipeline.
The representative is expected to be highly active in the field while also taking ownership of qualified opportunities from the
initial RFQ through quoting, customer presentation, follow-up, and ultimately the order. The goal is not simply to maximize
the number of sales calls made. The goal is to create productive customer relationships, develop qualified opportunities,
provide timely and accurate quotes, and convert those opportunities into profitable business.

Face-to-Face Contractor / Builder Visits: 5–8 per day during primary prospecting periods.
Cold Drop-Ins / New Job-Site Stops: 2–4 per day.
Qualified RFQs: 3–5 per week.
Quotes Completed: 100% of qualified RFQs, accurately and in a timely manner.
Quotes Delivered & Reviewed With Client: 100% of qualified quotes whenever practical.
Quote Follow-Up / Next Steps: 100% of active quotes.
New Qualified Contacts / Opportunities:
Consistent weekly growth.
Paradigm Activity & Assignment: 100% completed and assigned to the correct salesperson.
Order / Sales Volume:
Tracked and developed as the pipeline matures.

Target: 5–8 visits per day.
These 5–8 visits should be highly investigated and strategically planned before the day of the visit. The representative
should research the contractor or builder, the company and decision-makers, known or likely active projects, project stage,
current supplier when available, and the reason the visit is a worthwhile opportunity. The goal is to make each visit
purposeful rather than simply making a high number of unplanned calls.
During the initial stages of territory development, the Outside Sales Representative should spend significant time in the field
establishing relationships and developing new business. Visits should include general contractors, builders, framers, roofing
contractors, agricultural/post-frame builders, commercial contractors, metal-building contractors,
lumberyards/building-material suppliers, project managers, estimators, purchasing personnel, owners, and decision-makers.
The purpose of each visit is to introduce the company, establish a relationship, determine current metal requirements and
supplier, understand upcoming projects, identify service/pricing/availability opportunities, obtain decision-maker
information, and establish a specific next step. Each meaningful visit should be documented in Paradigm.

Target: 2–4 per day.
These 2–4 stops are intended to be simple, efficient prospecting opportunities rather than fully scheduled sales calls. A cold
drop-in may simply be a drive‑by sighting of an active job site or storefront that appears to be a potential contractor, builder,
roofer, or other prospect. The representative should make a reasonable effort to identify the contractor or company and
capture useful contact information.
If the day's schedule is tight because of customer meetings, qualified RFQs, quote preparation, quote reviews, or follow-up,
the stop may be limited to quickly documenting the opportunity—for example, taking a photograph of the contractor's
name, company name, or phone number—so that a deeper investigation can be completed later. The purpose is to avoid
passing worthwhile opportunities without capturing them, while keeping the representative focused on higher-value
scheduled work.
These stops should be logged or followed up…