Outside Sales - New Business Development

Outside Sales - New Business Development

Reports To:

VP of Sales

Job Purpose:

The Key Accounts (Business Development) team drives new business growth by identifying, prospecting, and securing customers. Acting as a “hunter,” this role builds relationships with target accounts, converts competitive opportunities, and manages early-stage development until an Account Manager provides ongoing support. Success requires consultative selling—evaluating operations, identifying inefficiencies, and recommending solutions that reduce downtime, improve throughput, and increase end‑user profitability. The Key Accounts Representative may stay engaged to pursue additional competitive wins.

• Identify and research potential customers through market intelligence, referrals, and CRM tools (Proton).
• Prospect, cold call, and schedule discovery meetings with decision‑makers at target accounts.
• Conduct needs assessments and operational reviews to understand customer processes, downtime risks, and productivity challenges.
• Recommend Richards Supply solutions and programs designed to improve efficiency, reduce costs, and drive customer profitability.
• Present Richards Supply offerings in a consultative, value‑focused manner that emphasizes problem‑solving and ROI.
• Develop and manage early‑stage customer relationships, ensuring smooth onboarding and initial order execution.
• Transition established customers to an Account Manager (“farmer”) for long‑term support while remaining engaged for competitive conversions and growth.
• Use Proton (CRM) and Profit
  21 (ERP) for activity tracking, quoting, pipeline management, and forecasting.
• Collaborate with Inside Sales, Inventory, and Customer Service teams to ensure high service levels for new accounts.
• Continuously monitor competitor activity and proactively pursue opportunities to displace competitors.

• Be On Time – Respond promptly to new lead inquiries and customer requests; execute time and territory planning; maintain consistent weekly activity levels.
• Do It Right – Accurately document customer interactions, opportunities, and pipeline stages in CRM; conduct thorough customer evaluations and present accurate recommendations that align with Richards Supply’s capabilities; provide customers with accurate, timely product and program information that demonstrates operational value.
• Work As One – Partner with Account Managers to ensure seamless customer handoff; collaborate with Inventory and Purchasing to set up stock items that support new customer programs; share customer feedback and operational insights with Sales Leadership and peers to strengthen team strategy.

• Required
  • Proven experience in new business and territory development.
  • Strong prospecting, cold calling, and negotiation skills.
  • Proficiency in CRM systems (Proton preferred) and ERP tools (Profit
    21 preferred).
  • Excellent communication, presentation, and relationship‑building skills.
  • Valid driver’s license and ability to travel daily within assigned territory.
• Preferred
  • Industrial distribution, MRO, or safety supply sales experience.
  • Knowledge of Richards Supply product lines and supplier programs.
  • Track record of competitive conversions and exceeding sales targets.

• Regular driving within territory and occasional overnight travel.
• Exposure to hot and cold work environments and inclement weather.
• Ability to lift up to 25 lbs. for product demonstrations or trade shows.
• Prolonged periods of standing or walking during customer visits, trade events, or facility tours.

• Primarily field‑based with daily travel to customer sites, industrial facilities, and offices.
• Regular use of laptop, CRM/ERP software, and mobile phone for communication and reporting.
• Occasional work in warehouse/industrial environments, requiring safety PPE.
• May involve travel to other Richards Supply branches or supplier locations for training and collaboration.