Outside Sales & New Business Development Representative

Description

The Outside Sales & New Business Development Representative is responsible for generating profitable revenue growth by developing new customers, expanding existing accounts, and promoting Standard Calibrations, Inc. (SCI) products, services, and technical solutions.

This is a customer-facing sales and business-development position with a strong emphasis on prospecting, new account development, relationship building, and opportunity creation. The representative will actively engage customers through field visits, scheduled sales calls, facility visits, industry events, trade shows, networking, and other business-development activities.

When not traveling or conducting customer visits, the representative is expected to work from the SCI office in Chesapeake, Virginia, where they will prospect for new business, conduct customer follow-up, develop quotations and proposals, coordinate with internal teams and manufacturers, maintain CRM activity, and advance opportunities through the sales pipeline.

The successful candidate will develop an understanding of SCI's broad portfolio of products and services and use that knowledge to identify customer needs and connect customers with the appropriate SCI resources and solutions.

Roles and Responsibilities

• Develop new business within assigned markets, territories, and strategic accounts through proactive prospecting and customer engagement.
• Identify and pursue new customers, facilities, projects, programs, and sales opportunities.
• Expand relationships and revenue within existing customer accounts by identifying additional product and service needs.
• Conduct regular customer visits, sales calls, facility visits, site surveys, and needs assessments.
• Build relationships with engineering, maintenance, quality, procurement, operations, facilities, reliability, and other customer decision-makers and influencers.
• Promote SCI's portfolio, including instrumentation and controls; sensors, transmitters, indicators, and related equipment; test and measurement products; calibration and metrology services; equipment repair and maintenance; field and onsite technical services; cleanroom and controlled-environment services; validation and qualification services; precision and oxygen-service cleaning where applicable; manufacturer and technical solutions represented by SCI; and other applicable SCI products and services.
• Identify customer operational challenges and coordinate appropriate SCI technical resources to develop solutions.
• Generate qualified opportunities and maintain an active sales pipeline sufficient to achieve revenue and gross-margin objectives.
• Prepare and coordinate quotations, proposals, presentations, and other customer-facing sales materials.
• Work closely with SCI Application Engineers, technical personnel, operations, service teams, management, manufacturers, and suppliers to develop competitive customer solutions.
• Serve as a primary commercial point of contact throughout the sales process.
• Negotiate pricing, commercial terms, scope, and other sales requirements within established company guidelines.
• Maintain consistent follow-up on quotations, proposals, opportunities, and customer requests.
• Support post-sale communication and help ensure successful transition of awarded work to SCI operations and technical teams.
• Maintain accurate customer, contact, opportunity, activity, forecast, and pipeline information within SCI's CRM and other designated systems.
• Participate in trade shows, conferences, industry events, customer meetings, and other business-development activities as assigned.
• Identify market trends, competitor activity, emerging customer requirements, and potential new markets or strategic accounts.
• Support SCI strategic growth initiatives and market-development programs.

New Business Development Expectations

New Business Development is a core responsibility of this position.

The representative is expected to consistently identify and develop new revenue opportunities rather than relying primarily on existing accounts or inbound sales activity. This includes researching prospective customers, identifying appropriate contacts, initiating outreach, scheduling customer meetings, conducting facility visits, developing relationships, and converting qualified prospects into active SCI customers.

Business-development activity should include both field-based customer engagement and structured office-based prospecting and follow-up.

The representative will work with SCI management to identify priority markets, strategic accounts, geographic territories, products, services, and business-development campaigns.

Office & Field Expectations

This position combines outside sales activity with regular office-based business development. 

Customer travel should be driven by defined sales objectives, including prospecting, account development, customer meetings, facility visits, opportunity development, project support, trade shows, and industry events. 

Office-based activities include prospect and account research; new customer outreach; telephone and email prospecting; appointment scheduling; customer follow-up; quote and proposal development; pipeline management; CRM documentation; sales forecasting; manufacturer and vendor coordination; internal sales and technical meetings; strategic account planning; trade show and customer-visit preparation; and post-visit and post-event follow-up.

Requirements

Education/Training Requirements

• Bachelor's degree in Engineering, Industrial Technology, Business, Sales, or a related field.
• Equivalent military technical training, technical sales experience, or relevant industry experience will be considered.
• Minimum of 3-5 years of experience in outside sales, industrial sales, technical sales, business development, or consultative selling.
• Experience developing new customer accounts and generating business through proactive prospecting strongly preferred.
• Working knowledge of instrumentation, controls, automation, calibration, test and measurement equipment, electrical systems, industrial processes, or technical services is preferred.
• Experience selling into industrial, maritime, shipbuilding, defense, government, commercial, manufacturing, or other technical customer environments is beneficial.
• Proficiency with Microsoft Office and CRM systems.
• Excellent written, verbal, interpersonal, and presentation skills.
• Strong organizational, negotiation, follow-up, and relationship-development skills.
• Ability to work independently while coordinating effectively with technical and operational teams.
• Must be able to pass a pre-employment drug screen.
• Must meet applicable background and access requirements for military bases, shipyards, government facilities, and customer sites.

Key Competencies

New Business Development; Outside Sales; Prospecting and Lead Generation; Consultative and Solution Selling; Account Development; Customer Relationship Management; Technical Product and Service Sales; Opportunity and Pipeline Management; Proposal and Quotation Development; Negotiation; Strategic Account Development; Cross-Selling; Project and Internal Team Coordination; Communication and Presentation; Problem Solving; Follow-Through and Accountability.

Performance Expectations

• Achievement of annual revenue and gross-margin objectives.
• Development of new customer accounts and growth of existing strategic accounts.
• Generation of qualified new opportunities and maintenance of an active, appropriately sized sales pipeline.
• Consistent customer meetings, facility visits, prospecting, and meaningful sales activity.
• Quote and proposal activity, conversion, and timely follow-up on opportunities and customer requests.
• Accuracy and completeness of CRM information and sales forecasts.
• Customer retention and relationship development.
• Contribution to SCI strategic growth initiatives.

Additional Requirements

• Proficiency with Microsoft Office, CalCloud, X3, CRM, Smartsheets, and applicable operational reporting software.
• Strong judgment, integrity, accountability, organizational discipline, and executive-ready communication.
• Pass a pre-employment drug screen.
• Pass a pre-employment background check – for base/shipyard access and/or handling of Confidential Unclassified Information (CUI).
• Safe driving record in order to qualify for company insurance coverage.

Travel

Approximately 25% travel is anticipated. Travel will primarily consist of customer meetings, prospect visits, facility assessments, sales calls, trade shows, conferences, training, and other business-development activities. Travel will generally be local or regional, although occasional overnight or extended travel may be required.

Environment

This position operates in both office and customer-site environments. The representative will regularly interact with industrial, maritime, commercial, government, defense, manufacturing, and other technical customers. Customer visits may include shipyards, manufacturing facilities, laboratories, utilities, construction sites, controlled environments, and other industrial locations.

Safety

It is SCI's policy to require safe operations and practices from all employees and to ensure a safe working environment.

Appearance

• Business casual or better to include SCI-branded attire as appropriate to duties, travel and events.

Physical Requirements

• Ability to travel to and navigate customer facilities and industrial environments.
• Ability to walk extended distances and climb stairs during customer visits and facility assessments.
• Ability to comply with applicable customer-site PPE requirements.
• Ability to occasionally lift and carry sales materials, demonstration equipment, or product samples weighing up to 25 pounds..

AAP/EEO Statement

Standard Calibrations, Inc. is committed to equal employment opportunity. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, sex, disability, protected veteran status, or any other basis protected by applicable federal, state, or local law.

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Salary: $85,000 - $120,000, DOE