Sales job descriptions

What is a Field Sales (Outside Sales) Representative?

A Field Sales (Outside Sales) Representative is a revenue-generating professional who conducts business primarily outside the office, visiting clients at their locations to build relationships, understand needs, and present tailored solutions. Unlike inside sales roles that operate remotely, this position requires extensive travel within a designated territory to maintain face-to-face interactions, which are crucial for closing complex deals and securing long-term partnerships. These representatives serve as the physical embodiment of their company's brand and values in the marketplace.

What does a Field Sales (Outside Sales) Representative do?

Field Sales Representatives proactively identify and pursue new business opportunities through cold calling, networking, and referrals within their assigned territory. They conduct in-person meetings with potential and existing clients to understand business challenges, demonstrate product value, and negotiate contracts. Key responsibilities include managing the entire sales cycle from prospecting to closing, maintaining accurate records in CRM systems, collaborating with internal teams to address client needs, and achieving quarterly sales targets. They also provide market intelligence back to their organization regarding competitor activities and customer feedback.

Job Overview

As a Field Sales (Outside Sales) Representative, you will be responsible for driving revenue growth by developing new business opportunities and maintaining relationships with existing clients across your assigned territory. This role requires extensive travel within the region to meet with prospects, demonstrate product value, and close deals. The ideal candidate will be a self-motivated hunter with proven ability to build pipeline and exceed sales targets in a competitive market environment.

Field Sales (Outside Sales) Representative responsibilities include:

1. Prospect and generate new business opportunities through cold calling, networking, and territory management 2. Conduct face-to-face meetings with potential clients to understand their needs and present tailored solutions 3. Develop and maintain a robust sales pipeline using CRM tools (Salesforce, HubSpot) 4. Achieve and exceed monthly/quarterly sales quotas and KPIs 5. Negotiate contracts and close deals with clients across various industries 6. Collaborate with internal teams (marketing, product, customer success) to ensure client satisfaction 7. Attend industry events and trade shows to build network and generate leads 8. Provide regular sales forecasts and activity reports to sales management

Must-Have Requirements

1. 3+ years of outside sales experience with proven track record of meeting/exceeding quotas 2. Valid driver's license and willingness to travel 50-70% within assigned territory 3. Proficiency with CRM software and sales productivity tools 4. Excellent presentation, negotiation, and closing skills 5. Strong ability to build rapport and establish long-term client relationships 6. Bachelor's degree in Business, Marketing, or related field 7. Experience with full sales cycle management from prospecting to closing

Preferred Qualifications

1. Experience in [specific industry if provided] or related B2B sales environment 2. Existing network of contacts in the target market/territory 3. Knowledge of consultative selling techniques and complex sales processes 4. Experience selling SaaS, technology solutions, or high-value products/services 5. Background in competitive market environments with longer sales cycles 6. Multilingual capabilities relevant to the territory demographics

Bonus Skills

1. Experience using sales enablement tools (Gong, Outreach, SalesLoft) 2. Certification in professional sales methodologies (SPIN, Challenger, MEDDIC) 3. Proven ability to open new markets or territories for the organization 4. Experience managing accounts with $500K+ annual contract value 5. Background in both hunter and farmer sales roles 6. Awards or recognition for sales performance (President's Club, Top Performer) 7. Experience mentoring or training junior sales team members

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Field Sales (Outside Sales) Representative job description