POSITION OVERVIEW
The Outside Sales Representative is a key driver in expanding GFE’s market presence and ensuring sustainable, profitable growth. You will identify new customer opportunities across our three target segments, deepen existing relationships, and contribute strategically to the company’s annual revenue goals.
You operate within GFE’s dual sales pipeline system (Strategic and Tactical tracks) in Odoo CRM, working closely with the Repair Coordinator, who manages quoting and job coordination. This structure lets you stay focused on strategic customer acquisition, relationship development, and pipeline growth.
KEY RESPONSIBILITIES
Business Development & Market Growth
- Prospect and network to identify new customers across industrial/manufacturing plants, municipal accounts, and commercial facilities through cold calls, referrals, inbound leads, industry events, and site visits.
- Build and maintain a robust Strategic pipeline in Odoo CRM — always developing a healthy base of new logo prospects across Stages 1–3 of the Strategic Pipeline.
- Develop and execute strategic territory management plans with targeted prospect lists, outbound messaging, and account prioritization by revenue potential.
- Identify and prioritize large strategic account opportunities as asymmetric growth levers — a single large account can fundamentally change the trajectory of the year.
- Gather and document competitive intelligence, industry trends, and emerging customer needs in Odoo CRM. Share insights with leadership to shape strategic decisions.
Customer Relationship Management & Retention
- Establish rapport with prospects by understanding their equipment challenges, introducing GFE’s capabilities, and consistently seeking ways to improve their equipment’s life.
- Convert prospects to Lifetime Customers by guiding them through the Strategic Pipeline — from initial contact through Vendor Approval, Strategic Opportunity, and Activated Initiative.
- Schedule and lead capability introduction meetings and shop tours. Coordinate GFE shop visits as a key step in building trusted relationships.
- Identify and pursue expansion opportunities within existing accounts (new departments, new service lines). Existing accounts with vendor approval represent the highest-ROI growth activity at GFE.
- Conduct routine account reviews, introduce new services, and ensure customers understand GFE’s full range of capabilities including motor repair, field service, and new equipment sales.
Quoting & Collaboration
- Partner closely with the Repair Coordinator to ensure timely, accurate quoting and to address customer needs through the Tactical Pipeline.
- Follow up on all open quotes within 3 business days. Escalate quotes approaching the 28-day aged threshold immediately — all aged quotes require action.
- Assist in negotiations as needed, addressing objections and working toward positive resolutions that reinforce trust and long-term partnership.
Odoo CRM & Pipeline Management
- Maintain accurate, detailed records of all sales activities, opportunities, and communications in Odoo CRM. Every prospect interaction, stage advance, and contact update belongs in the system same day.
- Manage the Tactical Pipeline (Track 1 — Repair, Track 2 — New Products, Track 3 — Quote-Only) through all stages from Opportunity through Won/Lost, applying correct stage criteria and required fields.
- Participate in the Daily Sales Standup and Weekly Sales Tactical meeting. Come prepared with Odoo pipeline data.
- Forecast future sales and provide regular pipeline updates to the Director of Sales. Flag pipeline health risks before they become revenue gaps.
Market & Professional Development
- Attend industry functions, association events, and trade shows to network, stay informed about market trends, and identify growth opportunities for GFE.
- Maintain current expertise in rotating equipment — motors, pumps, gearboxes — and GFE’s full service capabilities to position yourself as a knowledgeable, trusted partner in every customer conversation.
Qualifications:
- Experience:
- Minimum 2+ years in outside sales with a strong preference for B2B industrial, electrical, or manufacturing sectors. Demonstrated ability to prospect, close deals, and manage long-term customer relationships.
- Education:
- Bachelor’s degree in Business, Marketing, or a related field preferred. Equivalent experience will be considered.
- Skills & Attributes:
- Proven track record in business development, including networking, cold calling, and strategic account planning.
- Customer-obsessed mindset with exceptional relationship-building, negotiation, and communication skills.
- Ability to synthesize market and competitive insights into actionable strategies documented in Odoo CRM.
- Self-motivated, organized, and capable of managing a multi-stage pipeline with consistent discipline.
- Proficiency in CRM software (Odoo Experience a plus) and Microsoft Office Suite.
- Valid driver’s license and reliable transportation. Willingness to travel within the assigned Mid-South territory.
- Must pass background check and pre-employment drug test.
COMPENSATION & BENEFITS
GFE’s compensation plan is designed to reward performance without a ceiling. The plan combines a base salary with commission on both repair & service revenue and new equipment sales, with accelerator tiers that step up above quota. Full plan details — including rates, quota schedule, and all mechanics — are provided in the GFE Sales Compensation Master Policy and your Individual Compensation Addendum at the time of offer.
- Competitive base salary — paid on standard payroll schedule regardless of commission performance.
- Commission on repair & service revenue and new equipment gross profit, with accelerators above quota. No cap on total earnings.
- Commission paid monthly, one month in arrears, with a written statement provided each month.
- Health, dental, and vision insurance.
- Paid time off and holidays.
- Professional development opportunities.
WORK ENVIRONMENT
This role blends fieldwork and office-based tasks. A significant portion of your time is spent visiting customers and prospects at their facilities — often production plants, repair shops, and industrial environments where rotating equipment is operated or serviced. When not in the field, you may work from GFE’s Memphis office or a home office, using Odoo CRM, phone, and video tools to manage your pipeline, coordinate with internal teams, and prepare for customer engagements.
POSITION DETAILS
Reports to: Director of Sales
Number of direct reports: none
Location: Mid-South Territory, Memphis, TN home base
Hours: Full-Time, Field schedule aligned to customer and territory demands
Worker Category: Full-Time
FLSA: Exempt