Outside Sales Representative

Job Description

Company Overview

Martin Enclosures has been designing and manufacturing cutting-edge server racks, enclosures, power, and cooling solutions since 1998. We specialize in high-quality off-the-shelf, modified standard, and fully custom enclosures, server racks, and cabinets for a wide range of applications.

Data center and facilities managers with unique requirements trust Martin Enclosures to deliver nonstandard and custom equipment tailored to their specific needs. Unlike suppliers that only offer pre-made stock products, we design and build custom solutions—including racks, enclosures, power systems, and cooling units—to meet each customer’s exact specifications.

Our philosophy is rooted in continuous improvement, manufacturing excellence, and an unwavering commitment to customer satisfaction. We use only the highest quality materials and take pride in crafting every product that bears the Martin name.

Position Summary

The Outside Salesperson is responsible for generating new business and expanding Martin International Enclosures’ market share nationwide. This role is the company’s sole dedicated outside sales position and will focus exclusively on identifying, pursuing, and securing new customers in target markets including business-to-business (B2B), end users, and government entities. The position requires travel, product knowledge, and the ability to navigate technical, long-lead-time sales cycles. The role will also support trade show management and provide feedback for marketing efforts, ensuring alignment with market needs and company growth goals.

Key Objectives

·      Achieve a minimum of $1,000,000 in new gross sales annually.

·      Expand brand recognition and customer base across targeted industries nationwide.

·      Develop and maintain a robust sales pipeline through consistent prospecting, relationship building, and follow-up.

Essential Duties and Responsibilities

·      Identify, qualify, and develop relationships with prospective customers in target market segments.

·      Develop and execute strategic plans to achieve sales targets and expand our customer base.

·      Analyze market trends, client needs, and competitive dynamics to guide sales strategy.

·      Generate leads through direct outreach, networking, referrals, and participation in trade shows/events.

·      Conduct on-site and virtual meetings with prospective clients to assess needs, present solutions, and build relationships.

·      Present quotations for standard and custom products, ensuring technical accuracy and alignment with customer requirements.

·      Negotiate pricing within defined limits, establish delivery timelines in coordination with internal teams, and defer contractual terms to designated company representatives.

·      Track opportunities, proposals, and follow-ups in alignment with company systems and procedures.

·      Travel approximately 25% of the time, including overnight stays, meeting with prospective clients nationwide, and coordinating approved travel schedules efficiently to maximize territory coverage and minimize costs.

·      Collaborate with engineering, production, and customer service teams to ensure seamless project handoffs post-sale.

Required Qualifications

• Experience: Minimum of 3 years in business development or sales, preferably in data center/telecom industry, manufacturing, technical products, or industrial equipment.

• Education: Bachelor’s degree in business, marketing, engineering, or related field ; equivalent experience considered.

• Skills & Abilities:
• Proven track record of meeting or exceeding annual sales quotas.
• Strong technical aptitude and ability to understand custom product specifications.
• Excellent communication, negotiation, and presentation skills.
• Self-motivated, result-oriented, and capable of working independently with minimal supervision.
• Proficiency in Microsoft Office Suite; experience with Sage 100 or similar ERP systems .
• Ability to analyze market trends and use data to inform strategic decisions.
• Ability and willingness to travel up to 30% of the time, including overnight stays.