Outside Sales Representative

DLT Air, a division of D.L. Thurrott, specializes in delivering complete compressed air solutions for industrial facilities across New England. With decades of expertise, we offer high-performance air compressors, dryers, filtration systems, and turnkey services designed to maximize efficiency and uptime. From system design and installation to preventative maintenance and emergency support, DLT Air is your trusted partner for reliable, energy-efficient compressed air operations.

Visit our Website: airenergy.com

Summary

The Outside Sales Representative is responsible for driving profitable growth within an assigned territory by selling compressed air equipment, air treatment products, nitrogen generation systems, and service agreements. This role requires strong technical aptitude, a consultative selling approach, and the ability to partner with customers across industrial environments. The representative will identify opportunities, develop engineered solutions, and ensure long-term customer satisfaction while meeting or exceeding sales targets.

This position will involve selling full-service solutions to customers in addition to growing sales of capital equipment and associated offerings in NY.

Responsibilities

Sales & Revenue Growth

• Identify, pursue, and secure new customers for compressors, dryers, filtration, nitrogen generators, and turnkey system solutions.
• Grow existing accounts through strategic account planning and cross-selling of equipment and service offerings.
• Consistently achieve monthly, quarterly, and annual sales goals.
• Develop detailed territory and funnel plans to grow market share across key industrial segments.

Customer & Application Expertise

• Conduct plant walk-throughs, evaluate customer applications, and understand system requirements (air demand, quality needs, pressure profiles, energy efficiency).
• Provide equipment recommendations and complete system solutions tailored to the customer's operational and financial objectives.
• Deliver product presentations, proposals, and ROI analysis to maintenance leaders, plant managers, and executive decision-makers.
• Support customers through the full sales cycle—from opportunity identification to commissioning coordination.

Technical & Product Knowledge

• Maintain strong working knowledge of compressed air systems, including rotary screw, piston, and oil-free compressors, dryers, filtration, condensate management, and nitrogen generation.
• Understand service offerings such as planned maintenance, warranty extensions, audits, leak detection, and equipment upgrades.
• Stay current on industry innovations, competitive product lines, and energy efficiency technologies.

Territory & Pipeline Management

• Develop and execute a structured weekly plan for customer visits, prospecting, and follow-ups.
• Maintain accurate opportunity data, quoting status, and forecasting in CRM.
• Conduct on-site evaluations, energy assessments (when applicable), and coordinate air audits with internal technical teams.
• Attend industry events, trade shows, and customer training to expand pipeline and market presence.

Cross-Functional Collaboration

• Work closely with service teams to ensure excellent post-sale support and promote maintenance agreements.
• Partner with inside sales, engineering, and operations to deliver accurate quotes, equipment sizing, and project execution.
• Engage with marketing to support lead generation efforts and targeted campaigns.

Qualifications

• 2–5+ years of outside sales experience in industrial equipment, compressed air systems, HVAC, mechanical systems, or similar technical fields.
• Strong mechanical aptitude with the ability to learn complex systems.
• Proven record of meeting or exceeding sales quotas.
• Excellent communication, negotiation, and presentation skills.
• Ability to interpret technical data such as CFM requirements, PSI, dew point, and energy usage.
• Proficiency in CRM software.
• Valid driver’s license and willingness to travel frequently within the territory.

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D.L. Thurrott Air is proud to be part of Flow Control Group (FCG), a leading solutions provider of technically oriented products and services in flow control, fluid handling and process, industrial automation, and life sciences. Through its network of specialized companies across North America, FCG delivers mission-critical products, engineering expertise, and customer solutions to a wide range of industries.

Why Build a Career with Us?

Everyone’s an Owner of the Company Because every team member contributes to Flow Control Group’s success, employees share in that success through a broad-based ownership program available across our portfolio companies.

Competitive Benefits Enjoy a comprehensive benefits package that includes Medical, Dental, and Vision coverage, competitive 401(k) matching, paid time off, holidays, parental leave, wellness resources, and employee referral programs.

The Climb Financial Program Your financial wellbeing matters. Through Flow Control Group’s Climb Financial Program, employees have access to tools and resources designed to support both immediate needs and long-term goals. Programs may include emergency assistance funds, earned wage access, financial coaching, low-cost loan options, retirement planning resources, and opportunities to build long-term wealth through employee ownership.

Training & Development FCG University is available to all employees, offering access to more than 80,000 learning courses to help you build new skills and advance your career.

Career Growth Opportunities With a growing network of brands across North America, Flow Control Group provides opportunities for advancement, cross-functional experience, mentorship, and professional development in a supportive environment where your contributions make an impact.

Equal Opportunity Employer Flow Control Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other legally protected status.