Outside Sales Representative – Channel & Territory Growth

Job Title: Outside Sales Representative – Channel & Territory Growth
Reports to: VP of Business Development
FLSA Status: Full-Time, Exempt
Location: Field-based / Remote (US) with regional territory and HQ office travel to El Segundo CA

Summary/Impact: The Outside Sales Representative will own new account acquisition and territory growth across four priority channels: Universities & Education (nursing, medical, dental, allied health programs and campus retail), Dental practices and DSOs, Dermatology and aesthetic/med-spa groups, and the ASI/Decorator/Promotional Products channel. This is a field-first, relationship-driven sales role built for someone who is comfortable in the car, in the clinic, and on the phone — someone with strong communication skills, real hunting instincts, and a genuine passion for product, service, and growth.

Responsibilities:

Territory & Pipeline Development (field-first)

• Build a named universe of accounts across all four channels — universities/med schools/programs and bookstores, dental practices and DSOs, dermatology/aesthetics groups and med spas, and ASI distributors/decorators — and prioritize by headcount, group affiliation, reorder potential, and OTB

• Own a defined geographic territory: build route plans, book in-person meetings, and drive face-to-face activity as the primary sales motion

• Execute multi-threaded outreach (in-person, call, voicemail, email, LinkedIn, associations, conferences, events); maintain stage exit criteria and next-step SLAs in CRM

• Map buying committees by channel (program directors, deans, clinical ops, procurement, bookstore GMM/DM/Buyer; practice owners, office managers, DSO regional leadership; ASI distributor principals and sales reps) and identify champions and economic buyers

• Maintain precise CRM hygiene: contacts, activity, next steps, stakeholders, stage definitions

Sales Execution

• Own the full cycle: discovery → solution design → samples/fittings → business case (sell-through/WOS/margin) → proposal → negotiation → close → launch

• Design attach plays: program bundles, decoration, partnership sites/portals, sampling kits, and group/practice uniform programs

• Lead on-site fittings, in-service demos, and pre-season line reviews

• Establish and manage replenishment cadence and reorder triggers across accounts

• Develop the ASI/Decorator channel: recruit and enable distributor partners, train their reps on the JAANUU line, support end-client pitches, and manage co-sell opportunities

• Collaborate with Marketing on segment narratives, collateral, events, and follow-up

Licensing, Channel Ops & Compliance

• Navigate licensing; manage artwork submissions, brand guidelines, NIL permissions, and approval timelines

• Ensure retail plumbing: EDI readiness (850/852/846/810), ticketing/UPC/ASN, routing-guide compliance, chargeback prevention

• Enforce MAP/UMP, label-law compliance, distributor terms, and program-specific requirements

• Partner with Customer Service and Operations to protect the post-sale experience: onboarding, portal setup, order accuracy, and issue escalation

Forecasting & Reporting

• Deliver weekly activity dashboards including in-person meeting volume and territory coverage

• Provide monthly forecast by channel with risks/upsides and variance analysis

• Maintain auditable CRM records (call notes, visit recaps, approvals, artwork IDs, attachments) and licensing audit trails

Success Metrics:

• Net New Accounts Added (by channel)

• Archived / Dead Accounts – Rekindled / Engaged

• Current Account – Average Order Volume Increase

• Program Adoption Percentage

• Net New Gross Revenue

• In-Person Meetings and Territory Coverage

• ASI/Decorator Partner Activation and Partner-Sourced Revenue

Requirements/Skills:

• 2–7 years outside/field B2B sales with multi-stakeholder cycles; experience in at least a couple of the following channels: university/education, medical/dental practices, or apparel/uniforms strongly preferred

• Proven cold-calling and cold-walking discipline; pipeline creation from scratch

• Working knowledge of college retail and campus program structures

• Familiarity with dental/DSO and dermatology/aesthetics practice buying behavior

• Familiarity with the ASI/promotional products and decorator ecosystem (distributors, suppliers, end-buyers)

• Familiarity with retailer needs and solutions

• Familiarity with systems like HubSpot CRM (or similar), Google Suite, Microsoft Suite, Tableau BI (or similar)

• Comfortable leading live fittings/demos; can translate product feature into sell-through math and margin outcomes

• Travel-ready 40–50% for territory coverage, fittings, showcases, launches, conferences and events

• Valid driver's license and reliable transportation; ability to travel domestically without restriction

• Knowledge of decorated-apparel specs (embroidery/DTU), Pantone/trim control, and MAP enforcement

• Licensing fluency: CLC/Learfield/Affinity processes, school brand standards, NIL permissions

• Exposure to event commercialisation — popups, trade shows, conferences

Physical Demands and Work Environment:

• Prolonged periods of sitting at a desk and working on a computer (up to 8+ hours per day)

• Frequent use of hands and fingers to type, handle documents, and operate office equipment

• Occasional lifting or carrying of light materials (typically less than 25 pounds), including sample bags, fitting kits, and event materials

• Ability to communicate clearly via phone, video conferencing, and in-person meetings

• Frequent travel is required (domestic and/or international), including standing for extended periods at events or tradeshows, walking through partner facilities, and transporting presentation materials or promotional items

• Ability to operate a motor vehicle or take commercial flights for business-related travel

• This role is typically performed in the field and in an office environment, which may include a home office, shared coworking space, or corporate office setting

• Work may be conducted in varied environments during travel (e.g., conferences, hospitals, clinics, dental and dermatology practices, retail showrooms, decorator facilities, partner sites, universities)

• May occasionally be exposed to loud noise levels in public venues, changing temperatures, or crowded environments during events or field visits