Outside Sales Representative - Southern Cal

Outside Sales Representative – Southern California

Location: Southern California – Remote / Field-Based
Company: Pioneer Millworks
Reports to: Sales Manager
FLSA Status: Exempt
Worker Category: Full-Time
Pay Range: $100,000-$125,000 base + incentive compensation

Benefits

• Performance-based sales incentives
• Employee ownership through our ESOP
• Company-wide profit sharing when applicable
• 70% company-paid medical coverage
• Dental and vision coverage
• Up to 4% 401(k) Company Match
• Paid holidays, PTO, and Sick Time
• Flexible work schedule
• Company-provided tools and resources to support territory development

Overview

Pioneer Millworks is looking for an experienced, motivated Outside Sales Representative to grow our presence throughout California, Nevada and Hawaii.

This is a relationship-driven sales role for someone who enjoys architecture, design, and construction. The Sales rep will help architects, interior designers, custom home builders, developers, contractors, and homeowners select distinctive wood siding, flooring, and paneling for high-end residential and commercial projects.

This position will be responsible for developing and managing your territory—from identifying new opportunities and building relationships to helping clients navigate product selection, specifications, samples, pricing, and ultimately closing the sale.

Our ideal candidate is equally comfortable walking into an architecture firm, meeting a builder on a jobsite, presenting materials to a design team, or developing relationships at an industry event. This candidate should be curious, confident, organized, persistent, and genuinely interested in helping people create remarkable spaces.

The Outside Sales Representative will be expected to own their territory, develop a pipeline, and be accountable for generating and closing sales.

Territory Development & Sales

• Collaborate with leadership to design and execute a sales strategy for the Southern California territory, with an emphasis on the region’s architecture, design, custom residential, and luxury construction markets.
• Prospect for and develop new relationships with architects, interior designers, custom home builders, developers, contractors, and other industry professionals.
• Manage opportunities throughout the complete sales cycle—from initial introduction and product discovery through specification, quoting, follow-up, and close.
• Develop a strong pipeline of projects and consistently work toward established sales and revenue goals.
• Prioritize and punctually respond to a generous stream of inbound leads.
• Identify high-value firms, projects, and market segments where Pioneer Millworks products are a strong fit.
• Conduct regular in-person visits with architecture firms, design studios, builders, contractors, jobsites, and clients throughout the territory.
• Build long-term relationships that generate repeat business, referrals, and specifications.
• Maintain consistent follow-up on active opportunities and prospective projects.
• Work closely with internal sales support, estimating, samples, production, and other teams to deliver an exceptional customer experience.

Architectural & Design Community

• Develop strong relationships within Southern California’s architecture and design community.
• Schedule and conduct product presentations, lunch-and-learns, material reviews, library updates, and one-on-one meetings with architects and designers.
• Help design professionals identify appropriate products, species, finishes, profiles, and applications for their projects.
• Provide samples, technical information, project imagery, specifications, and other resources that make Pioneer Millworks easy to specify.
• Develop relationships early in the design process and remain engaged as projects move from concept through construction.
• Become a trusted resource for architects, designers, builders, and contractors seeking distinctive and sustainable wood materials.

Business Development & Networking

• Represent Pioneer Millworks at relevant trade shows, conferences, AIA events, builder association meetings, design events, networking opportunities, and other industry gatherings.
• Develop meaningful professional relationships and identify partnership opportunities with complementary manufacturers, showrooms, dealers, contractors, and industry organizations.
• Generate and qualify leads through strategic prospecting, referrals, networking, project research, and market development.
• Coordinate timely follow-up with prospective clients, referral partners, and project stakeholders.

Brand Representation & Market Development

• Serve as a knowledgeable and enthusiastic ambassador for Pioneer Millworks and our products.
• Communicate the craftsmanship, sustainability, provenance, performance, and design possibilities behind our materials.
• Develop a strong understanding of our reclaimed and sustainably harvested wood flooring, siding, and paneling collections.
• Stay informed about architectural and design trends, competitive products, construction activity, and emerging opportunities within the territory.
• Provide feedback to sales and marketing leadership about customer needs, competitive activity, product opportunities, and market conditions.
• Support trade shows, presentations, events, and other market-facing initiatives within the territory and beyond as needed.

CRM & Pipeline Management

• Maintain accurate and timely records of leads, contacts, opportunities, activities, and follow-up within Salesforce.
• Actively manage your sales pipeline and prioritize opportunities based on project timing, potential value, and likelihood to close.
• Maintain visibility into upcoming projects and expected revenue.
• Provide regular updates on territory activity, pipeline development, forecasts, opportunities, and challenges.

What We’re Looking For

• Demonstrated success in outside sales, business development, architectural sales, or another relationship-driven sales environment.
• Strong interpersonal and communication skills with the confidence to develop relationships with architects, designers, builders, contractors, and sophisticated clients.
• Proven ability to prospect, develop opportunities, and close business.
• Ability to independently manage a geographic territory and prioritize a large number of relationships and opportunities.
• Strong presentation skills and the ability to communicate both technical product information and design concepts.
• Excellent organizational skills, attention to detail, and follow-through.
• Comfortable working independently in the field while collaborating closely with a national sales and support team.
• Experience using Salesforce or another CRM to manage contacts, activities, opportunities, and pipeline.
• Ability and willingness to travel regularly throughout the territory, with occasional travel outside the territory for company meetings, training, and industry events.
• Valid driver's license and ability to conduct regular field sales activities.

Preferred Experience

We’re especially interested in candidates with experience in one or more of the following:

• Architectural or design-driven building material sales
• Wood flooring, siding, cladding, paneling, millwork, or related architectural products
• Custom and luxury residential construction
• Architecture or interior design
• High-end building products, finishes, fixtures, or furnishings
• Working with architects and designers through the specification process
• Existing relationships within Southern California’s architecture, design, builder, or construction communities

The Person Who Will Thrive Here Will Be:

• Relationship-driven — Enjoy getting to know people and becoming a resource they want to work with again.
• A proactive hunter — Don't wait for leads to arrive; actively seek out firms, projects, and opportunities.
• Consultative — Ask good questions, listen carefully, and help clients find the right solution rather than simply selling a product.
• Design-minded — Appreciate architecture, materials, craftsmanship, and the details that make a project exceptional.
• Persistent — Understand that architectural sales can have a long sales cycle and know how to stay engaged without becoming intrusive.
• Accountable — Be comfortable owning a territory, maintaining a pipeline, and being responsible for achieving sales goals.
• Organized — Understand that great relationship-building still requires disciplined CRM use, follow-up, forecasting, and planning.
• Curious — Have the desire to understand how products are made, how buildings come together, and why one solution works better than another.
• Authentic — Have the ability to build relationships with sophisticated clients without relying on a scripted sales approach.

About Pioneer Millworks

For more than 30 years, Pioneer Millworks has been creating distinctive wood flooring, siding, paneling, and custom wood products for residential and commercial projects across the country.

We believe great materials should have a story, and our team shares that story with our clients.

Our work can be found in exquisite homes, restaurants, hospitality spaces, workplaces, retail environments, and architectural projects throughout North America.

Pioneer Millworks is part of New Energy Works, a 100% employee-owned company Employee Stock Ownership Plan (ESOP) built around a triple-bottom-line philosophy that places equal importance on people, planet, and profit.

Through our ESOP, employees receive ownership shares over time, allowing them to build meaningful long-term wealth while contributing to the success of the company.

When the company succeeds, our employee-owners benefit directly.

Join Us

If you love architecture and design, enjoy developing relationships, and want to represent products with craftsmanship, character, and a compelling sustainability story, we'd like to hear from you.

Our team includes craftspeople, designers, engineers, sales professionals, carpenters, and makers who share an appreciation for thoughtful design and exceptional craftsmanship.

Pioneer Millworks and New Energy Works actively seek to build an inclusive and diverse workplace where people from all walks of life are welcomed. We are an equal opportunity employer.