Strategic Regional Outside Sales Representative

The Strategic Outside Sales Representative is responsible for developing new business opportunities, expanding existing customer relationships, and driving profitable sales growth of automatic door systems, replacement parts, architectural hardware, activation devices, and related solutions throughout North America.

This role is responsible not only for generating revenue, but also for serving as the voice of the customer, identifying growth opportunities, and bringing solutions that improve the customer experience and strengthen Door Controls USA's competitive position.

The Strategic Outside Sales Representative owns the development, growth, and management of assigned territories, target accounts, and vertical markets. The representative is accountable for executing territory plans, identifying growth opportunities, maintaining customer relationships, and achieving revenue, margin, and activity expectations. The successful candidate will embody Door Controls USA's Core Values: Together We Thrive, Do What You Say, Do the Right Thing, Better Every Day, and Get'er Done.

Role is open for in-office at one of our locations, hybrid, or remote.

Essential Duties & Responsibilities

Business Development & Sales Growth

• Develop new customer relationships through prospecting, networking, referrals, and targeted business development activities.
• Identify, qualify, and pursue new revenue opportunities.
• Present and sell company products, services, and solutions through in-person meetings, virtual meetings, and telephone communication.
• Maintain an active pipeline of qualified opportunities.
• Develop account growth strategies that increase customer penetration and share of wallet.
• Consistently advance opportunities through the sales cycle from prospecting through closing.

Customer Relationship Management

• Build and maintain strong relationships with customers, suppliers, and industry partners.
• Conduct regular customer visits, account reviews, and business planning discussions.
• Serve as a trusted advisor by understanding customer challenges and recommending appropriate solutions.
• Resolve customer concerns promptly and professionally.
• Maintain ongoing communication with customers regarding products, services, promotions, and strategic initiatives.
• Proactively identify customer challenges and opportunities.
• Collaborate internally to develop solutions that improve customer outcomes.
• Bring customer feedback, market intelligence, and field observations back to the organization to support continuous improvement.

Account Planning & Analysis

• Analyze customer purchasing trends and sales performance.
• Identify growth opportunities within existing customer accounts.
• Develop account-specific action plans and growth strategies.
• Assist leadership in forecasting and sales planning activities.
• Monitor competitive activity and communicate market intelligence.

Territory & Account Management

• Develop annual territory plans aligned with company growth objectives.
• Maintain documented account plans for strategic customers.
• Identify customer penetration opportunities and share-of-wallet growth initiatives.
• Review account performance quarterly and adjust strategies accordingly.

CRM & Administrative Responsibilities

• Maintain accurate customer records, opportunities, activities, and forecasts within Dynamics 365 CRM.
• Document customer meetings, opportunities, and follow-up actions within 24 hours.
• Complete customer trip reports, expense reports, and sales reporting requirements accurately and on time.
• Utilize company systems and tools to support forecasting, pipeline management, and customer engagement.

Travel & Representation

• Maintain an active travel schedule to support customer development and relationship-building activities.
• Represent Door Controls USA professionally at customer sites, trade shows, industry events, and training programs.
• Prepare and deliver effective customer presentations, product demonstrations, and business reviews.

Continuous Improvement

• Maintain working knowledge of company products, industry standards, market trends, and competitive offerings.
• Participate in ongoing sales, product, and professional development training.
• Recommend improvements to sales processes, customer experience, and business operations.

Voice of Customer

• Gather customer feedback and market intelligence.
• Identify recurring customer pain points.
• Provide recommendations to sales leadership, marketing, product management, and operations to improve customer experience and market competitiveness.

Market Development

• Collaborate with Marketing to identify opportunities for increased market awareness.
• Provide field intelligence regarding competitor activity, customer needs, and market trends.
• Support trade shows, customer events, Lunch & Learns, webinars, and strategic marketing initiatives.

Market Intelligence

• Monitor competitive activity, pricing trends, market developments, and customer needs.
• Provide actionable feedback to leadership to support strategic decision-making.
• Identify emerging opportunities and risks within assigned markets.

Accountability Expectations

• Achievement of assigned revenue and margin goals
• Execution of territory growth plans
• Maintaining an active and healthy sales pipeline
• Accurate forecasting and opportunity management
• Customer responsiveness and issue resolution
• CRM accuracy and reporting compliance
• Effective collaboration with Inside Sales, Customer Service, Technical Support, Marketing, and Operations

Required Skills & Abilities

Exceptional communication and presentation skills.

Strong consultative and relationship-based selling skills.

Excellent interpersonal and customer service abilities.

Strong organizational and time-management skills.

Ability to manage multiple priorities and deadlines.

Strong analytical and problem-solving skills.

Ability to work independently while collaborating across departments.

Proficiency with Microsoft Office Suite and CRM systems.

Professional appearance and customer-facing presence.

Ability to travel extensively.

Education & Experience

Required

Minimum three (3) years of outside sales experience.

Demonstrated success in business development and account management.

Experience managing the full sales cycle from prospecting through close.

Valid driver's license and ability to travel extensively.

Preferred

Experience in the automatic door, commercial construction, building products, security, access control, or architectural hardware industries.

Experience using Microsoft Dynamics 365 CRM or similar systems.

Experience selling technical or industrial products.

Understanding of relationship-based and value-based selling methodologies.