Outside Sales Representative
Overview
Overview
Forza is looking for a driven, relationship-savvy Outside Sales Representative to be our field hunter in the territory — the boots-on-the-ground rep who finds new business, builds it face-to-face, and closes it. This is a true hunting seat: your entire mandate is revenue growth, not account maintenance or margin management, so nothing competes for your attention except winning. You'll own your territory like it's your own business — building your pipeline from scratch, running your own call and visit cadence, and managing every opportunity from first conversation to signed deal in Salesforce. If you thrive on the chase, love being in front of customers more than behind a desk, and want your results to speak for themselves, this is your seat.
Responsibilities
Drive New Business & Territory Growth
- Own total revenue growth within your assigned territory — grow the base and win new logos.
- Build and execute a quarterly territory prospecting plan targeting whitespace accounts and competitive displacement opportunities.
- Hit weekly, monthly, and quarterly revenue targets, reporting progress and forecasts to the National Sales Manager.
- Prospect relentlessly for new end-user and distributor accounts through cold calls, cold visits, and referrals — showing up where the business gets won.
Own the Field
- Run a consistent, high-volume weekly cadence of face-to-face customer and distributor visits across your territory, including regular overnight travel.
- Make daily outbound calls to schedule visits, follow up on open conversations, and stay top of mind with active accounts.
- Meet or exceed weekly field activity targets — visits, calls, and new accounts contacted.
Sell Through Discovery, Not Pitches
- Lead every conversation with curiosity — understand the customer's application and pain points before recommending a solution.
- Use a structured discovery process to qualify opportunities quickly and document key details: application, current solution, timeline, decision authority, and competitive landscape.
- Present recommendations in person and deploy product samples strategically, with clear success criteria and personal follow-through to close.
Own Your Pipeline
- Manage every opportunity independently in Salesforce, from first contact through close — no partner runs your pipeline for you.
- Log new opportunities the same day a qualifying conversation happens, and keep stage, activity, and next steps current at all times.
Collaborate Across the Territory
- Partner with the National Sales Manager on territory priorities and flag strategic or cross-territory leads the same day they arise.
- Coordinate with distributor partners on shared accounts, and follow Forza's pricing guidance, escalating exceptions through the proper channel.
How Success Is Measured
- This role is measured on the metrics you directly control — revenue results and field activity — not company-wide outcomes or gross-profit ownership.
- Territory revenue vs. plan: ≥ 100% of assigned territory revenue plan
- Weekly field activity: On or above defined weekly visit and call minimums
- New opportunity creation: On or above defined weekly opportunity creation target
- Pipeline hygiene & CRM accuracy: Zero opportunities untouched beyond the defined cadence window
- Same-day opportunity entry: 100% of qualifying field conversations logged in Salesforce same day
- Competitive displacement: Tracked and reviewed against territory target
The Forza Standard
- Own the outcome, not just the task — see it through to done.
- Bring a problem with a recommendation, not just a problem.
- Communicate proactively — surface risk and bad news early.
- Hold the standard even when no one is watching.
- Treat teammates, customers, and partners with the same respect, regardless of title.
Qualifications
Required
- A hunter's mentality. You're energized by prospecting and new business development, not just managing what's already on the books.
- Field sales experience and a structured selling approach. Familiarity with a recognized sales methodology (Sandler, SPIN, GAP Selling, Challenger, SPICED, Solution Selling, or similar) is expected; experience with a qualification framework like MEDDICC/MEDDPICC is highly valued.
- Discipline and self-sufficiency. You manage your own calendar, pipeline hygiene, and CRM entry without needing an inside sales partner to hand you leads.
- A problem-first mindset. You ask before you pitch, and you'd rather understand the application than push a product.
- Willingness to travel extensively. This role requires regular overnight travel and up to 75% travel by air and car to cover the territory.
- A collaborative, no-drama attitude. You communicate proactively, surface issues early, and treat customers and teammates with the same respect regardless of title.
Preferred
- Experience selling through distribution or channel partners.
Why This Role
Full ownership of your territory and your results — no micromanagement, no competing priorities. Direct access to the people who engineer your solutions — our in-house R&D and technical teams back you in the field. A company that backs its people the way it backs its products: full strength, no half-measures. The autonomy of running your own book of business, with the support of a 30-year manufacturer behind you.
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