Description

Position Purpose

The Outside Sales Representative is responsible for driving commercial growth within an assigned territory by developing new business, expanding existing accounts, and increasing Plimpton & Hills’ market share across plumbing, HVAC, heating, and industrial product lines, with a primary focus on commercial customers and applications. This role owns territory performance and is accountable for revenue growth, gross margin contribution, and building a strong pipeline of commercial opportunities.

As a field-based, customer-facing role, the Outside Sales Representative serves as a trusted partner to contractors, commercial customers, and key accounts while delivering a consultative sales approach that aligns products, solutions, and services to customer needs. Success in this role requires strong market engagement, disciplined execution, and a proactive approach to identifying and converting new business opportunities.

Company Overview:

Plimpton & Hills Corporation is a leading distributor of plumbing, heating, HVAC, and industrial products serving contractors, businesses, and homeowners across the Northeast. With multiple branch locations and showrooms, the company is committed to providing quality products, expert support, and reliable service to the professionals and communities we serve.

Essential Functions

Safety & Compliance

Follow all company safety policies and procedures while working in the field, at customer job sites, and during travel
Maintain awareness of job site conditions and operate in a safe and responsible manner at all times
Comply with all company policies, standards, and applicable regulations

Sales Growth & Commercial Performance

Drive revenue growth and gross margin performance within the assigned territory
Develop new business through proactive prospecting and identification of commercial opportunities
Build and maintain a strong pipeline of opportunities to support consistent sales performance
Execute sales strategies aligned with company objectives, including promotions, vendor programs, and targeted growth initiatives
Achieve or exceed established sales goals on a monthly, quarterly, and annual basis
Follow up on quotations and proposals to drive conversion and close business

Territory & Account Management

Manage and grow a portfolio of commercial customers, contractors, and key accounts within the assigned territory
Strengthen existing relationships while identifying opportunities to expand account penetration and share of wallet
Identify and engage new customers, including key decision-makers, to expand market presence
Monitor local market conditions, competitive activity, and customer trends, sharing insights with leadership
Maintain accurate and up-to-date customer and opportunity information using CRM and company systems

Field Execution & Customer Engagement

Maintain a consistent and active presence in the field through regular customer visits, job site engagement, and prospecting activity
Apply a consultative sales approach to understand customer needs and recommend appropriate products and solutions
Coordinate with internal teams, including inside sales, purchasing, and operations, to ensure customer needs are met and orders are executed effectively
Stay current on product knowledge across plumbing, HVAC, heating, and related product lines
Deliver a high level of service that supports customer satisfaction, retention, and long-term growth

Success in This Role Looks Like

Consistently achieving or exceeding territory revenue and margin goals
Building and maintaining a strong pipeline of commercial opportunities to support ongoing growth
Expanding existing accounts while successfully developing new customer relationships
Increasing market share within the assigned territory, particularly across commercial segments
Demonstrating consistent field activity, including customer visits, job site engagement, and prospecting
Effectively converting quotes and opportunities into profitable sales
Maintaining accurate and disciplined use of CRM and sales tools to manage customer activity and pipeline
Delivering a high level of service that strengthens customer retention and long-term relationships
Contributing to overall team success through collaboration, communication, and alignment with company sales strategies

Requirements

Experience, Education & Skills

3+ years of outside sales experience in a B2B environment, preferably within plumbing, HVAC, heating, construction, or related distribution industries
Proven ability to develop new business and grow existing accounts within an assigned territory
Strong understanding of commercial sales processes, including prospecting, pipeline development, and closing
Ability to build relationships with contractors, project managers, and key decision-makers
Solid business acumen with an understanding of pricing, margins, and profitable sales growth
Strong organizational skills with the ability to manage time, prioritize activities, and operate independently in a field-based role
Comfortable using CRM systems and sales tools to manage customer activity and pipeline
Valid driver’s license with a clean driving record required
Bachelor’s degree preferred; equivalent industry experience will be considered in lieu of a degree

Physical Requirements

Ability to travel regularly within the assigned territory
Frequently required to sit, stand, walk, and use hands to operate a computer, phone, and other standard office equipment
May occasionally lift or move items up to 25–50 pounds
Work is performed in both office and field environments, including customer sites
Work is performed in both indoor and outdoor environments

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

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