Outside Sales Representative - American Fan
Fairbanks Morse Defense, Fairfield, Ohio, United States, 45014
Outside Sales Representative
The Outside Sales Representative is responsible for driving profitable growth across American Fan's product lines through direct customer engagement, strategic territory development, and channel partner management. This role supports both new equipment and aftermarket sales, with a focus on industrial/commercial and government accounts. Success is measured by new bookings, customer retention, and overall market share expansion within the assigned territory. Primary Duties and Responsibilities: Manage and grow an assigned sales territory through face-to-face visits, virtual meetings, and partnership development Develop strong relationships with channel partners (reps, OEMs, distributors) and end users to drive both project and MRO opportunities. Identify and pursue new market segments, target accounts, and project-based business. Build and execute territory plans aligned with company objectives, including forecasting and reporting through CRM. Collaborate with internal team to generate timely, accurate, and competitive proposals. Present product solutions to customers with confidence, demonstrating technical acumen and value-based selling skills. Participate in industry events, conferences, and training to remain current on market trends and customer requirements. Provide regular feedback on market intelligence, competitive activity, and customer needs. Qualifications and Educational Requirements: Bachelor's degree in engineering, Business, or related field preferred. Experience considered in lieu of education requirements. A minimum of 3+ years of outside sales experience in industrial, mechanical, or engineered products. Ability to organize and manage multiple projects simultaneously. Proven track record of meeting or exceeding sales targets Comfortable with 30%-50% travel. Excellent oral and written communication skills. High moral and ethical standards, demonstrating respect for the individual and team, and setting an example for compliance with laws, regulations, and corporate requirements. Strong work ethic and the ability to set and achieve goals. Proven ability to quickly assess complex issues and identify root causes/key success factors. Decision-making skills including knowledge of varying decision-making styles and appropriateness of each balanced with the necessity to escalate to proper channels. The ability to interact with diverse cultures and demonstrate effective communication skills with associates, suppliers and customers in a variety of business functions. Effective in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization. Computer literate in Microsoft Office Software including; Word, Excel, PowerPoint. Desirable: Experience in air movement, HVAC, rotating equipment, or related mechanical systems. Experience working in a matrix organization where influence, indirect leadership and compelling ideas are used to accomplish organizational objectives. Background working with manufacturers' rep networks. Experience working with ERP, CRM and other technology tools.
The Outside Sales Representative is responsible for driving profitable growth across American Fan's product lines through direct customer engagement, strategic territory development, and channel partner management. This role supports both new equipment and aftermarket sales, with a focus on industrial/commercial and government accounts. Success is measured by new bookings, customer retention, and overall market share expansion within the assigned territory. Primary Duties and Responsibilities: Manage and grow an assigned sales territory through face-to-face visits, virtual meetings, and partnership development Develop strong relationships with channel partners (reps, OEMs, distributors) and end users to drive both project and MRO opportunities. Identify and pursue new market segments, target accounts, and project-based business. Build and execute territory plans aligned with company objectives, including forecasting and reporting through CRM. Collaborate with internal team to generate timely, accurate, and competitive proposals. Present product solutions to customers with confidence, demonstrating technical acumen and value-based selling skills. Participate in industry events, conferences, and training to remain current on market trends and customer requirements. Provide regular feedback on market intelligence, competitive activity, and customer needs. Qualifications and Educational Requirements: Bachelor's degree in engineering, Business, or related field preferred. Experience considered in lieu of education requirements. A minimum of 3+ years of outside sales experience in industrial, mechanical, or engineered products. Ability to organize and manage multiple projects simultaneously. Proven track record of meeting or exceeding sales targets Comfortable with 30%-50% travel. Excellent oral and written communication skills. High moral and ethical standards, demonstrating respect for the individual and team, and setting an example for compliance with laws, regulations, and corporate requirements. Strong work ethic and the ability to set and achieve goals. Proven ability to quickly assess complex issues and identify root causes/key success factors. Decision-making skills including knowledge of varying decision-making styles and appropriateness of each balanced with the necessity to escalate to proper channels. The ability to interact with diverse cultures and demonstrate effective communication skills with associates, suppliers and customers in a variety of business functions. Effective in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization. Computer literate in Microsoft Office Software including; Word, Excel, PowerPoint. Desirable: Experience in air movement, HVAC, rotating equipment, or related mechanical systems. Experience working in a matrix organization where influence, indirect leadership and compelling ideas are used to accomplish organizational objectives. Background working with manufacturers' rep networks. Experience working with ERP, CRM and other technology tools.