Outside Sales Representative

Job Description

Position Summary

The Outside Sales Representative (OSR) is responsible for driving profitable sales growth by creating demand, identifying new business opportunities, expanding market share, increasing share of wallet, strengthening strategic customer relationships, and growing adoption across the product portfolio. As the face of the organization in the field, the OSR develops a deep understanding of customer needs and provides value-driven solutions that create growth opportunities for both the customer and the business.

This role balances new business development with strategic account expansion, cross-selling complementary products, and long-term territory development. Success requires strong business development skills, a customer-first mindset, commercial acumen, strategic thinking, disciplined sales execution, and the ability to consistently achieve sales objectives while representing the company’s values and brand in the marketplace.

KEY OBJECTIVES AND RESPONSIBILITIES

Primary outcomes: The OSR is accountable for profitable sales growth, customer and market expansion and disciplined territory and opportunity management.

Profitable Sales Growth

• Consistently achieve or exceed sales targets through new business acquisition, growth of existing accounts, increased product penetration, and a strategic product mix that supports sustainable, profitable territory growth.

Business Development & Demand Creation

• Proactively prospect and create demand through lead generation, networking, referrals, industry events, customer outreach, and other business development activities. Qualify, develop, and close new business opportunities.

Customer & Account Growth

• Build trusted advisor relationships with existing and prospective customers, strengthen customer retention, generate referrals, and identify opportunities to increase share of wallet through cross-selling and expansion into additional product categories.

Territory Planning & Data-Driven Execution

• Develop and execute territory and account growth strategies using sales KPIs, CRM insights, pipeline metrics, customer trends and, market and competitive data to prioritize activity, identify whitespace and growth opportunities.

Sales Process & Pipeline Management

• Manage opportunities from prospecting through closing and follow-up. Maintain a healthy pipeline, advance opportunities strategically through sales stages, and ensure accurate CRM documentation, forecasting, and customer activity records.

Consultative Selling & Influence

• Conduct persuasive customer discussions, presentations, and product demonstrations; uncover customer needs; clearly communicate value; handle objections; and negotiate pricing, terms, and commercial solutions within established guidelines, protecting margin and escalating exceptions appropriately

Commercial & Market Management

• Apply knowledge of pricing, margin, profitability, product mix, customer economics, market conditions, and competitive activity to make sound commercial decisions. Monitor and communicate customer and market insights, risks, and emerging opportunities to support broader commercial planning.

Product & Industry Expertise

• Maintain strong knowledge of company products, applications, value propositions, competitive offerings, and industry trends to recommend solutions that meet customer needs and expand product adoption.

Cross-Functional Collaboration & Customer Experience

Take ownership of customer issues by coordinating effectively with internal teams, setting clear expectations, and driving timely resolution. Partner cross-functionally to support customer opportunities, remove barriers, share field insights, and improve execution.

Professional Representation & Travel

• Represent the company professionally throughout the assigned territory and at customer meetings, trade shows, industry events, and national meetings. Travel regularly within the assigned territory, including overnight travel as required.

Qualifications

• Proven success in outside sales, business development, or account management, including prospecting, developing, and closing new business while growing existing customer relationships. Experience within building products, construction, manufacturing, distribution, or a related B2B industry is preferred.
• Demonstrated ability to consistently achieve or exceed sales targets.
• Experience developing and executing territory or account growth strategies.
• Ability to interpret customer, sales, market, and competitive information to identify and prioritize growth opportunities.
• Strong consultative selling, relationship-building, presentation, communication (both oral and written), negotiation, and influencing skills.
• Demonstrated ability to work independently, prioritize activities, maintain strong follow-through, and effectively manage a geographic territory.
• Proficiency with CRM systems, Microsoft Office, Teams, and other sales reporting or customer-management tools.
• Bachelor’s degree in Business, Marketing, or related field is preferred but not required.
• Valid driver’s license with a clean driving record and the ability to travel regularly within the assigned territory, including overnight travel as required.

COMPETENCIES

• Cornerstone Building Brands (CBB) Values and Behaviors & Mindsets - Act consistently with CBB's Values (Safety, Integrity, & Inclusion) and Behaviors & Mindsets (Customer-Centricity, Interconnectedness, Continuous Improvement).
• Resilient – Remains adaptable, persistent and composed through challenges and change.
• Cross-Functional Collaboration – Builds strong partnerships and works effectively across teams.
• Customer Focus – Understands customer needs and builds trusted, growth-oriented relationships.
• Data-Driven Decision Making – Uses data and insights to prioritize opportunities and guide decisions.
• Delivers Results – Demonstrates ownership, urgency and consistent follow-through.
• Influences with Impact – Communicates persuasively to gain alignment and advance opportunities.
• Commercial Acumen – Applies business, market and profitability knowledge to drive growth.
• Product Knowledge – Applies strong product and industry knowledge to deliver customer solutions.
• Sales Process – Executes disciplined prospecting, pipeline, forecasting and territory management.

Additional Information

Region: Newfoundland & Labrador (NL)

Mitten Inc. is also committed to providing an inclusive and barrier free recruitment and selection process. Applicants should advise Human Resources if they require any type of accommodation during the recruitment process