Outside Sales - New Business Development

Job Description

Job Description

OUTSIDE SALES - NEW BUSINESS DEVELOPMENT

Department : Sales & Customer Service

Reports To : VP of Sales

Job Purpose :

The Key Accounts (Business Development) team drives new business growth by identifying, prospecting, and securing customers. Acting as a “hunter,” this role builds relationships with target accounts, converts competitive opportunities, and manages early-stage development until an Account Manager provides ongoing support. Success requires consultative selling—evaluating operations, identifying inefficiencies, and recommending solutions that reduce downtime, improve throughput, and increase end-user profitability. The Key Accounts Representative may stay engaged to pursue additional competitive wins.

KEY RESPONSIBILITIES

• Identify and research potential customers through market intelligence, referrals, and CRM tools (Proton).
• Prospect, cold call, and schedule discovery meetings with decision-makers at target accounts.
• Conduct needs assessments and operational reviews to understand customer processes, downtime risks, and productivity challenges.
• Recommend Richards Supply solutions and programs designed to improve efficiency, reduce costs, and drive customer profitability.
• Present Richards Supply offerings in a consultative, value-focused manner that emphasizes problem-solving and ROI.
• Develop and manage early-stage customer relationships, ensuring smooth onboarding and initial order execution.
• Transition established customers to an Account Manager (“farmer”) for long-term support while remaining engaged for competitive conversions and growth.
• Use Proton (CRM) and Profit21 (ERP) for activity tracking, quoting, pipeline management, and forecasting.
• Collaborate with Inside Sales, Inventory, and Customer Service teams to ensure high service levels for new accounts.
• Continuously monitor competitor activity and proactively pursue opportunities to displace competitors.

PERFORMANCE STANDARDS

Be On Time

Do It Right

Work As One

CLEAR LINE OF SIGHT

Each role at Richards Supply supports our company goal : earning a “seat at the table” in our customers’ production and planning meetings. This section explains how the Key Accounts team builds customer trust and long-term value.

QUALIFICATIONS

Required

Preferred

Physical Requirements

WORK ENVIRONMENT

Company Description

Richards Supply Co. is a family-owned business based in Waco, TX. We have been providing exceptional products and services to the industrial and contractor markets since 1937. We currently have full-stocking stores servicing the Ft Worth, Temple, and Waco, TX markets.

Richards is an Equal Opportunity Employer

Company Description

Richards Supply Co. is a family-owned business based in Waco, TX. We have been providing exceptional products and services to the industrial and contractor markets since 1937. We currently have full-stocking stores servicing the Ft Worth, Temple, and Waco, TX markets.\r\n\r\nRichards is an Equal Opportunity Employer