Outside Sales Representative

Description

At Fencing Supply Group (FSG), our Outside Sales Representatives are at the heart of our growth. They are the face of FSG in the market—building trusted relationships, solving real customer challenges, and driving profitable growth across their territories.

Formed through the combination of Merchants Metals and Binford Supply, and expanded through strategic acquisitions, FSG is now the leading North American distributor of fencing products, serving residential, commercial, industrial, and infrastructure customers across 34 states.

Position Summary - South Region

The Outside Sales Representative is responsible for managing and growing a defined customer portfolio and prospect base through regular field engagement, relationship development, and solution-based selling. This role partners closely with branch operations, inside sales, and functional support teams to ensure customers receive responsive service, reliable delivery, and competitive solutions.

The Outside Sales Representative is a primary growth driver for FSG, responsible for expanding market share, strengthening customer relationships, and delivering profitable sales growth within an assigned territory. This role serves as the face of FSG in the market, building trust with contractors, identifying opportunities, and positioning FSG as a long-term partner.

Success in this role requires strong sales discipline, market knowledge, follow-through, and the ability to balance growth, margin, and customer satisfaction.

Our Outside Sales Representatives are primary growth drivers. They expand market share, deepen contractor partnerships, and execute our 80/20 philosophy—focusing on the customers, products, and opportunities that make the greatest impact.

What Success Looks Like

• Growing revenue and margin within your territory
• Building long-term, trust-based customer relationships
• Expanding wallet share and winning new business
• Disciplined pipeline management and forecasting
• Strong collaboration with branch and operations teams

Key Responsibilities

1. Sales Growth & Territory Management

• Manage and grow a defined book of business through proactive field engagement.
• Identify, pursue, and close new business opportunities aligned with FSG’s growth strategy.
• Develop territory plans that prioritize high-impact customers, projects, and products.
• Achieve or exceed assigned sales, margin, and growth targets.

2. Customer Relationship Management

• Build long-term relationships with contractors, estimators, project managers, and decision-makers.
• Act as a trusted advisor by understanding customer needs, project pipelines, and business challenges.
• Resolve customer issues in partnership with branch and operations teams to ensure a positive experience.

3. Pricing, Margin & Deal Management

• Execute pricing strategies that balance competitiveness with profitability.
• Collaborate with leadership to structure deals aligned with margin expectations.
• Monitor account performance and take action to address margin erosion or volume risk.

4. Sales Execution & Forecasting

• Maintain accurate CRM activity, pipeline tracking, and forecasting.
• Provide timely and reliable sales forecasts and market intelligence.
• Execute disciplined follow-up on quotes, projects, and opportunities.

5. Cross-Functional Collaboration

• Partner with Inside Sales, Branch Operations, Supply Chain, and Credit to deliver on customer commitments.
• Coordinate with branch teams to ensure product availability, delivery performance, and transaction accuracy.
• Support new product launches, promotions, and strategic initiatives.

6. Market Presence & Brand Representation

• Represent FSG professionally in the local market and at customer job sites.
• Stay informed on market trends, competitor activity, and customer dynamics.
• Reinforce FSG’s reputation for reliability, expertise, and service.

Requirements

Qualifications & Experience

• High School Diploma or GED required; post-secondary education preferred.
• Proven experience in outside sales, B2B sales, or account management (building materials or industrial distribution preferred).
• Demonstrated ability to manage a territory and grow revenue and margin.
• Strong negotiation, communication, and relationship-building skills.
• Proficiency with Microsoft Office and CRM tools.
• Willingness and ability to travel daily within assigned territory.

Critical Competencies for Success

• Customer Focus: Builds trust-based, long-term relationships.
• Sales Drive & Tenacity: Persistent, results-oriented, and competitive.
• Communication: Clearly conveys value propositions and solutions.
• Business Acumen: Understands margin, pricing, and profitability drivers.
• Planning & Organization: Manages time, territory, and pipeline effectively.
• Collaboration: Works seamlessly with branch and functional partners.
• Accountability: Owns results and follows through on commitments.