Outside Sales & New Business Development Representative

The Outside Sales & New Business Development Representative is responsible for generating profitable revenue growth by developing new customers, expanding existing accounts, and promoting Standard Calibrations, Inc. (SCI) products, services, and technical solutions.

This is a customer-facing sales and business-development position with a strong emphasis on prospecting, new account development, relationship building, and opportunity creation. The representative will actively engage customers through field visits, scheduled sales calls, facility visits, industry events, trade shows, networking, and other business-development activities.

When not traveling or conducting customer visits, the representative is expected to work from the SCI office in Chesapeake, Virginia, where they will prospect for new business, conduct customer follow-up, develop quotations and proposals, coordinate with internal teams and manufacturers, maintain CRM activity, and advance opportunities through the sales pipeline.

The successful candidate will develop an understanding of SCI's broad portfolio of products and services and use that knowledge to identify customer needs and connect customers with the appropriate SCI resources and solutions.

Roles and Responsibilities

• Develop new business within assigned markets, territories, and strategic accounts through proactive prospecting and customer engagement.
• Identify and pursue new customers, facilities, projects, programs, and sales opportunities.
• Expand relationships and revenue within existing customer accounts by identifying additional product and service needs.
• Conduct regular customer visits, sales calls, facility visits, site surveys, and needs assessments.
• Build relationships with engineering, maintenance, quality, procurement, operations, facilities, reliability, and other customer decision-makers and influencers.
• Promote SCI's portfolio, including instrumentation and controls; sensors, transmitters, indicators, and related equipment; test and measurement products; calibration and metrology services; equipment repair and maintenance; field and onsite technical services; cleanroom and controlled-environment services; validation and qualification services; precision and oxygen-service cleaning where applicable; manufacturer and technical solutions represented by SCI; and other applicable SCI products and services.
• Identify customer operational challenges and coordinate appropriate SCI technical resources to develop solutions.
• Generate qualified opportunities and maintain an active sales pipeline sufficient to achieve revenue and gross-margin objectives.
• Prepare and coordinate quotations, proposals, presentations, and other customer-facing sales materials.
• Work closely with SCI Application Engineers, technical personnel, operations, service teams, management, manufacturers, and suppliers to develop competitive customer solutions.
• Serve as a primary commercial point of contact throughout the sales process.
• Negotiate pricing, commercial terms, scope, and other sales requirements within established company guidelines.
• Maintain consistent follow-up on quotations, proposals, opportunities, and customer requests.
• Support post-sale communication and help ensure successful transition of awarded work to SCI operations and technical teams.
• Maintain accurate customer, contact, opportunity, activity, forecast, and pipeline information within SCI's CRM and other designated systems.
• Participate in trade shows, conferences, industry events, customer meetings, and other business-development activities as assigned.
• Identify market trends, competitor activity, emerging customer requirements, and potential new markets or strategic accounts.
• Support SCI strategic growth initiatives and market-development programs.

New Business Development Expectations

New Business Development is a core responsibility of this position.

The representative is expected to consistently identify and develop new revenue opportunities rather than relying primarily on existing accounts or inbound sales activity. This includes researching prospective customers, identifying appropriate contacts, initiating outreach, scheduling customer meetings, conducting facility visits, developing relationships, and converting qualified prospects into active SCI customers.

Business-development activity should include both field-based customer engagement and structured office-based prospecting and follow-up.

The representative will work with SCI management to identify priority markets, strategic accounts, geographic territories, products, services, and business-development campaigns.

Office & Field Expectations

This position combines outside sales activity with regular office-based business development.

Customer travel should be driven by defined sales objectives, including prospecting, account development, customer meetings, facility visits, opportunity development, project support, trade shows, and industry events.

Office-based activities include prospect and account research; new customer outreach; telephone and email prospecting; appointment scheduling; customer follow-up; quote and proposal development; pipeline management; CRM documentation; sales forecasting; manufacturer and vendor coordination; internal sales and technical meetings; strategic account planning; trade show and customer-visit preparation; and post-visit and post-event follow-up.