What Does An Industrial Sales Representative Do?

WHAT DOES AN INDUSTRIAL SALES REPRESENTATIVE DO?

Published: Aug 25, 2025 - The Industrial Sales Representative identifies and engages prospective clients through networking, cold calling, site visits, and targeted marketing plans. This role involves collaborating with Project Managers on estimates and proposals to secure new business, while actively participating in industry events and networking groups to build customer relationships and understand market needs. The sales representative also develops and implements strategic sales initiatives to promote services, generate leads, and ensure customer satisfaction through consistent follow-up.

A Review of Professional Skills and Functions for Industrial Sales Representative

1. Industrial Sales Representative Details and Accountabilities

Key Account Management: Direct account responsibility for key accounts.
Sales Performance Monitoring: Work within the Key Sales Performance Indicator system and participate in ongoing performance reviews.
Strategic Account Planning: Work with the Canadian Sales Manager, prepare account plans with target accounts, and review and update progress on a quarterly basis.
Professional Development Training: Participate in personal development training and technical training of TEAM’s core business offerings.
Industry Representation: Ensure the company maintains a high profile and professional image through active participation in industry associations and trade shows.
Sales Meeting Participation: Participate in regular sales meetings.
Operational Efficiency Improvement: Work to eliminate obstacles that hinder productivity and promote effective sales operations.
Crisis Management Support: Active involvement in crisis management and operational productivity issues, i.e., service issues, customer complaints, and emergency customer visits.
Process Improvement Communication: Communicate suggestions for improvement on a regular basis and participate in implementation.
Sales Forecast Preparation: Assist in the preparation of quarterly sales forecasts.
Product Development Support: Recommend and assist in the development of new product lines and principal relationships.

2. Industrial Sales Representative Overview

Expense Reporting Compliance: Submit expenses using the required format on a monthly basis.
Customer Account Growth: Grow existing customer accounts and relationships.
New Account Development: Develop and build relationships with new accounts.
Contact Expansion Strategy: Develop additional contacts within existing accounts and increase market share.
Strategic Account Growth: Develop and execute strategies aimed at growing target accounts related to geography, market segment, product line, or account, resulting in revenue growth.
Marketing Support Initiatives: Promote goodwill by supporting marketing initiatives.
Brand Awareness Building: Create more awareness and presence of TEAM’s core business offerings.
CRM System Utilization: Utilize Salesforce.com to track and measure opportunities.
Technical Presentation Delivery: Prepare and present technical presentations on Team Industrial Services products and services.
Professional Conduct Standards: Maintain a professional appearance, demeanor, and attitude at all times.

3. Industrial Sales Representative Role Purpose

Product Upselling: Solicit the sale of new or additional products (upsell).
Market Surveying: Survey potential markets and customers for increased sales.
Quote Preparation: Determine the cost of purchases and issue quotations on a timely basis.
Sales Follow-up: Provide all necessary follow-up, record keeping and expediting.
Product Learning: Continually work at developing product knowledge.
Application Knowledge: Understand and have competency in product application and problem-solving.
Service Coordination: Coordinate technical services to inform customers of new types, specifications and end uses of products.
Competitor Awareness: Learn and know competitive products and companies.
Customer Interaction: Communicate with customers by telephone or in person, and receive orders.

4. Industrial Sales Representative Additional Details

Order Follow-up: Perform the required follow-up to process orders and ensure on-time delivery of products.
Discount Application: Incorporate vendor discounts into the sale.
Vendor Requirements: Responsible for vendor order requirements.
Order Fulfillment: Responsible for satisfying customer orders via Pro-Seal inventory or spot-buys.
Software Utilization: Properly utilize and constantly update knowledge of computer operating software as it relates to all aspects of customer service.
System Understanding: Maintain an understanding of how the operating system drives the activities in the sales effort.
Vendor Tools Usage: Utilize vendor electronic resources for information gathering on products, outstanding orders, entry of orders, product availability and pricing.
Customer Issue Management: Manage customer problems that may arise from the purchase of the product.
Complaint Investigation: Coordinate investigation with manufacturers for customer complaints regarding quality, tolerances, specifications, and the delivered condition of products.

5. Industrial Sales Representative Roles and Details

Complaint Follow-up: Follow up to see if the complaint was resolved to the customer’s satisfaction.
Complaint Forwarding: Forward complaints concerning billing, services rendered, or service failures to designated departments for further follow-up.
Status Communication: Inform all concerned personnel of the status and disposition of the customer complaints and requirements.
Quality Compliance: Work according to the principles and procedures in the Pro-Seal Quality manual.
Process Evaluation: Continually evaluate standard procedures to improve efficiency.
Task Execution: Perform all assigned tasks in a timely manner.
Safe Conduct: Work in a safe and ethical manner, and continually participate as a positive, contributing team member.
Continuous Learning: Achieve self-improvement by attending training sessions, in-service and workshops conducted by Pro-Seal and/or other approved agencies.

6. Industrial Sales Representative Responsibilities

Market Expansion: Grow market share by identifying new business opportunities within the key accounts.
Expense Management: Manage assigned sales activities expenses within the approved budget.
Account Management: Manage assigned key accounts, research and resolve service issues with clients.
Sales Promotion: Promote the sale of the organization’s products within, but not limited to, a geographical area.
Sales Outreach: Make sales calls on existing, potential and targeted customers.
Sales Reporting: Routinely discuss with the Manager sales progress made with existing customers and notify them of captured accounts.
Product Recommendation: Recommend products and applications of products in collaboration with the Manager.
Seal Delivery: Deliver and pick up customer seals that have been or are in need of repair.
Requirement Discussion: Discuss with the customer future requirements.
Problem Solving: Assist in solving problems associated with their pumps and other applications to improve reliability and/or MTBR.
Customer Liaison: Liaise between the customer and the Company, thus settling claims, adjustments and returns of products with customers.

7. Industrial Sales Representative Duties

Quotation Preparation: Prepare formal quotations and recommendations to the assigned customer base on the complete John Crane product line.
EHS Meeting Attendance: Attend customer Environmental, Health and Safety meetings.
EHS Training Support: Assist the Manager in conducting Environmental, Health and Safety training meetings as required by the organization.
Product Repair Service: Perform seal/safety product repairs and service work.
Professional Communication: Communicate in a professional manner within John Crane and the customer through email, telephone, and the written word.
Product Line Support: Provide support for the complete John Crane product line sold by the organization.
Customer Opportunity Review: Discuss with Manager and other district personnel on a routine basis customer problems, opportunities and potential new accounts.
Activity Reporting: Keep the Manager informed of daily activities.
Report Preparation: Prepare written reports on a timely basis.
General Assignment: Perform any other activity or assignment as required by management personnel.
Vehicle Maintenance: Maintain the company-assigned vehicle in condition as required by company policy.
Customer Meeting Support: Present well reports to customers and attend customer failure analysis meetings on a routine basis.

8. Industrial Sales Representative Roles and Responsibilities

Customer Relationship Building: Evaluate customers’ needs and build productive, long-lasting relationships.
Sales Target Achievement: Meet personal and team sales targets.
Lead Generation: Research accounts and generate or follow through on sales leads.
Event Participation: Attend meetings, sales events and industry trade shows to keep abreast of the latest developments.
Sales Strategy Development: Forecast sales, develop “out of the box” sales strategies/models and evaluate their effectiveness.
Equipment Training: Provide on-site equipment training and field demonstrations.
Performance Reporting: Report and provide feedback to management using financial statistical data.
Client Database Management: Expand and maintain the client database within the assigned territory.

9. Industrial Sales Representative Responsibilities and Key Tasks

Sales Strategy Oversight: Oversee long and short-range sales and marketing strategies to include competitive analysis of market trends and identification of new market opportunities to ensure market share and profitability.
Pricing Strategy Development: Work with Product Teams to develop pricing strategy, analyze market information.
Market Opportunity Analysis: Make recommendations regarding new products, market penetration, competition, and new business opportunities.
Sales Data Analysis: Coordinate with the Marketing Team to analyze sales statistics to determine business growth potential.
Product Management: Oversee product management, including market and customer research for market and product requirements, interface with engineering for product development, product pricing, and product life cycle management.
Market Research Coordination: Direct and coordinate market research studies and analysis of geographic areas.
Sales Program Feasibility: Determine the feasibility of expansion of the sales program.
Forecast Planning: Creation and implementation of an annual forecast to include revenue, profits, and expenses.
Profitability Improvement: Increase the profitability of the existing business.
Product Development Support: Work with the product management team to enhance current products, develop new products, and deliver to market.
Pipeline Management: Effectively manage and expand the sales pipeline.

10. Industrial Sales Representative Essential Functions

Customer Relationship Management: Create and maintain key contacts with current customers.
Account Expansion: Expand sales within the existing customer base.
Customer Prospecting: Prospect new customers within the industrial market in the assigned geography.
Compliance Consulting: Act as a resource to customers in understanding wastewater compliance.
Consultative Selling: Use consultative selling techniques to teach customers about what services the industry and offer unique perspectives on the services performed for their business.
Service Knowledge: Understand the full Line of Business offerings of WRE.
Customer Targeting: Identify the right customers to sell to within the assigned territory.
Account Evaluation: Understand account profitability, value, and potential.
Profit Strategy: Develop a strategy to maximize profit and increase market share.
Sales Plan Development: Develop and implement strategic sales plans for Industrial/Manufacturing and local municipalities.
Revenue Growth Support: Support the company in achieving profitable revenue growth.
Needs and Market Analysis: Evaluate customer needs, understand market drivers and forces, and understand market pricing with a white glove approach.
CRM Management: Maintain an accurate CRM sales funnel by documenting all customer interactions, quotes, and closed-won jobs within Salesforce.
Bid and Project Management: Prepare bids and manage projects, equipment, labor, subcontractors, and other resources for customers in conjunction with Operations Management.
Revenue Opportunity Closing: Successfully propose, negotiate, and close profitable revenue opportunities at existing and new account locations by leveraging strong relationships with senior environmental and operations executives.

11. Industrial Sales Representative Functions

Safety Compliance: Ensure Health and Safety is the number one goal by following policies, processes, and acting safely at all times.
Quote Completion: Complete all Field Service Quotes promptly.
Quote Accuracy: Maintain high margins and win ratio through fast response and accurate quotes.
Rate Coordination: Work with Field Service Supervisors and Transportation Managers to establish off-schedule T/D rates.
Team Collaboration: Work with the local Field Service Supervisor and offices.
Rate Establishment: Establish tank cleaning and heat exchanger cleaning rates and availability.
Customer Understanding: Work with Lamwork personnel to understand the customer's needs, the format required, and any special needs that may need to be addressed in the pricing.
Pricing Strategy: Participate in pricing and execution plans for Field Service opportunities.
Revenue Maximization: Ensure that revenue and profitability are maximized.
Work Order Development: Develop work order information for jobs quoted and communicate job needs to the Operations Team.
Operations Communication: Speak regularly with the GM and Operations group.
Issue Resolution: Address issues or complaints and maintain satisfactory intercompany relations.
Goal Achievement: Meet or exceed established revenue and margin goals for the Baytown, TX Field Service business, and assist business units with net income objectives.
General Duties: Perform other duties and tasks from time to time by management and will be required by the needs of the Lamwork Industrial Service business.

12. Outside Industrial Sales Representative Job Description

Account Entry: Enter all new roll-off accounts into Tower.
Customer Engagement: Engage customers through telephone or email.
Order Creation: Create daily roll-off orders/tickets.
Email Monitoring: Maintain a roll-off email requesting new orders.
Order Processing: Process and modify orders per dispatch, sales, or customers' requests.
Route Management: Run daily prescheduled routes for roll-off.
Issue Resolution: Assist with customer issues and find a resolution.
Order Support: Roll-off order/ticket support for dispatchers and managers.
Ticket Distribution: Send copies of disposal tickets upon request.
Department Support: Responsible for supporting other departments.

13. Industrial Sales Representative Tasks

Customer Targeting: Identify and target prospective customers with networking, cold calls, and site visits.
Action Plan Development: Create strategic action plans to turn prospects into customers.
Marketing Strategy: Build a marketing plan to target potential customers.
Proposal Support: Work with Project Managers on estimates and proposals to help “win” business.
Customer Follow-up: Follow up with customers to ensure they are exceeding expectations.
Networking Participation: Participate in various business groups and networking events to learn the needs of customers and potential customers.
Sales Strategy Execution: Plan and implement sales strategies to promote business.
Service Promotion: Promote AIS services at various networking and business community events.

14. Industrial Sales Representative Responsibilities and Key Tasks

Sales Growth: Grow sales and achieve targets by following established selling methods, demonstrating products and applications.
Lead Follow-up: Follow up with sales leads, penetrating new accounts and maintaining key accounts.
Territory Planning: Organize, plan and schedule selling time to cover the assigned territory.
Customer Visits: Travel to customer sites and work as a trusted advisor for an industrial product line.
Event Participation: Participate in trade shows, associations and local in-house shows and seminars.
Pipeline Management: Manage a pipeline of new business opportunities.
Sales Closing: Ability to close sales efficiently and effectively.
Product Demonstration: Perform frequent product demonstrations and training, so there is some physical work involved.

15. Industrial Sales Representative Overview

Product Sales: Drive sales of targeted products and services in the industry, within the service area.
Sales Planning: Develop plans and implement activities to support the organization’s sales and marketing business plans, resulting in sales growth.
Solution Selling: Proactively use solutions-based selling skills during in-person sales calls to solve customer problems.
Knowledge Sharing: Communicate application knowledge and successes to the Sales and Business Development Teams to grow the company’s sales in the industry.
Marketing Support: Provide assistance on specific Marketing initiatives.
Market Expansion: Use previous experience to broaden Swagelok’s market share within the industry.
Customer Support: Provide sales and technical service to existing and prospective customers.
Relationship Management: Build and maintain relationships and engage with all levels of the customers, from operators to leadership.
Business Development: Drive new business initiatives with existing and prospective customers.
Production Troubleshooting: Assist in troubleshooting production processes and resolving any issues related to Finish Coatings.
Product Commercialization: Support new product commercialization.

16. Industrial Sales Representative Responsibilities and Key Tasks

Product Line Sales: Responsible for selling the complete ASI product line, including DC Power Supplies and UPS, Interface Modules, Circuit Breakers and Fuses, Connectors, Industrial Ethernet Products, Cables and Cord sets, Pendant Stations, Surge Protection, Signal Conditioners, Motor Controls, Relays, Push Buttons and Switches, and other Value-Added Services.
Customer Development: Develop new customer relationships and strengthen strategic partnerships with current customers.
CRM Management: Maintain accurate records of all sales and prospecting activities in Salesforce.
Customer Interaction: Interact extensively with customers to clarify their needs, research, and recommend parts.
Sales Performance: Meet/exceed monthly sales goals while increasing customer satisfaction.
Quote Management: Provide quotes to customers, follow up on quotes and close sales.
Solution Implementation: Assess potential customers with product testing needs and successfully implement solutions with products.
Petroleum Market Prospecting: Identify prospects in the petroleum laboratory market and successfully sell instrumentation into that market.
Industry Prospecting: Identify prospects within the fields of inks and coatings, flavors and fragrances, food and beverage, terminals, pipelines, and manufacturing.

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