Customer Relationship Associate (Procell)

Responsibilities

• In-Field Prospecting and New Business Development
• Use vertical market intelligence, distributor sell-through data, and prospecting tools to plan smart routes and identify the highest-value targets before each visit.
• Build pipeline through on-site discovery and follow-up. Maintain 3x pipeline coverage against quota.
• Partner with Vertical Account Managers to win from both directions. Secure corporate specification and enterprise agreements.
• Sign up properties and facilities on the ground. Share competitive intel and distributor performance back to the team.
• Sell on ROI and total cost of ownership, not price. Own greenfield territory development and work well with VAMs, Distributor QBs, and marketing.
• Moves deals forward without discounting. Keeps Salesforce accurate.
• Flag distribution gaps, brand-split issues, and fulfillment problems to Distributor QBs and leadership.
• Pipeline Management
• Keep Salesforce current. Report weekly on pipeline health, conversion, and field activity.
• Use AI features in the prospecting and CRM stack to spend less time on admin and more time with customers.
• Performance Measurement
• Success is measured by net-new logos signed, the quality of the pipeline behind them, and conversion into preferred-partnership agreements.

Qualifications

• A junior, entry-level outside sales hire with roughly 1 to 3 years of B2B sales experience.
• Second-career candidates with a background in facilities, hospitality, property management, operations, maintenance, MRO, or distribution-adjacent industries are welcome.
• Selling physical products to facility and operations buyers is the best fit.
• Selling SaaS, software, and inside-only sales backgrounds typically require a longer ramp.
• Title and compensation are set at a junior level.
• Core Skills:
• Identifies decision-makers and buying committees at the property level, builds a business case, and closes.
• Sells on ROI and total cost of ownership, not price.
• Owns greenfield territory development and works well with VAMs, Distributor QBs, and marketing.
• Moves deals forward without discounting. Keeps Salesforce accurate.
• Knowledge:
• B2B sales cycles, procurement, and distribution channel dynamics.
• Familiarity with Challenger, SPIN, MEDDIC, or cooperative purchasing vehicles (GPOs, NASPO, Sourcewell) is a plus.
• Technical Skills:
• Experience with Salesforce or comparable CRM.
• Microsoft Office.
• Willingness to learn Clay, Apollo, and LinkedIn Sales Navigator.
• Other Qualities:
• Resilient, resourceful, and competitive.
• Entrepreneurial, with a bias toward action.
• Curious about how a customer’s business actually runs.
• High integrity.

Education and Travel

• Bachelor’s degree preferred, or equivalent professional experience.
• Track record of quota attainment preferred where applicable.
• Travel up to 50% domestic.
• Valid driver’s license and reliable transportation required.