Instrumentation & Controls Sales Representative

Standard Calibrations, Inc. (SCI) is committed to equal employment opportunity.

About the role

The Instrumentation & Controls Sales Representative develops new business opportunities and grows existing customer relationships by promoting SCI's instrumentation, controls, automation, calibration, and field service solutions. This position serves as a trusted technical advisor to customers, identifying operational challenges and recommending solutions that improve reliability, efficiency, compliance, and performance.

Responsibilities

• Develop and maintain relationships with existing and prospective customers within assigned territory and target markets.
• Identify opportunities for instrumentation, controls, automation, calibration, electrical, and field service projects.
• Conduct customer visits, site surveys, and needs assessments to understand operational requirements and identify solutions.
• Prepare quotations, proposals, and technical sales presentations for customers.
• Coordinate with engineering, operations, vendors, and suppliers to develop competitive solutions and project estimates.
• Serve as the primary point of contact throughout the sales process, ensuring excellent customer communication and responsiveness.
• Generate and maintain a healthy sales pipeline through prospecting and referrals.
• Collaborate with Application Engineers and technical staff to develop customized solutions that meet customer specifications.
• Negotiate pricing, scope, and contract terms while maintaining profitability objectives.
• Monitor customer satisfaction and support post-sale activities to ensure successful project execution and repeat business.
• Maintain accurate sales activity, forecasts, opportunities, and customer information within CRM systems.
• Stay current on industry trends, technologies, and competitive offerings related to instrumentation, controls, automation, calibration, and electrical systems.
• Support the development and execution of strategic sales plans to achieve revenue and growth objectives.

Requirements

• Bachelor's degree in Engineering, Industrial Technology, Business, or related technical field preferred. Equivalent military technical training or relevant industry experience will be considered.
• Minimum of 3-5 years of experience in industrial sales, technical sales, and consultative selling.
• Working knowledge of instrumentation, controls, PLCs, automation systems, calibration services, electrical systems, or industrial processes preferred.
• Strong understanding of industrial and commercial customer environments.
• Proficiency with Microsoft Office and CRM software.
• Excellent written, verbal, and presentation skills.
• Strong organizational, negotiation, and relationship-building skills.
• Must be able to pass a pre-employment drug screen.
• Must meet background check requirements for various base and/or shipyard access.

Skills

• Technical Sales
• Customer Relationship Management
• Solution Selling
• Proposal Development
• Contract Negotiation
• Strategic Account Management
• Project Coordination
• Communication and Presentation Skills
• Problem Solving and Critical Thinking

Environment

• Office and field-based work environment.
• Frequent interaction with industrial, commercial, government, and maritime customers.
• Exposure to manufacturing, utility, shipyard, and industrial facilities.
• Occasional exposure to varying temperatures, noise levels, and operational environments during site visits.
• Required PPE and safety equipment shall be utilized when visiting customer facilities, industrial sites, shipyards, and other operational environments.

Travel

Approximately 25% travel, primarily local within the assigned territory, although regional and overnight travel may occasionally be required for customer meetings, project support, training, and industry events.

Physical Requirements

• Ability to visit customer facilities, construction sites, and industrial environments.
• Ability to walk, climb stairs, and navigate industrial facilities during customer visits and site assessments.
• Ability to occasionally lift and carry sales materials, demonstration equipment, or product samples up to 25 pounds.

Performance Expectations

• Meet or exceed annual sales and gross margin objectives.
• Develop new customer accounts and expand existing relationships.
• Maintain an active and accurate sales pipeline.
• Achieve customer retention and satisfaction goals.
• Support SCI's strategic growth initiatives within target markets.