Outside Sales

Founded in 1959 and headquartered in Chino, California, Harrington is a leading distributor of fluid process products and solutions for industrial applications. With over 70 locations across the United States, we serve a wide range of industries including water and wastewater management, chemicals, manufacturing, semiconductors, life sciences, and food and beverage processing.

About the role

We are seeking an Outside Sales professional to own a portfolio of strategic and growth accounts, create demand, and expand wallet share through a rigorous, KPI-driven sales cadence. The ideal candidate will have 3+ years of B2B outside sales experience, preferably in industrial distribution, fluid handling, process equipment, or related technical products. They should possess strong technical aptitude, problem-solving skills, and the ability to build relationships and negotiate effectively.

Responsibilities

• Create, maintain, and grow account plans for an assigned portfolio; gather customer requirements, applications, and buying criteria.
• Sell the full Harrington solution: establish relationships with key decision makers and influencers; make product and application recommendations; provide technical information and demos; prepare quotes and proposals; take and process orders.
• Demand creation (existing customers): proactively identify additional opportunities to ensure full account penetration (SKUs, categories, sites, and business units); leverage company-approved sales and marketing plays.
• Demand creation (new logos): research targets, work business directories, cold-call, follow up on vendor/trade-show leads, and ask for the opportunity to earn the business.
• Pipeline & CRM discipline: build and manage a healthy opportunity pipeline; maintain accurate activities, contacts, and next steps in the CRM; drive quote-to-order conversion.
• Operate by the numbers: run a consistent sales rhythm and use KPIs to guide prospecting, coverage, forecast accuracy, and margin mix improvement.
• Reporting & admin: generate itineraries, sales call notes, high-impact reports, and PSR/CRM updates for management review; complete expense reports per policy.
• Team collaboration: partner closely with Inside Sales on quotes, credit issues, follow-ups, and handoffs; pitch in on inside sales duties as needed to support overall branch success.

Requirements

• Proven success creating demand, prospecting, and expanding complex accounts.
• Strong technical aptitude and problem-solving mindset; comfortable learning product specs and applications.
• Excellent communication, presentation, and negotiation skills; confident asking for the order.
• CRM proficiency (e.g., Salesforce or similar) and MS Office/Google Workspace skills.

Qualifications

• Proven track record of success in B2B sales, particularly in industrial distribution, fluid handling, process equipment, or related technical products.
• Experience in creating and maintaining account plans, gathering customer requirements, and selling the full Harrington solution.
• Ability to build and maintain relationships with key decision-makers and influencers.
• Strong technical aptitude and problem-solving skills, with comfort in learning product specifications and applications.
• Effective communication, presentation, and negotiation skills.
• Proficiency in CRM tools and Microsoft Office/Google Workspace.

Skills

• Strong sales and relationship-building skills.
• Technical aptitude and problem-solving abilities.
• Effective communication and presentation skills.
• CRM proficiency (e.g., Salesforce).
• MS Office/Google Workspace skills.

Benefits

• Insurance Medical Plans: Choose from HDHP/HSA (with monthly company contributions) or a PPO option.
• Spousal HRA: SIHRA covers 100% of eligible expenses up to $9,400 per individual or $18,800 per family each calendar year.
• FSAs: Flexible spending options for health and dependent care expenses.
• Dental: Comprehensive, including orthodontic care for both children and adults.
• Vision: Includes discounts on Lasik.
• Telehealth & Concierge: 24/7 healthcare access with prescription services for enrolled members.
• Life Insurance and AD&D: Company-paid life and AD&D coverage.
• Long Term Disability: Company-paid LTD program.
• Optional Coverages: Short-term disability, voluntary pet care, identity protection, voluntary life insurance with optional dependent coverage, plus supplemental critical illness, accident, and hospital indemnity.
• Employee Assistance Program: Professional support for employees during critical times.
• Retirement: 401(K) & Roth: 100% company match on the first 3%, plus 0.5 match on the 4th and 5th%.
• Work/Life Balance: Paid time off starting at 3 weeks, with potential to accrue up to 5 weeks per year; 7 paid holidays, including the day after Thanksgiving; additional leave for jury duty, witness duty, and bereavement leave.

Pay

Compensation is commensurate with experience and qualifications.

Schedule

The position is typically full-time, with flexible hours to accommodate travel and client needs.