Outside Sales Manager

About the role

Since 1892, Shepherd Electric Supply has been the first call when complex, time-critical electrical challenges need to be solved, and reliability truly matters. As the oldest wholesale electrical distributor in the Baltimore/Washington area, we have built our name on exceptional service, deep inventory, and long-standing partnerships with industry leaders like General Electric. Our success comes from people who take pride in doing things the right way — with integrity, follow-through, and care for customers and teammates alike. If you want to lead work that matters at a company that notices, this is the place.

The Outside Sales Manager sets the direction for how Shepherd shows up in the market. Your team is the face of Shepherd to contractors, municipalities, and government agencies — and how well that team is hired, coached, and led determines whether Shepherd becomes the partner those customers call first. This is not just a senior sales seat. You are building a sales organization in a growth market. When your team wins trust — with the right solution, an accurate quote, and a promise kept — customers stay with Shepherd for years. When standards slip, a competitor is always waiting. This role is for a leader who still loves the hunt, who holds a team to a high standard while helping every rep get better, and who understands that the culture of a sales team is built one conversation, one commitment, and one coaching moment at a time.

Responsibilities

• Lead, coach, and motivate the Outside Sales team to consistently meet and exceed revenue and margin goals
• Recruit, hire, and onboard top sales talent who reflect Shepherd’s values
• Conduct regular one-on-ones, ride-alongs, and performance reviews to build each rep’s skills and accountability
• Address performance gaps directly and promptly, with clear expectations and support
• Develop and execute a sales strategy that grows Shepherd’s share of the market
• Drive new business in the construction market, including counties, municipalities, and government agencies
• Leverage GSA Schedule contracts and other public-sector purchasing vehicles to open doors with government customers
• Set territory plans, account assignments, and targets that align the team with branch and company goals
• Personally build and maintain relationships with strategic contractors, agencies, and vendor partners
• Lead or support high-value negotiations — protecting margin while creating agreements customers want to renew
• Step in on escalated customer issues and see them through to resolution
• Represent Shepherd professionally in the market, at industry events, and with manufacturer partners
• Maintain visibility into the team’s pipeline and ensure every qualified opportunity is actively pursued
• Deliver accurate sales forecasts and regular performance reporting to the Leadership team
• Track key metrics — revenue, margin, new accounts, quote conversion — and act on what they show
• Ensure quotes, orders, and follow-ups are handled accurately and on time across the team
• Partner closely with Inside Sales and Project Management to deliver complete, coordinated customer solutions
• Share market intelligence and customer feedback with the Leadership team to shape pricing, inventory, and strategy
• Identify and implement improvements to the sales process, tools, and customer experience
• Ensure the team participates in ongoing product and industry training

Requirements

• High school diploma or equivalent required; bachelor’s