Outside Sales Representative
About the Company
R.S. Hughes Company, Inc. is a dynamic, North American distributor of industrial supplies founded in 1954. With over 50 warehouse sites in the United States and Mexico, we maintain an extensive inventory of adhesives, abrasives, electrical, static control, tapes, labeling, and safety products. We represent leading manufacturing brands such as 3M, Henkel Loctite, Momentive, Brady, Kimberly Clark, and Ansell Edmont, specializing in sales and service solutions for manufacturing companies in both OEM and MRO applications. We value hard work, common sense, and consistently reward excellence.
About the Role
We are seeking a high-performing Outside Sales Representative to drive profitable growth through consultative, value-based solution selling into manufacturing and industrial environments. This role focuses on winning and expanding Direct Bill of Materials (BOM) business through technical anchor products such as adhesives, tapes, sealants, labels, abrasives, and related industrial solutions. Growth, displacement of incumbents, and measurable territory expansion are core expectations.
Responsibilities
- Drive net-new business and predictable revenue growth through core product wallet share expansion in existing accounts, new logos, and converting transactional customers into formalized partnerships within manufacturing environments.
- Displace incumbent suppliers by articulating technical differentiation, total cost savings, and measurable ROI.
- Sell financial value—including soft cost savings, process efficiencies, and risk mitigation—not just product specifications.
- Lead with strategic programs such as VMI, vending, supply chain optimization, and inventory rationalization.
- Collaborate with key manufacturing partners to bring application expertise and joint value propositions to customers.
- Maintain strong opportunity discipline and pipeline management to ensure consistent, predictable performance.
- Grow your territory year-over-year in both revenue and strategic account depth.
- Identify and penetrate Direct Bill of Materials (BOM) applications.
- Build long-term customer partnerships that increase in size, complexity, and value over time.
- Demonstrate strong application-based problem-solving skills.
What Success Looks Like
- Consistent year-over-year revenue growth.
- Increasing share of wallet within core manufacturing accounts.
- Increased penetration of Direct BOM applications.
- Strong vendor collaboration.
- Successful adoption of VMI, vending, and other programmatic solutions.
- A book of business that is measurably larger and more strategic each year.
- Documented cost savings and value delivered to customers.
Who Thrives in This Role
- Sales professionals who enjoy hunting, learning, and winning new business.
- Individuals with technical curiosity or a strong desire to develop product and application expertise.
- Sellers who take ownership of their territory and results.
- Professionals who believe selling is about solving problems, not pushing products.
This Role Is Not For
- Order takers or route-based sales reps.
- Candidates focused solely on maintaining an inherited book of business.
- Reps resistant to accountability, structure, or growth expectations.
- Individuals who prefer transactional selling over consultative engagement.
Requirements
- 3–7+ years of B2B outside sales experience (industrial, manufacturing, or technical sales preferred).
- Proven track record of revenue growth.
- Experience selling into production, operations, or engineering environments is a plus.
- Comfort with longer sales cycles and consultative selling approaches.
- Strong communication, organization, and follow-through skills.
Benefits
- Comprehensive medical, dental, and life insurance.
- Wellness benefit.
- Short-term disability plan.
- Paid vacation.
- 401(k) retirement savings plan.
- Employee Stock Ownership Program (ESOP), with eligibility after 30 days of service.
Pay
Target 1st year compensation (base plus bonus/commission): $90,000 to $95,000 annually, DOE.