Outside Sales Account Manager

About the role

You will own the full sales cycle within a defined territory, balancing new business acquisition with the strategic expansion of existing key accounts. This position requires you to act as a trusted advisor, translating complex product specifications into clear operational benefits for process engineers and maintenance leaders. You will leverage deep market knowledge to identify growth opportunities and align GHX solutions with customer production goals. The role demands disciplined forecasting and pipeline management to ensure consistent revenue achievement against quarterly and annual targets. You will collaborate closely with internal operations and logistics teams to resolve customer issues and maintain high service standards. Success in this position is defined by your ability to build durable relationships that reduce customer churn and increase lifetime value. You will represent SunSource with professionalism and integrity in every interaction, reinforcing the company's reputation for reliability. This is a role for a self-starter who thrives in a consultative environment and measures success through both financial results and customer satisfaction.

Key facts

What you'll do

Conduct strategic account planning to map key stakeholders, decision influencers, and growth opportunities within your assigned territory.

Perform consultative discovery sessions to uncover operational challenges and position GHX industrial hoses, gaskets, and fluid conveyance solutions as the optimal risk-adjusted choice.

Develop and execute targeted account plans that outline specific sales activities, value propositions, and success metrics for each major customer.

Utilize advanced pipeline management techniques to prioritize opportunities, forecast revenue, and ensure a robust pipeline of qualified leads.

Collaborate with internal technical teams to interpret product specifications, ensuring that hose, fittings, and gasket selections fully satisfy demanding application requirements.

Negotiate commercial terms, including pricing, delivery schedules, and payment conditions, while protecting gross margin and customer profitability.

Leverage CRM tools to maintain accurate sales records, document customer interactions, and provide actionable insights to sales leadership.

Coordinate with logistics and operations to resolve delivery issues, manage exceptions, and maintain high service levels that reinforce customer trust.

Identify and pursue incremental sales opportunities by cross-selling complementary product lines and expanding usage within existing accounts.

Represent GHX at industry trade shows, customer meetings, and networking events to strengthen brand presence and generate new business leads.

Build and maintain strong internal relationships with inside sales, customer service, and technical support to ensure a seamless customer experience.

Monitor competitor activity and market trends, providing feedback to management on pricing pressures, new product introductions, and strategic threats.

Educate customers on total cost of ownership, highlighting how GHX products reduce downtime, improve safety, and enhance operational efficiency.

Maintain strict compliance with company policies, ethical standards, and all relevant industry regulations during every customer interaction.

Use data and market insights to refine selling strategies, adjust tactics, and capitalize on emerging opportunities in your territory.

Requirements

Must reside in or be willing to relocate to Charlotte, NC 28273, with reliable transportation suitable for daily territorial travel.

Possess a valid driver's license and maintain a clean driving record in compliance with company vehicle safety policies.

Hold a high school diploma or equivalent; a bachelor's degree in business, marketing, or a related field is preferred but not required.

Demonstrate a proven track record of success in outside sales roles, ideally within industrial, manufacturing, or distribution environments.

Bring a minimum of two years of experience selling complex products or solutions to business customers and enterprise-level accounts.

Showcase strong negotiation and closing skills, with the ability to navigate multiple stakeholders and overcome purchasing objections.

Exhibit excellent written and verbal communication skills, with the ability to tailor messaging for technical and non-technical audiences.

Display self-motivation, discipline, and time management skills to manage a territory, prioritize activities, and meet strict sales quotas.

Commit to upholding the highest standards of integrity, professionalism, and ethical conduct in all dealings with customers, vendors, and colleagues.

Must be eligible for employment in the United States and provide documentation required by law at the time of hiring.

Nice to have

Previous experience in gaskets, hoses, valves, or other fluid conveyance products within industrial markets.

Familiarity with hydraulic systems, process engineering, or manufacturing operations.

Knowledge of ERP or CRM software platforms, including experience with Salesforce or similar tools.

Understanding of lean manufacturing, Six Sigma, or continuous improvement methodologies.

Experience selling through distributor or wholesale channels in the industrial sector.

Background in union or non-union plant environments, with awareness of safety protocols and production scheduling.

Practical notes

This position operates primarily during standard business hours, with flexibility to work evenings and weekends as needed for customer meetings and trade shows.

Extensive travel is required, with the expectation of spending a significant portion of the workweek visiting customer sites across the territory.

Candidates must be eligible to work in the United States and comply with all employment verification requirements at the time of hiring.

This role is subject to company policies regarding drug-free workplace standards and may require participation in background checks or motor vehicle records reviews based on role requirements.