At Nor-Cal Pipeline Services, we operate with a commitment to Integrity, Think Big, and Teamwork. We are seeking a dynamic and motivated Outside Sales Representative to drive strategic business growth and expand our customer base across construction, utility, and municipal markets. 

This role is responsible not only for generating revenue, but for developing and executing a disciplined sales strategy, maintaining strong client relationships, and ensuring CRM data integrity and pipeline visibility. The ideal candidate combines industry expertise with a structured, data-driven approach to sales execution. 

Success in this role requires: 

• Integrity — Transparent communication, accountability, and follow-through. 

• Think Big — Long-term territory planning and scalable growth strategy. 

• Teamwork — Strong collaboration with operations and project management teams to deliver seamless client experiences. 

 

The duties and responsibilities described here are not a comprehensive list, and the scope of the job may change as necessitated by the business's demands.   

 

Business Development: 

• Identify and pursue new business opportunities within the construction, utility, and municipal markets. 

• Research potential clients, markets, and competitors to inform sales strategies. 

• Develop and maintain a robust pipeline of prospects through cold calls, networking, and referrals. 

 

Client Relationship Management: 

• Build and nurture relationships with current and prospective clients to ensure customer satisfaction and loyalty. 

• Conduct regular client meetings, presentations, and site visits to understand their needs and promote company services. 

Essential Duties and Responsibilities:

The duties and responsibilities described here are not a comprehensive list, and the scope of the job may change as necessitated by the business demands. 

Business Development:

• Identify and pursue new business opportunities within the construction, utility, and municipal markets.
• Research potential clients, markets, and competitors to inform sales strategies.
• Develop and maintain a robust pipeline of prospects through cold calls, networking, and referrals.

Client Relationship Management:

• Build and nurture relationships with current and prospective clients to ensure customer satisfaction and loyalty.
• Conduct regular client meetings, presentations, and site visits to understand their needs and promote company services.
• Serve as the primary point of contact for clients, addressing inquiries, resolving concerns, and ensuring timely follow-up.

CRM & Sales Operations Excellence 

• Maintain accurate and timely documentation of sales activities within CRM. 

• Follow established CRM best practices to ensure data integrity and forecasting reliability. 

• Utilize CRM analytics to monitor pipeline health, track performance, and inform strategy. 

• Experience with Salesforce CRM preferred. 

• Contribute to continuous improvement of sales processes and reporting discipline. 

Sales Strategy & Execution:

• Develop and execute a strategic sales plan to meet or exceed sales targets and revenue goals.
• Collaborate with internal teams, including operations and project management, to ensure smooth service delivery.
• Prepare and present proposals, bids, and contracts tailored to client needs.

Market Analysis & Reporting:

• Monitor industry trends, market conditions, and competitor activities to identify opportunities and challenges.
• Provide regular sales reports, forecasts, and updates to management.
• Use CRM software to document sales activities, manage leads, and track progress.

Brand Representation:

• Represent Nor-Cal Pipeline Services at industry events, trade shows, and networking opportunities.
• Promote the company’s values, expertise, and solutions in all client interactions.

Qualification Requirements:

Education: Bachelor’s degree in business, Sales, Marketing, or a related field preferred.

Experience:

• Minimum of 5 years of sales experience, with at least 2 years in a leadership role, preferably within the construction, utilities, or pipeline services industries.
• Proven track record of achieving sales targets and growing revenue within a defined territory.

Required Skills:

Technical Skills:

• Proficiency with CRM software and Microsoft Office Suite.
• Strong knowledge of sales processes, pipeline management, and forecasting.

Interpersonal Skills:

• Excellent leadership, communication, and interpersonal skills with the ability to motivate a team and build strong client relationships.
• Results-oriented mindset, with strategic thinking and problem-solving abilities.
• Adaptability and a proactive approach to handling complex client situations.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to handle or feel objects, tools, or controls; reach with hands and arms; and talk or hear. The employee frequently is required to sit, stand, and walk. The employee is occasionally required to climb, or balance, and stoop, kneel crouch, or crawl.

The employee occasionally is required to lift and/or move up to 25 pounds and to walk up to ½ mile daily. Specific vision abilities by this job include close vision and distance vision.  

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee occasionally works near moving mechanical parts; in outside weather conditions and is occasionally exposed to wet and/or humid conditions, and fumes or airborne particles.

Maximum travel of 20% within CA.

The noise level in the work environment is usually moderate.

Note: Nor-Cal Pipeline Services is a drug-smoke and alcohol- free workplace. Drug testing is a requirement for employment.

Nor-Cal Pipeline Services is an Equal Opportunity Employer.

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