The Outside Sales Representative is responsible for driving business growth by generating new client relationships throughout Lancaster County. This role focuses on identifying, qualifying, and securing new business opportunities through a high volume of phone and in-person sales activity. Successful candidates are confident engaging with business leaders at all levels, skilled in consultative selling, and disciplined in executing a structured weekly plan. This position plays a key role in promoting Express Employment Professionals’ full suite of staffing and workforce solutions.

Key Responsibilities & Performance Expectations

1. New Business Development

• Generate a high level of sales activity to secure a minimum of two new clients per week.
• Conduct effective meetings with decision-makers to assess workforce needs and secure accounts.
• Make 125 weekly sales contacts (phone + in-person), including 70 Decision Maker calls.
• Introduce Express through discovery calls, planned visits, scheduled appointments, and follow-up outreach.
• Deliver the Express Client Care Packet to all new clients and present full-service capabilities across all product lines.

2. Pipeline Management & Documentation

• Document 100% of sales activity in the automated CRM system.
• Set clear next-step actions to maintain forward movement in the sales pipeline.
• Use the CRM to build and manage a daily plan and track prospecting activity.

3. Strategic Sales Planning

• Develop a quarterly sales plan identifying new business opportunities and target accounts.
• Lead and coordinate all sales activity for Top 20 Hit List prospects.
• Conduct account research, set appointments, and prepare presentations tailored to prospect needs.
• Utilize territory management systems to classify accounts and establish appropriate call frequency based on potential revenue.

4. Total Client Care Approach

• Identify key accounts and cultivate strong, ongoing relationships.
• Create value-added opportunities such as:
  • Knowledge-based campaigns
  • MPC (Most Placeable Candidate) calls in coordination with Employment Specialists
  • Invitations to Express leadership events and simulcasts
• Sell all Express Employment Professionals staffing and service lines, ensuring clients understand full capabilities.

5. Internal Collaboration

• Meet daily with the internal team (Recruiting/Employment Specialists) to ensure alignment between sales activity and fulfillment capacity.
• Communicate client needs, challenges, and service requirements to support successful placements.
• Perform other related tasks as assigned by management.

Work Setting & Physical Requirements

• This is a field-based role; most activities occur outside the office at client and prospect locations.
• Frequent travel within Lancaster County; must be able to work effectively despite inclement weather or road conditions.
• Must hold and maintain a valid driver’s license and be able to operate a vehicle daily.
• Must be able to climb stairs and carry marketing materials, promotional items, and presentation supplies.
• Ability to perform under the stress of travel, deadlines, client challenges, and daily sales expectations.
• Occasional out-of-town travel for Express meetings or training.

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