Outside Sales Representative - Baltimore/ DC/ Delaware Markets

Position Description

R.S. Hughes Company, Inc. is seeking a high-performing Outside Sales Representative to drive profitable growth through consultative, value based solution selling into manufacturing and industrial environments. This role is explicitly focused 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.

This is not a route sales or account maintenance role. Growth, displacement of incumbent competition, and measurable territory expansion are core expectations.

What You'll Do

• 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
• Sell core / anchor products including adhesives, tapes, sealants, labels, abrasives, and related industrial supplies
• Identify and penetrate Direct Bill of Materials (BOM) applications
• Displace incumbent suppliers through technical insight, value creation, and consultative selling
• Lead with, and successfully sell solutions and programs such as VMI, vending, and supply chain optimization
• We prioritize programs, solutions, and value-creation over individual products
• Consistently grow revenue year-over-year through disciplined prospecting and account expansion
• Build long-term customer partnerships that increase in size, complexity, and value over time
• Strong at applications based problem solving

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

Qualifications

• 3-7+ years of B2B outside sales experience (industrial, manufacturing, or technical sales required)
• 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

Compensation

Our merit-based salary/bonus program offers exceptional growth opportunities. We provide a comprehensive medical, dental, life insurance, wellness benefit, short term disability plan, paid vacation, and a 401(k) retirement savings plan.

Target 1st year compensation (Base plus bonus/ commission) $90-$95K, + vehicle and phone allowances