As an Outside Sales Representative at BHD Instrumentation, you'll be the frontline force driving revenue growth by identifying opportunities, challenging customer assumptions, and delivering tailored solutions that solve real-world instrumentation challenges. This role demands high energy, extensive travel, and a relentless focus on closing deals. You'll report directly to the VP, Sales and have clear paths to advancement into senior sales, management, or strategic roles for top performers.
What You'll Do
- Prospect and Hunt Aggressively: Identify and pursue new business opportunities through cold outreach, networking, and leveraging industry events.
- Expect 20-30% of your time on proactive lead generation.
- Challenge and Solve Customer Problems: Adopt a Challenger Sales approach - teach customers new insights about their operations, tailor solutions from our portfolio (e.g., calibration tools, test equipment, rentals), and differentiate us from competitors.
- Focus on root-cause analysis: diagnose inefficiencies in industrial testing processes and propose high-impact fixes.
- Travel and Build Relationships: Hit the road to visit clients on-site (e.g., oil & gas, manufacturing, utilities sectors).
- Conduct demos, negotiate contracts, and close deals face-to-face.
- Willingness to travel extensively (overnight stays are common) is non-negotiable - leverage this to forge deep, trust-based relationships.
- Drive Revenue and Metrics: Achieve quarterly quotas, track CRM data, and collaborate with internal teams (calibration experts, service techs, etc.) to ensure seamless delivery.
- Report on wins, losses, and market insights to refine strategy.
- Continuous Improvement: Stay ahead of industry trends (e.g., emerging tech in instrumentation), provide feedback on product gaps, and mentor junior team members as you advance.
What We're Looking For
- 3+ years in outside sales, ideally in industrial equipment, instrumentation, or B2B technical sales.
- Demonstrated success in hitting targets (provide examples in your application).
- Hungry and Driven Mindset: self-motivated, resilient to rejection, and obsessed with winning.
- Views sales as a strategic battle - psychologically attuned to customer needs, with the grit to push through obstacles.
- Challenger Sales Expertise: Skilled in consultative selling; you don't just pitch products - you uncover hidden problems, educate clients, and tailor solutions that create massive value.
- Travel Readiness: Valid driver's license, passport, and enthusiasm for road warrior life.
- Comfortable with 50-70% travel for in-person visits.
- Career-Oriented: Ambitious with a desire for rapid advancement.
- Soft Skills: Excellent communication, negotiation, and problem-solving abilities.
- Tech-savvy (CRM, MS Office, etc.) and adaptable in fast-paced environments.
Nice to Have
- Technical aptitude (e.g., understanding of calibration/test equipment) is a plus; we'll train the rest.
- Bachelor's degree preferred but not required if you've got the results to back it up.
Technical Stack
CRM, MS Office
Team & Environment
You'll join a lean, strategic team within the Sales department, working alongside calibration experts, service techs, and others. You will report directly to the VP, Sales.
Benefits & Compensation
- Competitive Compensation: Base + uncapped commissions, performance bonuses, and equity potential for stars.
- Career Growth: Clear advancement paths - top performers move up quickly (e.g., to Sales Director in 2-36 years).
- We invest in training and mentorship.
- Culture: High-impact environment where execution wins.
- Work with a lean, strategic team focused on leverage points like customer innovation and market dominance - no bureaucracy, just results.
- Extensive medical benefits package.
- Competitive compensation.
- Vacation days.
- Recognition programs.
- Incentive packages.
- Commission structure promotes an inclusive sales team environment.
- Routine product information sessions available.
- Knowledgeable sales department to support you.
- Quick career progression for our top achievers.
- Beautiful state-of-the-art office.
- Free parking.
- Open-concept environment.
- Industry resources at your fingertips.
- Visibility into our calibration, sales, and rentals departments.
Work Mode
This is an onsite role with extensive travel (50-70%) across Alberta, BC, and beyond. You will have remote work flexibility when not in the field.
BHD Instrumentation fosters a culture of warmth, approachability, and teamwork. We are committed to seeing our people succeed and grow in a high-impact, inclusive environment where execution wins.
