Outside Sales

PURPOSE OF THE POSITION

The primary objective of the Outside Sales Representative during the initial stages of territory development is to establish a

strong presence in the market, develop relationships with contractors and builders, identify active and upcoming

construction projects, generate qualified opportunities, and build a sustainable sales pipeline.

The representative is expected to be highly active in the field while also taking ownership of qualified opportunities from the

initial RFQ through quoting, customer presentation, follow-up, and ultimately the order. The goal is not simply to maximize

the number of sales calls made. The goal is to create productive customer relationships, develop qualified opportunities,

provide timely and accurate quotes, and convert those opportunities into profitable business.

1. KEY PERFORMANCE INDICATORS

Face-to-Face Contractor / Builder Visits: 5–8 per day during primary prospecting periods.

Cold Drop-Ins / New Job-Site Stops: 2–4 per day.

Qualified RFQs: 3–5 per week.

Quotes Completed: 100% of qualified RFQs, accurately and in a timely manner.

Quotes Delivered & Reviewed With Client: 100% of qualified quotes whenever practical.

Quote Follow-Up / Next Steps: 100% of active quotes.

New Qualified Contacts / Opportunities: Consistent weekly growth.

Paradigm Activity & Assignment: 100% completed and assigned to the correct salesperson.

Order / Sales Volume: Tracked and developed as the pipeline matures.

2. FACE-TO-FACE CONTRACTOR / BUILDER VISITS

Target: 5–8 visits per day.

These 5–8 visits should be highly investigated and strategically planned before the day of the visit. The representative

should research the contractor or builder, the company and decision-makers, known or likely active projects, project stage,

current supplier when available, and the reason the visit is a worthwhile opportunity. The goal is to make each visit

purposeful rather than simply making a high number of unplanned calls.

During the initial stages of territory development, the Outside Sales Representative should spend significant time in the field

establishing relationships and developing new business. Visits should include general contractors, builders, framers, roofing

contractors, agricultural/post-frame builders, commercial contractors, metal-building contractors,

lumberyards/building-material suppliers, project managers, estimators, purchasing personnel, owners, and decision-makers.

The purpose of each visit is to introduce the company, establish a relationship, determine current metal requirements and

supplier, understand upcoming projects, identify service/pricing/availability opportunities, obtain decision-maker

information, and establish a specific next step. Each meaningful visit should be documented in Paradigm.

3. COLD DROP-INS / NEW JOB-SITE STOPS

Target: 2–4 per day.

These 2–4 stops are intended to be simple, efficient prospecting opportunities rather than fully scheduled sales calls. A cold

drop-in may simply be a drive-by sighting of an active job site or storefront that appears to be a potential contractor, builder,

roofer, or other prospect. The representative should make a reasonable effort to identify the contractor or company and

capture useful contact information.

If the day's schedule is tight because of customer meetings, qualified RFQs, quote preparation, quote reviews, or follow-up,

the stop may be limited to quickly documenting the opportunity—for example, taking a photograph of the contractor's

name, company name, or phone number—so that a deeper investigation can be completed later. The purpose is to avoid

passing worthwhile opportunities without capturing them, while keeping the representative focused on higher-value

scheduled work.

These stops should be logged or followed up in Paradigm as appropriate, with the prospect and any information gathered

entered so the opportunity can be investigated and developed at a later time.

4. CUSTOMER DISCOVERY

Every customer interaction should be used to learn about the customer's business and purchasing habits. Determine who

makes purchasing decisions, who estimates or orders metal, typical project size and geography, purchasing frequency,

preferred profiles and gauges, and service expectations. Capture panel profile, gauge, color, trim, accessories, delivery

requirements, estimated quantities, and timing. Examples may include Ag Panel, R-Panel, Standing Seam, and other

company-supported profiles. Document this information in Paradigm.

RFQ, QUOTING, CUSTOMER DEVELOPMENT & ACCOUNTABILITY

5. QUALIFIED RFQs (REQUEST FOR QUOTE)

Target: 3–5 qualified RFQs per week.

RFQ means Request for Quote. A qualified Request for Quote is more than simply receiving a request for a price. The

representative should obtain enough information for an accurate quote, including customer/contractor, project, location,

contact information, profile, gauge, color, quantity, dimensions, drawings/layouts, trim, delivery requirements, installation

date, purchasing date, current supplier when known, and other relevant project information. The representative is

responsible for obtaining the information necessary to move the Request for Quote forward.

6. QUOTE RESPONSIBILITY

Target: 100% of qualified RFQs completed.

Once a qualified Request for Quote (RFQ) has been obtained, the Outside Sales Representative is responsible for ensuring

that the quote is completed accurately and in a timely manner. The salesperson owns the opportunity and is responsible for

reviewing project information, confirming dimensions and quantities, providing drawings/documentation, confirming profile

and gauge, identifying trim/accessory requirements, ensuring the quote is complete, communicating with internal personnel

as needed, and getting the completed quote back to the customer promptly.

7. QUOTE PRESENTATION & CUSTOMER REVIEW

Target: 100% of qualified quotes reviewed with the client whenever practical.

Whenever possible, the representative should personally review the quote with the customer rather than simply emailing it.

Discuss total price, profile, gauge, color, trim, accessories, lead time, availability, delivery, alternatives, and customer

questions or objections. Every quote should have a defined next step and follow-up date.

8. QUOTE FOLLOW-UP

Target: 100% of active quotes.

Quotes are not complete simply because they were delivered. The representative owns follow-up and should determine

whether the opportunity is moving forward, delayed, pending approval, being competitively bid, lost, won, or a future

opportunity. Follow-up should be consistent and professional. The objective is to convert qualified Requests for Quote into

orders.

9. CUSTOMER DEVELOPMENT & TRANSITION OF QUOTING RESPONSIBILITY

As the relationship with a new customer develops, the Outside Sales Representative remains responsible for establishing the

account, understanding the customer's needs, and developing the initial business relationship. The representative should

personally manage the early quoting and customer-review process so the relationship and expectations are firmly

established.

After the first three orders have been successfully completed with a new customer, management may begin transitioning

subsequent routine quotes to an Inside Sales Representative. This transition is intended to increase efficiency as the account

matures, while allowing the Outside Sales Representative to spend more time developing new relationships, prospecting,

managing larger opportunities, and growing the account.

The transition is not automatic or mandatory. It should be based on customer relationship strength, account activity, quote

volume, complexity of the work, and management direction. The Outside Sales Representative remains accountable for the

customer relationship and for making sure the customer receives timely, accurate service.

10. PARADIGM / CRM ACCOUNTABILITY

Target: 100% compliance.

Paradigm is the company's primary source for monitoring sales activity, opportunities, quoting activity, customer

relationships, and sales performance. The representative is responsible for maintaining accurate and timely information,

including customer visits, contractor/builder contacts, job-site visits, prospects, Requests for Quote (RFQs), quotes, quote

status, customer conversations, competitive information, follow-ups, next steps, project information, and order

opportunities.

IMPORTANT — SALES REPRESENTATIVE ASSIGNMENT: When entering activity, RFQs, quotes, or opportunities into Paradigm,

the representative must select themselves as the Sales Representative on the applicable record. This is required so

management can accurately monitor individual activity, pipeline, quoting, and sales reports. Incorrect assignment can

prevent management reporting from accurately reflecting the representative's performance

FIELD EXECUTION, MANAGEMENT REVIEW & PERFORMANCE

11. DAILY ACCOUNTABILITY PROCESS

7:00 AM — Pre-Route Planning: Review appointments, open quotes, follow-up commitments, active construction projects,

geographic route, priority prospects, and daily prospecting objectives.

Before the Day's Visits — Research & Preparation: Investigate the contractors/builders and projects planned for the day so

face-to-face visits are targeted, purposeful, and prepared in advance.

During the Day — Field Activity: Work toward 5–8 face-to-face contractor/builder visits and 2–4 cold drop-ins/job-site stops

while servicing active customers and qualified opportunities.

Throughout the Day — Opportunity Development: When a qualified opportunity is identified, shift appropriate time toward

gathering information, preparing Requests for Quote, completing quotes, communicating with customers, reviewing quotes,

addressing objections, establishing follow-up, and closing orders.

4:00 PM — End-of-Day Sync: Review completed activities; enter customer contacts, RFQs, quote status, follow-ups,

dimensions, panel lists, drawings, and next steps into Paradigm; confirm the correct Sales Representative is selected; and

plan priorities for the following day.

12. WEEKLY MANAGEMENT REVIEW

The manager and salesperson should review face-to-face visits, cold stops, qualified RFQs, qualified RFQs quoted, quotes

delivered/reviewed, active quote follow-up, new qualified contacts, Paradigm activity, correct sales-representative

assignment, orders/sales volume, and pipeline development.

13. SALESPERSON WEEKLY REVIEW

The salesperson should be prepared to discuss key wins, new accounts, significant opportunities, quotes that moved

forward, orders secured, active pipeline and estimated timing, obstacles or competitive issues, and prospects requiring

additional attention.

14. MANAGER WEEKLY REVIEW

Management should evaluate both leading indicators (visits, cold stops, contacts, RFQs, quotes, presentations, follow-ups,

Paradigm activity) and lagging indicators (orders, sales dollars, gross margin, new accounts, retention, conversion, and

territory growth).

15. MANAGEMENT PRINCIPLE — ACTIVITY SHOULD FOLLOW OPPORTUNITY

The Outside Sales Representative is expected to maintain strong prospecting activity, particularly while establishing a new

territory and customer base. However, activity should not be measured solely by the number of doors knocked on or visits

completed.

As qualified Requests for Quote (RFQs) increase toward 3–5 per week and active opportunities grow, the representative

should appropriately dedicate more time to completing quotes, reviewing proposals, presenting quotes, following up,

negotiating, coordinating orders, and closing business.

A temporary reduction in face-to-face prospecting activity is appropriate when the representative is actively working a

healthy pipeline of qualified opportunities. Prospecting should continue at a reasonable level so future pipeline development

does not stop. The objective is productive sales activity — not activity for activity's sake.

EVENT / TRADE SHOW DEVELOPMENT.

The Outside Sales Representative should investigate agricultural shows, builder shows, home shows, and other relevant

trade shows or events where Delta Metals should consider attending with its own booth the following year. The

representative should seek out shows where a higher concentration of potential customers is likely to attend and report

relevant event information, customer potential, dates, and opportunities back to the Regional Sales Manager. For any

event Delta Metals attends, the Outside Sales Representative will be required to help staff and operate the Delta Metals

booth for the duration of the event.

90-DAY / ONGOING PERFORMANCE EXPECTATIONS

16. OVERALL PERFORMANCE EXPECTATION

A successful Outside Sales Representative should demonstrate consistent field presence, relationship-building, effective

prospecting, customer and product knowledge, qualified-opportunity development, ownership of the Request for Quote

process, timely and accurate quoting, strong quote presentation, consistent follow-up, closing ability, accurate Paradigm

documentation, correct Sales Representative assignment, pipeline growth, customer growth, and increasing order volume

and profitability.

BUILD THE RELATIONSHIP.

Develop meaningful relationships with contractors, builders, decision-makers, and purchasing contacts.

FIND THE OPPORTUNITY.

Identify active and upcoming projects where Delta Metals can provide value.

QUALIFY IT.

Obtain the information necessary to create a complete and accurate Request for Quote (RFQ).

QUOTE IT.

Complete qualified quotes accurately and in a timely manner.

REVIEW IT.

Personally review quotes with customers whenever practical and address questions or objections.

FOLLOW UP.

Establish a clear next step and consistently move active opportunities forward.

CLOSE IT.

Convert qualified opportunities into orders and profitable business.

GROW THE ACCOUNT.

Build repeat business and, after the first three completed orders when appropriate, transition routine quoting to Inside Sales

under management direction while continuing to own the customer relationship and account growth.

MANAGEMENT STANDARD: The scorecard is intended to measure productive sales activity and business development—not

activity for activity's sake. The 5–8 daily face-to-face target is a primary prospecting standard, with each visit expected to be

researched and strategically planned in advance. Cold drop-ins are intentionally lightweight prospecting stops that may be

as simple as identifying a job site or storefront and capturing a contractor name or phone number for deeper investigation

later. As qualified Requests for Quote (RFQs) and active opportunities increase, the representative should appropriately shift

time toward quoting, customer review, follow-up, and closing.