Torchora
Back to Home

Key Responsibilities and Required Skills for Field Sales Consultant

💰 $65,000 - $150,000 OTE

SalesBusiness DevelopmentClient RelationsOutside Sales

🎯 Role Definition

As a Field Sales Consultant, you are the face of our company in your assigned territory. This autonomous role is perfect for a highly motivated sales professional who thrives on building relationships, solving customer problems, and crushing sales targets. You will be responsible for the entire sales cycle, from prospecting and lead generation to negotiating contracts and closing deals. Your success will be measured by your ability to strategically manage your territory, build a robust sales pipeline, and consistently exceed revenue goals while acting as a trusted advisor to our clients.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Inside Sales Representative
  • Sales Development Representative (SDR)
  • Junior Account Executive

Advancement To:

  • Senior Field Sales Consultant / Key Account Manager
  • Regional Sales Manager
  • National Sales Director

Lateral Moves:

  • Strategic Account Manager
  • Channel Partner Manager

Core Responsibilities

Primary Functions

  • Proactively identify, prospect, and generate new business opportunities within a defined geographic territory through strategic cold calling, networking, and field-based activities.
  • Develop and execute a comprehensive territory sales plan to achieve and consistently exceed monthly, quarterly, and annual sales quotas.
  • Manage the full sales cycle from initial contact and needs analysis to proposal, negotiation, and successful closing of new accounts.
  • Conduct compelling, in-person product demonstrations and solution-oriented presentations to key decision-makers, including C-level executives.
  • Build and maintain a robust, accurate, and predictable sales pipeline using our CRM system (Salesforce) to effectively manage opportunities and forecast revenue.
  • Cultivate strong, long-term relationships with clients, acting as their primary point of contact and trusted advisor to ensure high levels of customer satisfaction and retention.
  • Master and maintain expert-level knowledge of our product suite, industry trends, and the competitive landscape to effectively position our value proposition.
  • Skillfully negotiate contract terms, pricing, and service level agreements to secure profitable, long-term business partnerships.
  • Travel extensively throughout the assigned territory (up to 75%) to meet with prospective and existing clients face-to-face.
  • Represent the company with professionalism and integrity at industry conferences, trade shows, and networking events to generate leads and enhance brand visibility.
  • Understand the unique business challenges and objectives of each prospect to develop and present tailored solutions that deliver tangible value.
  • Systematically follow up on leads generated by marketing campaigns and internal teams, converting them into qualified sales opportunities.
  • Collaborate with the sales management team to develop targeted sales strategies and refine the sales process for optimal efficiency and results.
  • Achieve specific daily and weekly key performance indicators (KPIs) for outreach, appointments set, and meetings conducted.

Secondary Functions

  • Meticulously log all sales activities, customer interactions, and opportunity details in the CRM to ensure data integrity and provide visibility to the wider team.
  • Prepare and present regular sales forecasts, pipeline reports, and territory analysis to sales leadership.
  • Collaborate with internal teams, including marketing, product development, and customer support, to provide market feedback and ensure a seamless customer experience.
  • Contribute to the development of sales collateral and presentation materials by providing insights from the field.
  • Manage travel and entertainment expenses responsibly and submit expense reports in a timely manner.
  • Participate actively in weekly sales meetings, training sessions, and professional development programs to continuously enhance sales skills and product knowledge.
  • Assist in resolving any customer issues or escalations by coordinating with the appropriate internal departments.
  • Gather competitive intelligence and customer feedback, sharing these insights with product and marketing teams to inform future strategy.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Advanced skills in using CRM platforms, particularly Salesforce, to manage pipelines, track activities, and generate reports.
  • Sales Methodologies: Proven experience applying structured sales methodologies such as Challenger Sale, MEDDIC, or Solution Selling.
  • Territory Management: Demonstrated ability to strategically plan and manage a geographic sales territory for maximum coverage and efficiency.
  • Forecasting & Reporting: Ability to accurately forecast sales performance and analyze sales data to identify trends and opportunities.
  • Presentation Software: High proficiency in Microsoft PowerPoint, Google Slides, or similar tools to create and deliver impactful sales presentations.
  • Industry Knowledge: Deep understanding of the specific market (e.g., SaaS, FinTech, Medical Devices) and its competitive landscape.

Soft Skills

  • Negotiation & Persuasion: Expert-level ability to influence decision-makers and navigate complex contract negotiations to a successful close.
  • Resilience & Grit: A tenacious and positive attitude with the ability to handle rejection and persevere through long sales cycles.
  • Self-Motivation & Discipline: A true self-starter who can work autonomously, manage their own schedule, and stay focused on goals without direct supervision.
  • Exceptional Communication: Superior verbal and written communication skills, with the ability to articulate complex concepts clearly and concisely.
  • Active Listening: The skill to listen intently to customer needs, understand their pain points, and ask insightful follow-up questions.
  • Relationship Building: A natural ability to build authentic, long-lasting relationships and establish trust with clients and prospects.
  • Time Management & Organization: Outstanding organizational skills to juggle multiple priorities, from prospecting and meetings to administrative tasks.
  • Business Acumen: Strong commercial awareness and the ability to understand how our solutions impact a client's business and ROI.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical sales experience with a demonstrated history of success.

Preferred Education:

  • Bachelor's Degree in Business, Marketing, Communications, or a related discipline.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range: 3-7 years

Preferred: 5+ years of direct experience in an outside, field-based sales role, complemented by a consistent and verifiable track record of exceeding sales quotas and landing new logos.

Explore More Careers