About the Field Sales Representative role
A Field Sales Representative sells face to face, on the customer's ground. They own a geographic territory, plan visit routes, prospect for new customers, demonstrate products in person, negotiate on the spot, and keep existing accounts ordering. Much of the week is spent traveling between meetings, so the role rewards self-starters who manage their own time without a manager watching.
The shape of the job depends on what is sold. In consumer goods and distribution, field reps work dense routes of retail visits, checking stock, placing orders, and defending shelf space. In B2B services or equipment, they run fewer but longer meetings, with demos, site assessments, and multi-visit negotiations. Both versions live on relationship strength and territory knowledge that no remote seller can match.
In your posting, define the territory clearly, state the expected visit or meeting volume, and be upfront about travel share, vehicle and expense arrangements, and how the commission plan works. Field sales candidates self-select heavily on territory quality and earning mechanics, so transparency here saves everyone interview time.
Field Sales Representative job description template
Job brief
We are looking for a Field Sales Representative to grow revenue in an assigned territory through in-person selling. You will plan efficient visit routes, prospect and qualify new customers, present and demonstrate our products at customer sites, negotiate and close orders, and keep existing accounts active and growing. You will report activity and pipeline through our CRM from the road. Success means your territory hits its revenue target, your customer base grows quarter over quarter, and customers know and trust you as the face of the company.
Responsibilities
- Own an assigned territory and its revenue target, acting as the company's face to local customers
- Plan weekly routes and schedules to maximize productive customer visits
- Prospect new customers through cold visits, local networking, referrals, and trade events
- Present and demonstrate products at customer sites, tailoring the pitch to each buyer
- Negotiate prices and terms within guidelines and close orders on the spot where possible
- Visit existing accounts on a regular cycle to secure reorders, upsell, and resolve issues
- Monitor competitor activity, pricing, and market trends in your territory and report insights
- Log visits, orders, and pipeline updates in the CRM from the field, same day
- Manage samples, promotional materials, and merchandising standards where relevant
- Meet weekly activity targets for visits, quotes, and new accounts opened
Requirements and skills
- Proven field or territory sales experience with a record of meeting revenue targets
- Strong face-to-face selling skills: rapport, live demonstrations, and on-the-spot negotiation
- Self-discipline to plan routes and manage a week with minimal supervision
- Comfort with cold visits and turning first meetings into lasting accounts
- Working knowledge of CRM software and mobile reporting from the field
- Valid driving license and willingness to travel within the territory most days
- Physical stamina for a schedule built around daily travel and site visits
- High school diploma required; a BSc or BA in business or a related field is a plus
Nice to have
- Existing customer relationships or market knowledge in the assigned territory
- Experience in your product category, such as FMCG, medical, industrial, or technical equipment
- Familiarity with route planning or territory mapping tools
- Merchandising or trade marketing experience for retail-facing roles
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