Key Responsibilities and Required Skills for External Sales Consultant

🎯 Role Definition

An External Sales Consultant is a dynamic, results-oriented professional responsible for driving business growth by identifying, pursuing, and closing new business opportunities within a designated territory. This field-based role requires a self-starter who excels at building robust client relationships through a consultative sales approach. The ideal candidate is a strategic thinker and a powerful communicator, adept at understanding complex client needs and presenting tailored solutions that deliver tangible value. You will act as the face of our organization, managing the full sales cycle from prospecting to contract negotiation and ongoing account management, ultimately exceeding revenue targets and expanding our market presence.

📈 Career Progression

Typical Career Path

Entry Point From:

Inside Sales Representative
Sales Development Representative (SDR)
Junior Account Manager or Account Coordinator

Advancement To:

Senior Sales Consultant / Key Account Manager
Regional Sales Manager / Territory Manager
Director of Sales or VP of Sales

Lateral Moves:

Business Development Manager
Channel Sales Manager
Corporate Trainer (Sales)

Core Responsibilities

Primary Functions

Proactively identify, prospect, and qualify new business opportunities through a variety of methods including cold calling, networking, referrals, and attending industry events.
Develop and execute a strategic territory plan to achieve and exceed monthly, quarterly, and annual sales quotas and business objectives.
Conduct in-depth discovery meetings with prospective clients to understand their critical business challenges, objectives, and operational pain points.
Master and articulate the company's value proposition, demonstrating a deep understanding of our products, services, and competitive advantages.
Deliver compelling, customized sales presentations and product demonstrations to key decision-makers, from C-level executives to technical stakeholders.
Manage the entire sales cycle with a high degree of professionalism, from initial contact and needs analysis to proposal creation, negotiation, and closing.
Build and nurture strong, long-lasting client relationships based on trust, acting as a strategic advisor rather than just a vendor.
Skillfully negotiate contract terms, pricing, and service level agreements to ensure mutually beneficial partnerships.
Develop and maintain a robust and accurate sales pipeline, meticulously tracking all activities and opportunities in the company CRM system (e.g., Salesforce).
Collaborate with the marketing team to capitalize on lead-generation campaigns and provide market feedback to inform future strategies.
Maintain an expert level of knowledge regarding market trends, industry developments, and the competitive landscape to effectively position our solutions.
Prepare and present strategic account plans for high-potential clients, outlining pathways for growth and deeper integration.

Secondary Functions

Prepare and deliver accurate and timely sales forecasts, activity reports, and performance analyses to sales leadership.
Collaborate closely with internal teams, including pre-sales engineers, customer success, and implementation specialists, to ensure a seamless client onboarding experience.
Provide insightful feedback from the field to product development and marketing teams to influence the future direction of our offerings.
Attend and professionally represent the company at trade shows, conferences, and other networking functions to generate leads and enhance brand visibility.
Continuously enhance your sales skills and product knowledge through company-provided training and self-directed learning.
Manage travel and entertainment expenses responsibly and in accordance with company policy.
Assist in resolving any client issues or escalations by coordinating with the appropriate internal support departments.
Participate actively in team meetings, sharing best practices, competitive intelligence, and strategies for success.

Required Skills & Competencies

Hard Skills (Technical)

CRM Proficiency: Advanced skills in using CRM platforms like Salesforce, HubSpot, or Microsoft Dynamics 365 for pipeline management, tracking, and reporting.
Sales Methodologies: Proven experience applying consultative sales frameworks such as MEDDIC, The Challenger Sale, or Solution Selling.
Presentation Software: Expertise in creating and delivering impactful presentations using tools like Microsoft PowerPoint, Google Slides, or Prezi.
Sales Analytics: Ability to analyze sales data and pipeline metrics to forecast revenue and identify trends.
Contract Negotiation: Demonstrable skill in navigating complex contract negotiations, including pricing, terms, and legal clauses.
Territory Planning: Strategic ability to map, segment, and prioritize opportunities within a geographic or vertical-specific territory.

Soft Skills

Exceptional Communication: Superior verbal and written communication skills, with the ability to articulate complex ideas clearly and persuasively.
Active Listening: The ability to genuinely listen to and understand client needs before formulating a response or solution.
Relationship Building: A natural talent for building rapport and establishing long-term, trust-based relationships with clients and internal stakeholders.
Resilience & Grit: The mental toughness to handle rejection, overcome obstacles, and maintain a positive, motivated attitude.
Negotiation & Influence: Strong persuasive abilities to guide stakeholders toward a consensus and close deals favorable to both parties.
Time Management & Organization: Excellent organizational skills to effectively manage a high volume of leads, meetings, and administrative tasks in a field-based role.
Self-Motivation & Autonomy: A highly disciplined self-starter who can work independently and manage their own schedule to achieve ambitious goals.
Problem-Solving: A creative and analytical mindset to identify client problems and craft effective, customized solutions.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree or equivalent practical experience in a sales-driven environment.

Preferred Education:

Bachelor's or Master's Degree in a relevant field.

Relevant Fields of Study:

Business Administration
Marketing
Communications

Experience Requirements

Typical Experience Range:

3-7 years of B2B outside sales experience, with a consistent history of meeting or exceeding targets.

Preferred:

Direct experience selling similar products, services, or solutions (e.g., SaaS, technology hardware, professional services) in a field-based capacity. A verifiable track record of landing major accounts and managing a complex sales cycle is highly desirable.