Outside Sales Representative Focus California Los Angeles, CA Job Details Full-time $85,000 - $200,000 a year 11 hours ago Benefits Mileage reimbursement Dental insurance Paid time off Vision insurance Gym membership Professional development assistance Life insurance Qualifications Customer follow-ups Deal closing Hospitality Objection handling (sales technique) Customer records maintenance Record keeping Product presentation Sales proposal development Referral-based lead generation Territory sales Sales referrals Client rapport building Networking through cold outreach Opportunity Management Mid-level Business consulting B2B business model Proposal writing Technical presentations (as sales engineering task) Territory management Initial Contact (sales skills) B2B Prospecting Relationship management Canvassing for sales campaigns Lead Tracking Client acquisition Activity sales targets Sales pipeline management New business target achievement Full Job Description Outside Sales Representative Focus California Restaurant Technology Sales Location Los Angeles, California Job type Full-time, W-2 Work location Field-based / on the road in the Los Angeles area Base salary $30,000 annually Additional compensation Uncapped commissions, bonuses and recurring residual income Expected total earnings $85,000-$200,000 annually based on performance Estimated total earnings include the $30,000 base salary and performance-based compensation. The $85,000-$200,000 range is not guaranteed base pay. Actual earnings depend on performance. A True Outside Hunter Sales Role You build your own pipeline, get in front of restaurant owners, create interest, present solutions, deliver proposals and close profitable new business. The Role This is not an account-management role, a relationship-maintenance role or a position where you wait for leads to be handed to you. The right person wants to prospect. They are comfortable walking into restaurants, making outbound calls, hearing "no," following up and continuing until they create an opportunity. In return, Focus California provides significant upside. Our compensation model is designed so that successful reps can earn well beyond their base salary through new-deal bonuses, commissions and recurring income that compounds as their book grows. If you want a highly predictable salary regardless of production, this is probably not the right role. If you want your income to grow substantially as your results grow, it may be. Who We Are Focus California helps restaurant and bar owners improve day-to-day operations with POS systems, payments, online ordering, gift and loyalty tools, and dependable support. We serve operators across California, including the Los Angeles area. We take a consulting approach. The goal is to understand how the restaurant operates, identify where technology can improve the business and recommend the right solution. Restaurants should not have to choose between great technology and great service. What You Will Do

ACTIVITY

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INTEREST

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PRESENTATION

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PROPOSAL

> CLOSE Prospect aggressively. Build your own pipeline primarily through in-person restaurant visits, supported by outbound calls, email, social outreach, referrals and networking. Create interest. Get beyond simply visiting restaurants. Identify decision-makers, uncover real business problems and earn a meaningful next step. Consult. Understand the restaurant's operations, technology, pain points and goals. Present solutions. Demonstrate the products and services that best fit the restaurant. Build proposals. Create accurate, profitable recommendations and clearly communicate the value. Close business. Ask for the business, work through objections and move qualified opportunities to signature. Follow up relentlessly. Maintain momentum throughout the sales cycle instead of allowing opportunities to stall. Maintain your CRM. Keep HubSpot activity, opportunities, follow-ups, expected close dates and pipeline stages accurate. Hand off cleanly. Provide the onboarding team with complete information after the sale so the customer receives the experience that was promised. Your Activity Standard On a full field-prospecting day in the Los Angeles territory, the standard is 35 restaurant visits minimum / 40 target. On a dedicated outbound phone-prospecting day, the standard is 50+ outbound calls. Scheduled discovery meetings, demonstrations, proposals, closing appointments, training and other approved sales commitments appropriately reduce the day's prospecting requirement. The objective is not simply to count doors. Prospecting must create pipeline. Your Sales Standard Once fully ramped, the minimum monthly funnel is:

Interest:

8 new qualified restaurant opportunities

Presentations:

6 completed

Proposals:

4 delivered

Closes:

2 signed locations

Profitability:

$700+ net monthly profit signed The purpose of the funnel is to make success transparent. If Activity is strong but Interest is weak, we work on prospecting quality. If Interest is strong but Presentations are weak, we work on discovery and follow-up. If Proposals are strong but Closes are weak, we work on objections and closing. You will always know where you stand and what needs improvement. Your Ramp We do not expect a new salesperson to arrive on Day 1 with a mature pipeline. We do expect consistent effort from the beginning. Days 1-30: Learn Focus California's solutions, sales process and territory while building toward approximately 50% of the full activity standard and beginning to create qualified opportunities. Days 31-60: Build to approximately 75% of the full activity standard while consistently creating interest and beginning to move opportunities through presentations and proposals. Days 61-90: Operate at the full activity standard while developing a measurable working pipeline and demonstrating the ability to advance opportunities. Days 91-120: Full activity and funnel expectations apply, with additional runway for the first mature closing cycle. Day 121+: You are expected to perform at the full Sales Representative standard. The new-hire ramp provides 90 days before the full $700 NMP performance clock applies. What Winning Looks Like Prospect consistently. Create real opportunities. Move them forward. Close profitable business. Repeat. Strong performers do not stop when they reach the minimum. The compensation structure rewards people who continue building their pipeline and closing business beyond quota. There is no ceiling created by Focus California on how ambitious you can be in this role. What Losing Looks Like This role requires both effort and results. Repeated failure to perform required prospecting activity is a performance issue even if the rep is still ramping. After ramp, repeated failure to create pipeline, progress qualified opportunities or produce required sales results will lead to coaching and performance management. Continued failure to meet established standards can result in separation from the role. There should be no mystery about performance. Your funnel, activity and results are visible throughout your employment. Who Fits This Role Has a track record of self-generating business Is comfortable prospecting face-to-face Has demonstrated high outbound activity in prior sales roles Wants a compensation plan with significant performance-based upside Is motivated by winning and income growth Can handle rejection without losing urgency Builds rapport quickly with business owners Is comfortable asking direct questions and asking for the sale Follows up persistently without needing to be chased Uses CRM tools consistently Learns technology quickly Can manage a territory independently Accepts coaching and adjusts behavior when something is not converting Restaurant, hospitality, payments, POS, SaaS or other B2B outside-sales experience is useful but not required. We care more about demonstrated hunting behavior than industry background. This Role Is Probably Not for You If You prefer managing existing relationships over creating new ones, dislike cold prospecting, depend heavily on inbound leads, need someone else to structure your day, or are primarily motivated by guaranteed salary rather than performance-based earnings.

Compensation Base salary:

$30,000 annually Beyond the base, compensation includes substantial performance-based earnings.

Current incentives include:

Up to $4,500 upfront bonus per qualifying new deal Monthly production bonuses Annual high-performance bonus opportunity 25% of eligible estimated profit paid as recurring compensation Additional commissions on eligible revenue Uncapped upside based on production Recurring compensation allows successful reps to build income from the accounts they have already sold while continuing to add new business. Benefits Dental insurance Vision insurance Life insurance Paid time off Mileage reimbursement Gym reimbursement Book of the Month or Audible benefit Sales training and professional development Commission and bonus opportunities The Person We Want We want someone who reads "35-40 restaurant visits in a day" and thinks: "I can do that, and I can turn those conversations into deals." Not someone trying to determine how little activity they can do while keeping the base salary. This role has demanding expectations because it also has meaningful upside. The people who build pipeline, develop their skills and consistently close profitable business can build a very strong income at Focus California. Fair Chance Hiring Qualified applicants with arrest or conviction records will be considered for employment consistent with the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles Fair Chance Initiative for Hiring Ordinance, as applicable.

Pay:

$85,000.00 - $200,000.00 per year

Benefits:

Dental insurance Life insurance Mileage reimbursement Paid time off Professional development assistance Vision insurance People with a criminal record are encouraged to apply

Work Location:

On the road