Outbound Sales

Outbound Sales•

Equilibar Location:

Fletcher, North Carolina Reports to: Director of Operations Company Profile Richards Industrials, founded in 1961, is a manufacturer of pressure regulators, control valves, and other fluid control products, known by our customers for high-quality products, excellent customer service, and fast & reliable deliveries. Our products are marketed under a series of distinct brands, each of which is used in unique applications that require precise technical attributes. The company serves a range of end markets, including pharmaceuticals, food & beverage, chemicals, petrochemicals, and various industrial segments. The company has two locations, Cincinnati, OH, and Fletcher, NC, and a global headcount of 190. Equipped with an experienced, passionate team, our company focuses on driving profitable growth through operational excellence, opening new channels to market, and investing in new products. Equilibar, based in Fletcher, NC, manufactures specialized valves that enable pharmaceutical, green energy, and research organizations to solve complex fluid control challenges and bring innovative products to market. Equilibar has four

Core Values:

Empowerment

• Employees are our most valuable asset Collaboration
• Together we achieve more Pioneering Spirit
• Curiosity and innovation are our driving forces Service Mindset
• Never stop advocating for the Customer And our purpose is to solve tomorrow's demanding fluid control problems, today.

The Position:

Equilibar is seeking an Outbound Sales Development & Quote Follow-Up Specialist to help increase quote-to-order conversion and expand high-value market opportunities. This person will consistently follow up on quoted opportunities that have not yet converted, pursue high-potential applications by identifying similar prospects, and reactivate inactive customers. This is the first outbound-focused commercial role at Equilibar, and the right candidate will help us build a repeatable process that grows revenue while maintaining a highly technical and customer-focused approach. He or she will be responsible for the following: Quote Follow-Up & Opportunity Conversion Execute a regimented follow-up process for prospects who received quotations but have not yet placed an order. Use structured phone + email follow-up sequences to re-engage prospects and drive next steps. Identify where the quote is in the decision process and uncover blockers such as: Waiting on budget approval Technical validation delays Competitive quotes / preferred vendors Procurement onboarding issues Project timelines shifting Determine the best "next action" (technical call, sample request, revised quote, purchase timing, escalation to Applications). Coordinate closely with Equilibar Application Engineers while maintaining clear ownership of the commercial follow-up process. Maintain accurate CRM or sales tracking notes so opportunities remain visible and measurable. Strategic Opportunity Expansion (Outbound Prospecting) Identify and pursue opportunities similar to promising inbound applications (ex: food & beverage coating/skid systems, landfill gas, biodigesters, industrial process control). Use tools such as LinkedIn, industry directories, web research, and AI-assisted prospecting to develop targeted lists of potential customers. Build contact lists using company websites and "about/team" pages to identify decision-makers and influencers. Conduct outbound outreach by phone and email to introduce Equilibar and generate new qualified opportunities. Focus primarily on opportunities in the $10k

• 100k range, coordinating closely with Application Engineers and leadership for larger opportunities.

Inactive Customer Reactivation Identify former Equilibar customers who have become inactive and re-engage them through structured outreach. Ask targeted questions to understand why purchasing stopped (new supplier, application changes, personnel turnover, pricing, lead times, etc.). Work with internal teams to restore relationships and generate new quote activity. Performance Goals & Success Metrics Success in this role will be measured through clear commercial outcomes, such as: Increased conversion of quotes to purchase orders Increased recovered revenue from previously expired quotes Number of qualified outbound conversations completed weekly Number of reactivated customers and renewed quote activity Pipeline growth and documented next steps for active opportunities Improved visibility and process rigor across follow-up activity

Qualifications Include:

Executive experience in commercial leadership roles such as Vice President

• Commercial, Senior Vice President, General Manager, or CEO (small or mid-sized business).

Demonstrated experience improving technical sales processes, guiding application engineering teams, and driving commercial growth. Strong understanding of engineered products, customized manufacturing, or technical solution development. Proven ability to lead cross-functional teams, manage complex customer relationships, and implement structured business processes. Excellent communication, negotiation, and executive-level presentation skills. Strong strategic planning and organizational leadership capabilities. Bachelor's degree in engineering, business, or related field; advanced degree preferred.

Personal Characteristics:

Strong work ethic Organized and detail-oriented Motivated and proactive Curious and creative Disciplined Committed to Continuous Improvement Outstanding Problem Solver Adaptable, able to thrive in a dynamic work environment Why would this role be exciting for me? Richards is a profitable, thriving company that's investing for growth

• career development is important for us This is an opportunity to join a talented, hard-working team that's pushing itself to be the best it can be We give back to the community through philanthropy and community service Equilibar firmly supports the principle and philosophy of equal opportunity for all individuals.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or status as a protected veteran.