Position Summary
The Associate Sales Rep is an entry-level role designed to develop future sales talent within Fulham’s OEM organization. This position supports the OEM Sales team by driving a high volume of customer activity (calls, emails, meetings), building and managing an opportunity pipeline, and independently sourcing and qualifying new customer leads. The Associate Sales Rep will learn Fulham’s products, applications, and sales process while developing the skills needed to grow into a quota-carrying role.
Promotional Growth Path
This role is part of a defined career progression track. Advancement is based on performance and readiness:
Associate Sales Rep Sales Representative Account Manager Regional Sales Manager Executive Sales Manager
Work Location / Travel
Work Location: Remote (U.S.-based)
Candidates must be able to work business hours and maintain reliable internet/phone access.
Travel: Occasional travel to Fulham’s headquarters in Hawthorne, CA for onboarding, training, and periodic team meetings (as needed). Up to 30% travel time with senior sales team to visit customers.
Job Responsibilities
- Produce a high volume of sales activity with OEM accounts through phone, email, virtual meetings, and consistent follow-up. Activities include booking meetings, following up on samples, quoting, checking availability/lead times, presenting solutions, and supporting the negotiation and closure of purchase orders.
- Execute structured outbound campaigns to drive customer engagement, including call-out lists, customer sample follow-ups, and targeted CRM email outreach.
- Build and broaden the pipeline of opportunities by coordinating internally (Sales, Customer Service, Product Management, Supply Chain/Operations) to move opportunities to close.
- Mine and qualify new customer leads through research, cold calls, proactive outreach, and targeted email campaigns.
- Educate customers on current products, promotions, and upcoming product releases; communicate Fulham’s value and differentiation clearly.
- Support smaller projects and transactional business by completing quote-to-order sales directly with customers.
- Log all customer interactions, opportunity updates, next steps, and key notes in Zoho CRM to ensure visibility, accountability, and pipeline accuracy.
Success Measures (What “Success” Looks Like)
- Consistent outbound activity and strong follow-up discipline
- Fast, accurate quote execution and improved quote-to-order conversion
- Strong CRM hygiene: complete notes, next steps, and timely updates
- Demonstrated product/application learning and ability to match solutions to customer needs
- Ability to nurture strong customer relationships
- Increasing contribution to pipeline growth and closed business
Skills & Qualifications / Experience
- Self-starter with strong drive, organization, and accountability; able to meet activity and performance targets in a remote environment
- Competitive mind set with a love for creating win-win solutions for customers
- Ability to value-sell by asking thoughtful discovery questions and clearly communicating solutions
- Strong customer relationship-building skills; comfortable with internet research, cold calling, and proactive outreach
- Positive, coachable, and fast learner with interest in selling technical products (electronics/lighting components)
- Process-driven mindset with strong responsiveness and attention to detail
- Strong written and verbal communication skills
- 2+ years of B2B experience in Inside Sales, Sales Support, or proactive Customer Service preferred; strong interest in a long-term sales career
- Knowledge of lighting/electrical components preferred
- Proficiency with Microsoft Office (Excel, Word, Outlook) and comfort with ERP/CRM systems (Zoho preferred)