Job Title: Regional Safety Specialist – Industrial Sales
Status: Exempt
Reports to: Regional/Industrial Sales Leadership
About Martin Inc.:
Founded in 1934 and headquartered in Florence, AL, Martin offers a wide variety of products and services in Industrial, Safety, Integrated Supply and Fastening – all uniquely designed to help companies operate better. Martin is a member of Affiliated Distributors, the Industrial Supply Association, National Association of Wholesalers, the National Fasteners Distributor Association, and the Global Sourcing Alliance. For more information, visit www.martinsupply.com.
Summary:
The Regional Safety Specialist is a sales-focused position responsible for growing Martin’s safety product and service business within an assigned region. This position partners directly with Industrial Sales representatives to identify customer opportunities, develop safety solutions, introduce new products, coordinate manufacturer resources, and expand Martin’s presence within existing and prospective accounts.
The Regional Safety Specialist serves as Martin’s subject matter resource for industrial safety products and solutions. The position works alongside Sales to understand customer applications and challenges and recommend products, training, services, and supplier resources that provide value to the customer.
The successful candidate will combine safety product knowledge with strong sales, communication, and relationship-building skills. The primary focus of the position is business development, sales growth, and customer support within the safety category.
Key Responsibilities:
- Drive growth of Martin’s safety product and service sales throughout the assigned region by identifying and developing new opportunities within existing and prospective accounts.
- Partner with Industrial Sales representatives on customer calls, account strategies, presentations, and other activities designed to expand Martin’s safety business.
- Develop relationships with customer safety/EHS professionals, purchasing teams, operations leaders, maintenance personnel, and other key decision-makers.
- Serve as a safety product specialist and resource to Martin’s Sales team, providing product knowledge, application guidance, competitive alternatives, and solution recommendations.
- Identify opportunities to expand Martin’s share of customer spend through competitive conversions, new safety categories, product standardization, consolidation, and new product introductions.
- Recommend safety products and solutions based on customer applications, work environments, operational needs, and opportunities to improve protection, productivity, comfort, or overall value.
- Support product trials, demonstrations, conversions, and standardization initiatives, coordinating samples and follow-up with customers, Sales representatives, and suppliers.
- Assist with safety-related proposals, presentations, product comparisons, specifications, technical information, compliance documentation, pricing strategies, and sourcing.
- Participate in customer meetings, plant visits, safety events, vendor fairs, lunch-and-learns, and other sales and business development activities.
- Provide product and application training to customers and Martin Sales representatives to strengthen safety knowledge and help uncover additional sales opportunities.
- Build strong relationships with key safety manufacturers and supplier partners, leveraging their expertise, training, samples, conversion programs, and technical resources to support customer opportunities.
- Coordinate manufacturer representatives and technical specialists for customer calls, demonstrations, training, and other sales initiatives.
- Stay current on safety products, technologies, market trends, competitive activity, and key product categories, including PPE, hand protection, eye and face protection, hearing protection, respiratory protection, fall protection, protective clothing, first aid, facility safety, and ergonomics.
- Maintain an active pipeline of safety sales opportunities, track sales activity and results, and communicate progress and growth opportunities to Sales leadership.
- Collaborate with Industrial Sales leadership and representatives to establish regional safety priorities and growth objectives and share successful applications and sales strategies across the region.
- Support the assigned Sales representative in strengthening the overall customer relationship while maintaining Sales representative ownership of the account.
- Perform other sales and customer support responsibilities as assigned.
