What's the best way to highlight my B2B sales experience when interviewing?

I, too, worked at a firm for 10 years and found my experience, loyalty, and cllimb up the ladder to be a "plus" when interviewing.

I am curious why you are concerned about your 10 year tenure in 1 place.
Have you had a bad experience when interviewing?

When the interviewer asks you situational questions, have stories prepared from various different jobs or different aspects of the position in which you spent so many years.

Why should you downplay your 10 years tenure? This has certainly brought to you experiences and "insider" knowledge you should capitalize on. This is particularly valuable in B2B environments, where I suppose you came across many different accounts in various industries, which certainly brought you some kind of understanding of the environment your clients operated into, so if that's the case you should bring that out in interviewing. I feel (but I am no expert) that while until 2008 intervieweres may have associated "loyalty" to "lack of dynamism", that's no more the case. Companies strive for retaining their key talents and in this respect your 10 years tenure is a clear sign of your commitment and engagement towards your previous employer. Be ready to answer questions about your reasons for leaving after 10 years though!. Hope this helps.

I think that both your loyalty and your sales experience can be highlighted without making one more or less important than the other. The fact is that the businesses you called upon are not all the same - so regardless of your tenure with your company, you indeed have proven that you can adapt product knowledge, recognize and tailor to the needs of the customer, and understand how to target each business when selling. Great sales skills anyone can appreciate. In regards to your company loyalty, it also applies to your customer loyalty - your parent company benefited from having the same sales rep respond to, and answer customer concerns year after year. As an employer, that means a great deal to the cost of keeping customers. And last but not least, if you were lousy or even mediocre at what you do - especially in Sales, your company would have shown you the door a long time ago. I think you have lots to talk about, and all of it is positive!

Charlie, all of your relevant experience counts, but don't just highlight the # of jobs. You should emphasize tangible contributions/results achieved in each key position...but (to stand out from the pack) you should also emphasize "insight" into important things for B2B customers, such as...

1. You understand the requirements, costs and value potential of B2B customers' RFQ/bidding processes, cost parameters, supplier diversity requirements, "green" supplier requirements and the impact on both parties by supply agreements (guaranteed supply)
2.You understand that with a B2B customer, your value proposition has to be more than just "selling widgets" you must sell them "solutions" so the B2B customer will actually see his P&L tied to your P&L...because he realizes that you actually help him satisfy HIS customers' needs and meet HIS plan.
3. You understand the B2B customers' business cycles, forecasting challenges, cost constraints...and you costomize your solutions with those considerations in mind; You can anticipate and adjust.

Besides the "typical" size of sales teams you've managed, $ revenue you've driven and # of customer relationships you've managed at one time...the three items mentioned above are the insightful points I suggest you should emphasize. Hope this helps.