Inside Sales Representative

Lead Development

• Engage suspects, prospects and inactive customers to understand needs and develop a compelling business case to win incremental business
• Follow up on inbound leads to qualify / disqualify and/or route to the appropriate outside sales rep for follow up
• Prospect for new business relationships, including market research to uncover new leads and to understand company size and opportunity potential
• Utilize cold calling, email blasts, direct email follow up and networking to engage prospects
• Develop content in the form of email templates, call scripts, newsletters, etc that can be used to engage suspects based on their specific circumstance
• Develop a pipeline of high potential accounts for large opportunities and work with outside sales to ensure timely follow-up
• In alignment with sales and marketing, develop processes for lead hand-off to ensure timely hand-off & diligent sales follow up
• Work with outside sales and marketing to track lead follow up, understand conversion & continue to improve the quality of leads being passed to the outside sales team

Account management

• Increase sales to small / medium customers by understanding the highest opportunity customers, engaging key decision makers / influencers & understanding the customer's project pipeline to recommend the best solutions for the job
• Develop & execute customer retention plans to increase retention year over year
• Proactively engage small / medium customers on a regular basis to build relationships and uncover new opportunities
• Act as a liaison between customers and operations to communicate customer needs, issues, scheduling shifts, etc.
• Develop & manage opportunity pipeline, track & report on win / loss rates
• Maintain accurate and detailed customer, prospect and opportunity records using Salesforce

Quoting

• Develop pricing & quoting acumen to ensure appropriate pricing based on the customer circumstance, consult with management when necessary
• Generate quotes aligned with customer needs & corporate pricing policies
• Work with sales team to develop a forecast, track & monitor results

Analytics

• Support territory forecast creation, own tracking providing regular updates
• Create metrics, dashboards & reports to track key indicators including opportunity pipeline, quote win / loss and regional pricing structures
• Gather and report market information regarding competitors, pricing, products, and key market trends

Learning & Development

• Develop an in-depth understanding of solutions to assist customers in selecting the right solution for the job
• Develop strong relationships with decision makers & influencers across the value chain
• Learn & embrace selling process

Administrative

• Manage all incoming calls via the company phone tree to route to the appropriate internal team for follow up, with a continued focus on providing exceptional customer service

• Ensure a friendly, customer focused attitude, especially when interfacing with external stakeholders

Required skills:

• Strong character and work ethic that align with company values
• 1-3 years B2B inside sales or business development experience selling technical products / services to technical buyers
• A Bachelor’s Degree in Business or related field, or commensurate experience
• Great networking skills on the phone
• Ability to gain technical knowledge of products and applications
• Proven ability to prospect & convert leads
• Experience in market research to better understand customer opportunity
• Ability to build strategic account plans to maximize sales & growth
• Ability to build bonding & rapport via inbound/outbound calls
• Utilize strong interpersonal skills to relate to all kinds of people both inside and outside of the organization
• Strong team player that can work cooperatively with others in order to drive results and goals
• Experience preparing proposals
• Proficiency in MS Office including Word, Excel, PowerPoint and Outlook
• Experience with Salesforce CRM is a plus
• Consistently demonstrates initiative and a readiness to act on opportunities
• Passionate about continuous learning & growing the business
• Prioritizes effectively and is highly organized
• Excellent written and verbal communication skills