Inside Sales Representative

Greif

2d • Remote

About The Position

The Inside Sales Representative supports revenue growth through a hybrid role combining small & mid-sized customer management (70%) and business development / lead generation (30%). Owns the full sales cycle for assigned small and mid-sized accounts while also generating and qualifying new business opportunities. Operates as the primary point of contact for assigned accounts and executes multi-channel prospecting to drive new logo acquisition and pipeline growth. Inside Sales Representatives function as full-cycle sellers for smaller accounts, operating with similar expectations to Field Sales within defined deal size and account threshold and remote activities as Virtual meetings, calls, follow-up emails, etc.

Although this is a remote opportunity, candidates must reside in an Eastern Time Zone state to effectively manage customer relationships.

Requirements

• Typically possesses a Bachelor's degree (or equivalent)
• Typically requires 4-8 years of experience.
• Proficiency with CRM for pipeline, forecasting, and account management.
• Strong commercial acumen with demonstrated pricing and negotiation capability.
• Clear, concise communication (written and verbal) with executive presence.
• Ability to analyze data to generate insights and action plans.
• Collaborative working style with cross-functional teams (Operations, Supply Chain, Finance, Quality).
• Organized, disciplined operating cadence; able to manage multiple priorities.
• Prospecting and lead qualification skills with consistent follow-through.
• Value-based selling and objection handling.

Responsibilities

• Own and manage a portfolio of small and mid-sized accounts
• Serve as primary point of contact for all commercial interactions
• Manage the full sales cycle from qualification through close
• Prepare quotes, negotiate pricing within guidelines, and close transactions end-to-end
• Identify and execute cross-sell and upsell opportunities to expand share of wallet
• Maintain regular customer contact cadence and proactively manage account health
• Contribute to account planning and growth strategies
• Ensure smooth transition to Customer Service for order execution and fulfillment
• Generate and qualify new logo opportunities aligned to defined target profiles
• Execute outreach through Marketing Qualified Leads (MQLs), Inbound leads (web, trade shows, campaigns), Outbound prospecting (cold outreach, call blocks, email sequences), and Reactivation of dormant accounts
• Research prospects, build target account lists, and execute multi-step prospecting cadences
• Qualify leads based on fit, need, and revenue potential
• Enter and manage opportunities in CRM and advance through early sales stages
• Escalate high-value or complex opportunities to Field Sales (ASMs) where appropriate
• Maintain accurate, up-to-date pipeline in CRM
• Manage a balanced pipeline across existing account expansion and new logo opportunities
• Execute structured activity cadence (calls, emails, meetings) to drive pipeline progression
• Adhere to pricing, compliance, and governance standards
• Partner with Field Sales, Customer Service, Pricing, and Operations to deliver seamless customer experience
• Share customer insights with Marketing and Product teams to inform campaigns and offerings
• Escalate service or quality issues and ensure resolution
• Performs other duties as assigned.

Benefits

• competitive core benefits
• paid time off
• a range of local benefits for eligible colleagues
• competitive salary
• excellent benefits
• opportunity for growth

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree