Inside Sales Representative

Carmeuse•DeWitt Charter Township, MI

About The Position

The Inside Sales Representative will be responsible for engaging suspects, prospects, and inactive customers to understand their needs and develop a compelling business case to win incremental business. This role involves following up on inbound leads, prospecting for new business relationships through market research, and utilizing various communication methods like cold calling and email campaigns. The representative will also develop content for engagement, build a pipeline of high-potential accounts, and collaborate with outside sales and marketing to ensure efficient lead hand-off and track conversion rates. Additionally, the role focuses on increasing sales to small/medium customers by understanding their project pipelines, developing customer retention plans, and acting as a liaison between customers and operations. The position requires developing quoting acumen, generating quotes aligned with customer needs, and supporting territory forecast creation. The representative will also create metrics, dashboards, and reports to track key indicators and gather market information. A key aspect of the role is developing an in-depth understanding of solutions, building relationships with decision-makers, and embracing the selling process. Administrative duties include managing incoming calls and ensuring exceptional customer service.

Requirements

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
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

Nice To Haves

Experience with Salesforce CRM is a plus

Responsibilities

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
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
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
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
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
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