Inside Sales Representative

Carmeuse • Lansing, MI

7d • Onsite

About The Position

We are seeking a motivated and results-oriented Inside Sales Representative to join our dynamic sales team. This role is crucial for driving revenue growth by engaging with potential and existing customers, developing new business opportunities, and managing accounts. You will be responsible for lead generation, qualification, and nurturing, as well as providing exceptional customer service and support. The ideal candidate will have a strong work ethic, excellent communication skills, and a proven ability to build relationships and close deals in a B2B technical sales environment.

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 and 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 representative.
• Prospect for new business relationships, including market research to uncover new leads and understand company size and opportunity potential.
• Utilize cold calling, email blasts, direct email follow-up, and networking to engage prospects.
• Develop content (email templates, call scripts, newsletters) to engage suspects based on their specific circumstances.
• Develop a pipeline of high-potential accounts for large opportunities and work with outside sales for timely follow-up.
• Develop processes for lead hand-off to ensure timely and diligent sales follow-up.
• Track lead follow-up, understand conversion rates, and improve the quality of leads passed to the outside sales team.
• Increase sales to small/medium customers by understanding high-opportunity customers, engaging key decision-makers/influencers, and understanding the customer's project pipeline.
• Develop and execute customer retention plans.
• Proactively engage small/medium customers to build relationships and uncover new opportunities.
• Act as a liaison between customers and operations to communicate needs, issues, and scheduling changes.
• Develop and manage the opportunity pipeline, track, and report on win/loss rates.
• Maintain accurate and detailed customer, prospect, and opportunity records using Salesforce.
• Develop pricing and quoting acumen to ensure appropriate pricing, consulting with management when necessary.
• Generate quotes aligned with customer needs and corporate pricing policies.
• Work with the sales team to develop a forecast, track, and monitor results.
• Support territory forecast creation and provide regular updates.
• Create metrics, dashboards, and reports to track key indicators (opportunity pipeline, quote win/loss, 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.
• Develop strong relationships with decision-makers and influencers across the value chain.
• Learn and embrace the selling process.
• Manage all incoming calls via the company phone tree to route to the appropriate internal team, providing exceptional customer service.
• Ensure a friendly, customer-focused attitude, especially when interfacing with external stakeholders.

What This Job Offers

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