Inside Sales Representative

SAN ANTONIO LIGHTHOUSE FOR THE BLIND•San Antonio, TX

41d•Onsite

About The Position

The Inside Sales Representative drives revenue growth by managing pre-qualified sales leads, developing new business opportunities, and expanding sales with existing customers. The role contacts customers who have not purchased in 30 or more days to identify reasons for inactivity and restore active buying relationships. It also manages assigned national e-commerce leads, converts new customers to the Vibrant Works e-commerce platform, and supports sales through approved government and commercial purchasing channels. The position is based at the Roosevelt corporate offices in San Antonio, Texas, reports to the Director of Business Development & Sales, and is part of the Business Development and Sales Department. The role is non-exempt and requires 25% travel. The representative works with outside sales and internal departments to coordinate customer ownership, sales activity, and customer requirements. The position also performs other tasks as requested by a supervisor to support effective divisional or departmental operations.

Requirements

High school diploma or equivalent.
At least one year of experience in inside sales, outbound customer contact, account management, business development, e-commerce sales, or customer service.
Strong verbal and written communication, customer service, relationship-building, and active listening skills.
Ability to conduct outbound prospecting, diagnose account inactivity, follow up consistently, address objections, and close sales.
Ability to meet established activity, conversion, customer-reactivation, and revenue goals.
Self-motivated and results-oriented, with a strong sense of ownership and urgency.
Strong organizational skills and attention to detail, including the ability to manage multiple inactive accounts, national leads, quotes, customer contacts, priorities, and CRM records simultaneously.
Proficiency with CRM systems, Microsoft Office applications, and e-commerce platforms, with the ability to learn government purchasing portals and other sales technology.
Ability to work independently and collaborate effectively while following account-ownership procedures and completing smooth customer handoffs.
Ability to understand customer needs and recommend appropriate products, services, and purchasing solutions.
Ability to sit and/or stand for extended periods.
Ability to use a computer, telephone, and other standard office equipment for extended periods.
Ability to lift and transport up to 25 pounds of sales-related materials, with or without reasonable accommodation.

Nice To Haves

Experience using CRM systems and e-commerce platforms.
Experience with government customers or government purchasing channels.

Responsibilities

Contact assigned customers who have not purchased in 30 or more days to determine the reason for inactivity and identify opportunities to restore the business relationship.
Own the account during reactivation efforts and remove it from the active workload once purchasing resumes, unless it becomes inactive again.
Pursue assigned national e-commerce leads through calls, email, research, referrals, e-commerce activity, and other approved sources to develop new business outside assigned-base field coverage.
Manage pre-qualified leads and provide timely, consistent follow-up from initial contact through conversion, order placement, or documented disposition.
Promote customer adoption and effective use of the Vibrant Works e-commerce platform and assist customers with available purchasing options.
Communicate product availability, features, pricing, benefits, delivery expectations, and suitable purchasing solutions to customers.
Prepare quotes, respond to inquiries, address objections, negotiate within established guidelines, and convert qualified opportunities into orders.
Maintain an active pipeline for assigned inactive accounts and national e-commerce leads, including clear next steps and expected outcomes.
Support customer use of applicable government purchasing methods, including GSA, DoD FedMall, TLS, GPC, FMZ, MORD, and MIPR, as relevant and in coordination with the appropriate account owner.
Notify the Director of Business Development when the representative and the Federal and Government Accounts Manager engage the same customer; the Director assigns primary relationship ownership under the sales process.
Document customer handoffs in the CRM and provide relevant background, notes, quotes, and open-action details.
Continue supporting opportunities as requested while avoiding duplicate outreach or conflicting customer communication.
Maintain accurate and timely CRM records of customer contacts, account status, leads, quotes, follow-up activities, handoffs, and sales results.
Participate in weekly collaboration with outside sales representatives and other sales partners to review opportunities, resolve account overlap, and coordinate next steps.
Provide regular reporting on reactivation activity, e-commerce leads, pipeline, conversion rates, open opportunities, handoffs, and revenue performance.
Meet or exceed established individual and departmental sales goals, activity expectations, service standards, and other key performance indicators.
Collaborate with Business Development, Retail Operations, Procurement, Pricing, Contracting, Marketing, and other departments to support customer requirements and close sales.
Demonstrate the values Be Limitless, Be Resilient, Be People Centered, Be a Team, and Be Trustworthy.
Perform other tasks as required by the supervisor for effective divisional or departmental operations.