Inside Sales Representative - Southern Region
About The Position
The Inside Sales Representative is a technically and mechanically adept member of the Project Sales team who understands customer needs and recommends appropriate Kattsafe solutions. The role covers the Southern region and owns Projects deals from qualification through close, generally those identified as Projects rather than Estimating and typically valued at $60,000 or more, with flexibility. The representative serves as a solutions expert for clients and customers and works alongside the Territory Sales Representatives, who own the Southern-region accounts. The position reports to the Project Sales Manager. Its core performance measure is closed-won revenue in the region’s Projects pipeline, alongside activity targets for calls and meetings and maintaining a calendared next step on every Projects deal. Some travel may be required.
Requirements
- At least 2 years in a sales engineering role or similar, with proven sales experience, preferably in a B2B environment, or a bachelor's degree from an accredited university or college.
- Excellent verbal and written communication skills, with a strong ability to actively listen and engage with customers.
- Proficiency with Microsoft Office Suite and CRM software; HubSpot is preferred.
- Strong organizational skills and ability to manage multiple tasks and prioritize effectively.
- Proven experience with standard construction methods and strong mechanical aptitude.
- Proven experience developing tailored customer solutions and understanding and solving customers’ unique needs.
- Self-motivated and goal-oriented, and comfortable working in a fast-paced, target-driven environment.
- Ability to read and interpret CAD drawings and blueprints.
- Some travel may be required.
Nice To Haves
- B2B sales experience.
- Experience with HubSpot CRM.
- Experience with Infor ERP software.
Responsibilities
- Own Projects deals for the region from qualification through close.
- Generate solutions proposals for projects.
- Present product demonstrations and custom proposals.
- Qualify every opportunity to the 5/5 criteria.
- Input and update deal-related communications in HubSpot.
- Use configurator tools to create solutions-based proposals.
- Collaborate with sales team members and relevant departments, including Customer Service (estimating), to gather information needed for solutions proposals.
- Maintain detailed technical and mechanical knowledge of Kattsafe products.
- Read and interpret CAD drawings and blueprints.
- Work with Territory Sales Representatives in the region; the TSR owns the account and remains involved in the Projects deal through close.
- Promptly address and qualify Project requests from all channels, including in-market activity, phone, email, and website.
- Engage potential customers consultatively by providing risk analysis, understanding their needs, qualifying requirements, and determining appropriate solutions.
- Provide product information, manage technical aspects of responses, overcome objections, and advance deals through the Projects pipeline.
- Flag opportunities that may qualify as Strategic Projects to the Strategic Projects team the same day.
- Run the Whale Hunting process on Projects deals of $140,000 or more.
- Build and maintain strong relationships with existing accounts.
- Perform other duties as assigned.
Benefits
- Generous base salary with quarterly bonus potential.
- Company 401(k) contribution up to 4%.
- Healthcare options, including packages at no cost to the employee.
- Lunch provided onsite Tuesday, Wednesday, and Friday.
- Onsite gym and shower available to employees outside work hours.
- Company-paid holidays, including Good Friday, the day after Thanksgiving, and the days between Christmas Day and New Year's Day, in addition to federal paid holidays.
