Inside Sales & Solutions Specialist

Total Industries•Livermore, CA

About The Position

The Inside Sales & Solutions Consultant qualifies web and self-generated leads, routes opportunities to the appropriate sales representative when needed, and closes qualified opportunities for in-stock products requested by Tier 3 accounts. Self-generated rental leads may be closed directly regardless of account size. The role also generates leads for conquest and new accounts by researching prospects, connecting with decision-makers, and supporting sales representatives in arranging introductory meetings and site visits. The position sells, rents, and promotes Material Handling solutions to walk-in customers and people contacting the company with inquiries. It handles web-based leads across the company’s territory and maintains CRM records for sales activities, from qualification and proposals through follow-up, closing, and order processing. The role requires a self-directed, organized professional with strong communication, telephone, and computer skills. The job is based primarily in a professional office, with visits to a warehouse where temperatures fluctuate. Most workdays involve desk and computer use, phone calls, and electronic messages. The role may also involve demonstrating equipment, driving demo vehicles, loading vehicles onto a pickup truck, and delivering them to a customer or branch. Compensation is $28.85 per hour plus commission; the position is non-exempt.

Requirements

High school diploma.
At least 2 years of experience in a combination of inside sales, telemarketing, and/or customer service.
Comfort with cold calling and working toward established sales objectives.
Excellent communication and interpersonal skills.
Strong negotiation and persuasion abilities.
Excellent judgment, organizational, and analytical skills.
Ability to work independently and in a team environment.
Exceptional time management, prioritization, and organizational skills.
Ability to operate and drive demo vehicles.
Ability to load vehicles onto a pickup truck and deliver them to a customer or branch.
Demonstrated ability to act consistently with company values.
Proficiency with Microsoft Office suite.
Qualified DMV record, drug screen, and background check.

Nice To Haves

College degree.
Experience in B2B sales, service, or rental.

Responsibilities

Qualify web and self-generated leads and route non-stock and Tier 1 and Tier 2 account opportunities to the appropriate representative.
Close opportunities for in-stock products requested by Tier 3 accounts when possible; turn qualified opportunities over to the appropriate representative when unable to close.
Close self-generated rental leads directly regardless of account size.
Meet activity objectives by quoting, renting, selling, upselling, and cross-selling solutions to walk-in and inquiry customers.
Serve as the main contact for web-based leads concerning the sale, rental, and service of Material Handling solutions throughout the territory.
Process CRM activities, including lead qualification, proposal presentation, follow-up, closing, and order processing for sales generated by the employee.
Develop an understanding of the solutions provided by Total Industries, assess customer needs, and recommend suitable equipment.
Demonstrate products and accessories to walk-in customers and prepare and deliver sales proposals and presentations as appropriate.
Proactively identify, call, and email potential customers to generate new business, including conquest and new accounts.
Research target accounts and provide the Sales Team with accurate contact and organizational information.
Contact target accounts and establish communication with decision-makers or influencers to schedule introductory meetings.
Develop and maintain customer relationships to promote equipment rental and sales.
Validate customer equipment needs and desired schedules; submit quotes, credit applications, and insurance requirements to customers.
Keep customer information and CRM activity current and accurate.
Stay informed about industry trends, market conditions, and competitor activities.
Meet established activity and performance goals, including logged calls and emails, clean CRM data, lead-generation activity, and lead-to-proposal and proposal-to-sale measures.
Operate and drive demo vehicles, load vehicles onto a pickup truck, and deliver them to a customer or branch.
Act consistently with company values.