Lead-Inside Sales
About The Position
The Lead Inside Sales representative develops a pipeline of small and medium-sized business (SMB) clients with potential for future growth. The role introduces upsell products and features, demonstrates products, negotiates pricing, and closes business to generate incremental revenue while helping retain and renew customers. This is a consultative inside sales position focused on outbound calling campaigns and account management, primarily engaging small-business customers by telephone to drive adoption and upsell of Data, Voice, Connect, vehicle and asset-tracking solutions, and emerging software and services. The role manages a diverse book of business across industries and works with customers from sale through implementation. It partners with Finance on business cases and contract and pricing negotiations, and with customer support, implementation, deployment, Marketing, and other internal and external partners. The position also drives peer activity and communicates sales activity metrics and performance to the team. The hybrid work arrangement includes working from home and at least three office days per week, scheduled by the manager. Scheduled hours are 7 a.m.–4 p.m. Central Time, 40 hours per week.
Requirements
- Bachelor’s degree or four or more years of work experience.
- Three or more years of relevant experience, demonstrated through work experience and/or military experience.
Nice To Haves
- Previous experience selling into SMB accounts.
- Consultative selling experience.
- Three or more years of B2B inside sales experience.
- One or more years of product sales account management experience.
- Account management experience.
Responsibilities
- Develop and maintain a pipeline of SMB customers with future growth potential and viable sales opportunities.
- Make outbound phone contacts and calls on qualified leads; identify opportunities and sell Data, Voice, Connect, and other products and services.
- Conduct web demonstrations, present and negotiate pricing, follow up on proposals, and close orders for additional vehicles, asset-tracking solutions, and software and services.
- Retain and renew customers while driving incremental revenue and upsell adoption.
- Partner with Finance on business cases for contract rewrites and pricing negotiations; execute contracts via DocuSign.
- Manage email campaigns developed with Marketing and use digital and inside sales tools across multiple platforms.
- Manage a diverse book of business, customer relationships, satisfaction, open issues, problems, and special requests.
- Collaborate with customer support, implementation, deployment, and other internal and external partners to support customers from sale through implementation.
- Prioritize sales activity and pipeline, manage time and productivity, and maintain accurate forecasts.
- Communicate sales activity metrics and performance to the team several times daily and drive peer activity.
- Assess individual and team performance, identify competency gaps, and initiate developmental plans.
- Monitor daily, weekly, and monthly sales reporting and activity to ensure sales, retention, and compliance objectives are met.
- Analyze team staffing needs and provide recommendations on hiring, promotion, and disciplinary actions.
- Stay current on wireless products and services and industry and competitive trends, and reinforce findings with the team.
- Listen to customer needs, identify present and future product or solution needs, and make appropriate recommendations using a consultative selling approach.
- Meet or exceed activity and customer engagement objectives and deliver quality account management.
- Work with the Associate Director on proposal follow-up and contract negotiations.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Short- and long-term disability insurance
- Basic and supplemental life insurance
- AD&D insurance
- Identity theft protection
- Pet insurance
- Group home and auto insurance
- Matched 401(k) savings plan
- Up to 8 company-paid holidays per year
- Up to 6 personal days per year
- Paid parental leave
- Adoption assistance
- Tuition assistance
- Up to 15 days of vacation per year for newly hired employees, increasing with additional service
- Potential premium pay, such as overtime, shift differential, holiday pay, and allowances
- Commission-based compensation with potential to earn more
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What This Job Offers
Job Type
Full-time
Career Level
Senior
