Teaming Rep, Inside Sales

Office Depot • Austin, TX

4h

About The Position

The Teaming Rep, Inside Sales is tasked with working in correlation with a Field Sales partner on targeted accounts, with decentralized purchasing behaviors, to drive sales growth and customer retention. The teamed sales resources will be expected to maintain an effective communication cadence with customers to drive a defined account sales strategy at the customer site level. The Teaming Rep, Inside Sales is a quota driven sales resource with responsibilities that include driving sales growth and purchasing compliance at site level by:
Establishing and executing customer contact strategies
Identifying and developing relationships with site level decision makers, influencers, and purchasing resources
Enabling purchasing capabilities/functionality for customer contacts
Creating a pipeline by identifying sales opportunities and driving them through the sales process
Driving sales growth and LOB penetration at a customer site level
Primary Responsibilities:
Conduct the proper amount of daily phone calls and customer engagements with decision makers, influencers, current buyers, and end users to produce daily impactful results. Utilize sales methodologies to identify pipeline opportunities to advance the sales process. Serve a single point of contact to develop quick timely responses to customers to drive increases in annual spend purchasing compliance with ODP Business Solutions.
This role will have between $4m-$15m in annual revenue base and an incremental year/year percentage sales goal.
Work toward a defined sales quota, by managing, maintaining, and growing an assigned book of business. Expand line of business purchasing beyond the core product offering to meet the needs of the buyer and ensure retention of the customer over the long term.
Build sales opportunities by understanding the customer's business and business needs, market conditions, competition, and industry trends. Establish and maintain relationships with existing customers in order to understand the clients’ organizational structure.
Increase orders by suggesting related items, introduce new products and services. Sustain existing business relationships, respond to product and/or service inquiries and seek opportunities to enhance the existing business potential across all product service lines. Responds to product and/or service inquiries including but not limited to price, order placements, benefits, product differentiation, objections and availability. Works to increase the average order value of the sale, grow revenue, and increase margins for each order as well as developing long-term purchasing programs with customers.
Partner with Outside Sales team to increase account development efforts. Ensures that they are communicating with the correct person / role in the organization to grow sales.
Maintain and improve quality results by following company standards and guidelines

Requirements

• High School diploma or equivalent, Bachelors preferred
• Sales, Marketing or Business
• Minimum 1-3 years of experience in related field
• One to three years’ experience in related field
• Basic computer skills and the ability to use computers and technology for information, and to access information necessary to complete the job.
• Proficient in MS Office - Word, Excel, PowerPoint
• Working knowledge of CRM tools (i.e., Salesforce.com, Oracle, AOPS, Gmillinnia, Cognos)
• Demonstrated working understanding of the customer relationship process.
• In depth experience dealing with mid to senior level customers.
• Effective communication and interpersonal skills, with the ability to build rapport and establish trust with customers and field partners.
• Excellent negotiation and presentation skills.
• Actively and consistently support all efforts to simplify and enhance the customer experience.
• Develop and implement market strategies to retain and acquire business.
• Strong team focus with a high level of initiative to achieve goals.
• Maintains and updates databases with all required customer information in CRM
• Results-oriented mindset with a history of meeting or exceeding sales targets.
• Ability to work independently and as part of a team in a dynamic, fast-paced environment.
• Ability to read, write, speak, and understand English.
• Strong verbal, written, and interpersonal communication skills.
• Must demonstrate a questioning attitude when working with customers, with the ability to produce results
• Must be able to overcome objections in a calm and professional manner

Responsibilities

• Establishing and executing customer contact strategies
• Identifying and developing relationships with site level decision makers, influencers, and purchasing resources
• Enabling purchasing capabilities/functionality for customer contacts
• Creating a pipeline by identifying sales opportunities and driving them through the sales process
• Driving sales growth and LOB penetration at a customer site level
• Conduct the proper amount of daily phone calls and customer engagements with decision makers, influencers, current buyers, and end users to produce daily impactful results.
• Utilize sales methodologies to identify pipeline opportunities to advance the sales process.
• Serve a single point of contact to develop quick timely responses to customers to drive increases in annual spend purchasing compliance with ODP Business Solutions.
• Work toward a defined sales quota, by managing, maintaining, and growing an assigned book of business.
• Expand line of business purchasing beyond the core product offering to meet the needs of the buyer and ensure retention of the customer over the long term.
• Build sales opportunities by understanding the customer's business and business needs, market conditions, competition, and industry trends.
• Establish and maintain relationships with existing customers in order to understand the clients’ organizational structure.
• Increase orders by suggesting related items, introduce new products and services.
• Sustain existing business relationships, respond to product and/or service inquiries and seek opportunities to enhance the existing business potential across all product service lines.
• Responds to product and/or service inquiries including but not limited to price, order placements, benefits, product differentiation, objections and availability.
• Works to increase the average order value of the sale, grow revenue, and increase margins for each order as well as developing long-term purchasing programs with customers.
• Partner with Outside Sales team to increase account development efforts.
• Ensures that they are communicating with the correct person / role in the organization to grow sales.
• Maintain and improve quality results by following company standards and guidelines
• Provide regular updates and reports to management on account activities, sales forecasts, and client feedback.

Benefits

• The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization!
• You will be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: High school or GED