Inside Sales Representative (Sales)
It is the responsibility of the Inside Sales Representative to support company sales initiatives by making outbound calls to qualify potential new customers and building relationships with the goal of increasing market share. They will focus on qualifying new business opportunities from trade shows, supplier partner referrals and other general sources. Inside Sales Rep's will assist in building and growing existing accounts as well as help the outside sales team and customer experience team to vet new prospects. Works cooperatively with all groups to service existing accounts, identify new customers, and meet or exceed monthly sales goals. This position requires due diligence, excellent communication, and teamwork.
Summary of Key Responsibilities:
Responsibilities and essential job functions include but are not limited to the following:
- 95% outbound sales calls with the goal of qualifying potential customers and staying connected to transactional customers.
- 5% customer facing sales calls when required.
- Build connections with customers categorized as house and open territory not covered by Account Relationship Manager (ARM) or Business Development Manager (BDM) and potential new business captured from trade shows, supplier partner referrals and other general sources.
- Work with STARS suppliers and deploy joint calls, logged into Salesforce. Ideally these are “on our behalf” joint calls.
- Close a minimum percentage of new business, pipeline and success rate tracked in Salesforce. Minimum is identified as payout in new-to-Stellar performance bonus. Examples in Addendum.
- Identifying potential partners that may be handed off to an Account Relationship Manager.
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The regional territory for each inside sales rep will be identified by the VP of Sales & Business Development who will manage the metrics as well as performance and compensation plans.
- Inside sales teams will be dedicated to specific regions and branches to keep this metric consistent with a single source.
- Consult with the Customer Experience Manager (CEM) and Commercial Leadership Team (CLT) for forecasting and yearly budgeting.
- Assist with branch Documented Cost Savings (DCS) expectations in real time for accounts the inside sales team is actively working and managing with sales.
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Activities and metrics to include:
- 20-30 outbound sales call each day
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Logging of successful connections into Salesforce for opportunities created and managed to close.
- Conversational connection with decision maker that grows the Stellar Industrial Supply (SIS) brand
- Any connection that results in orders placed
- Any connection that keeps IS top of mind for future orders
- Closed Won opportunities for “projects”
- Closed new-to-Stellar revenues and potential qualified value add partners to hand off to Account Relationship Manager. This handoff will be vetted by the VP of Sales & Business Development.
- Support and actively participate in all sales promotions
Required Knowledge, Skills and Abilities
- Must be able to prepare target/key account sales plans
- Constant development of product knowledge
- Familiar with MS Office
- Communicate professionally and clearly, both verbally and in written form
- Self-motivated and well organized
- Prospect and market concepts to existing and potentially new accounts
- Interpret complex information
- Take action in solving problems while exhibiting judgement and a realistic understanding of issues
- Technical aptitude
Experience
- Must have at least three to five years inside or outside sales experience
- Industry related, metalworking or cutting tool experience is desirable but not required
Education
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High school diploma or equivalent
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required.
