Inside Sales Representative

Description

Position Overview:

The Inside Sales Representative will contribute to the growth of our heavy equipment parts and service solutions. This role combines elements of lead generation, sales, and marketing, and provides a unique opportunity for professional growth within the company. You will cultivate relationships with existing and prospective customers, manage marketing driven leads, and collaborate closely with the outside sales teams to drive results.

Essential Functions, Duties, and Responsibilities:

• Customer Relationship Management: Cultivate and maintain relationships with existing and prospective customers through regular outbound communication, including a minimum of 80 calls per week and email campaigns. Educate customers on the benefits of our product offerings and sell parts, service, labor, and preventive maintenance (CSA) solutions.
• Sales Prospecting & Lead Generation: Research, identify, and develop a list of target customers. Initiate contact with decision-makers and influencers in the acquisition of heavy equipment, parts, and service solutions. Perform tele-prospecting activities, gather sales intelligence, qualify prospects, overcome objections, and generate qualified sales leads for the outside sales team. Manage and maintain an assigned book of business, ensuring strong relationships with existing clients and driving growth through upselling and cross-selling opportunities.
• Marketing Support: Provide customers and prospects with sales collateral, case studies, and other marketing tools. Re-qualify leads generated from marketing campaigns and events.
• CRM and Sales Documentation: Document all customer and prospect interactions in the company’s CRM database (Salesforce.com) and utilize related systems (DBS, PTOS) to track sales activities. Ensure that all relevant information is accurately captured and maintained.
• Internal Collaboration: Regularly attend internal business development and sales meetings to provide updates on lead generation progress, share insights, and address any challenges or obstacles encountered.

Qualifications

Knowledge, Skills, and Abilities:

• Experience: High school diploma required, with 1-2 years of experience in a business-to-business environment, such as telemarketing, inside/outside sales, or customer service. While prior industry experience or a degree in business, marketing, engineering, finance, or a related field is a plus, we are looking for someone with the potential to learn and grow in the role.
• Communication Skills: Excellent verbal and written communication skills with a strong attention to detail and customer service orientation.
• Relationship Building: Ability to build strong networks both inside and outside the organization. Ability to handle rejection with poise and engage management decision-makers and influencers at all levels.
• Motivation & Dependability: Self-motivated, goal-oriented, and dependable with the ability to work independently and as part of a team.
• Technical Proficiency: Proficiency with Microsoft Office applications (Excel, Word, PowerPoint) and CRM applications (Salesforce.com). Familiarity with dealer management systems (DBS, PTOS) is a plus.

Other Job Requirements:

Not applicable