Inside Sales Rep

2 weeks ago

Mentor, United States Greenbridge Full time
Job DescriptionJob DescriptionDescription:

The purpose of the Inside Sales Representative (ISR) is to sell Greenbridge consumables, tools and equipment to current and prospective customers.

The role will spend about 80% of time maintaining and growing the existing customer base by retaining existing sales and selling additional products. The remaining 20% will be spent prospecting for new opportunities.

The role is accountable to achieve assigned annual gross margin growth goals for the assigned sales territory.

The ability to develop and grow relationships with current to new contacts and customers via digital tools (phone, video, email, presentation and proposals, etc.)

Requirements:

Account Retention

  • Develop and document in the CRM system the key contacts and other account information necessary to maintain relationships.
  • Proactively contact existing customers to renew and/or regain business.
  • Use customer purchasing history to identify existing products.
  • Make sure customers receive price adjustments in a timely manner.
  • Identify opportunities to improve margins via different buying options, substitute products, consignment programs, raising price.

Share of Wallet Expansion

  • Research existing accounts, identifying opportunities for expanding product offerings and ensuring accounts are managed according to Greenbridge business objectives.
  • Develop sales strategy, including comparing and evaluation of products to make appropriate recommendation based on needs analysis of the existing account.
  • Develop proposals and conduct presentations.

New Business Acquisition

  • Research and qualify prospective accounts, including identifying the purchasers and key buying behaviors.
  • Develop sales strategy, including comparing and evaluating services to make appropriate recommendations based on needs analysis of the prospective account.
  • Develop proposals, conduct presentations, and negotiate pricing to close the sale.
  • Coordinate internally to close the sale, including necessary reporting to management.

Account Service

  • Service a book of existing accounts; resolve all service issues and answer service or product questions.
  • Maintain the accuracy of account administration by updating account information as needed.
  • Other duties as required by management.

Performance Criteria

Quantitative

  • Sales Activity: number of calls and quotes/proposals.
  • Results: GM$ growth of consumables and tools and equipment sales.
  • Other measures will include customer retention, share of wallet growth and territory growth.

Qualitative

  • Effectiveness coordinating internal resources (equipment, customer service, etc.) to provide system solutions to the customer.
  • Ability to communicate and sell the Greenbridge value proposition.
  • Commitment to ongoing professional development.

Core Competencies

Drive for Results

  • Is persistent, tenacious and achievement oriented.
  • Maintains and promotes a positive attitude despite obstacles.

Communication

  • Is effective in a variety of formal presentation settings: one on one, small and large groups.
  • Encourages others to express their honest views, even if contrary.
  • Articulates and prepares clear, well-organized written (including email) or verbal presentations.

Transactional Sales

  • Engaging on the phone and conveys great enthusiasm and energy.
  • Effective in inside sales and/or transactional selling environment

Prospecting and Referral

  • Displays creative skills in sourcing and qualifying potential customers.
  • Secures referrals consistently from all business contacts.
  • Can quickly determine (while prospecting) if the account is worthwhile to pursue.
  • Engaging on cold calls.

Organization Skills

  • Organizes own work.
  • Effectively uses time and resources to execute tasks.

Builds Trust and Credibility

  • Fosters a climate that supports openness and personal initiative.
  • Delivers on all commitments.
  • Demonstrates a willingness to take charge and accepts ownership for obtaining results even if they are outside of one's normal responsibilities.
  • Warrants credibility from executives.

Negotiation and Persuasion

  • Explores positions and alternatives to reach outcomes that gain the acceptance of all parties.
  • Demonstrates ability to persuade and influence (with or without direct authority).

Time and Account Deck Management

  • Manages and prioritizes time effectively to meet or exceed needs of the customer team and own company.
  • Manages and researches own territory effectively and efficiently to ensure territory goals are achieved.

Education

  • Bachelor of Science preferred.

Experience

  • 1 year inside sales – industrial products selling consumables, tools and equipment. Knowledge of the packaging and securement (strapping) products if preferable.

Knowledge and Skills

  • Proficiency using Microsoft Office applications.
  • Experience using ERP (JDE, Epicor, SAP, etc.) and CRM (Salesforce, Sugar, MS Dynamics, etc) systems.

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