Inside Sales Rep

Description

Overview:

The Corporate Inside Sales Representative (CISR) generates revenue on Emser products and services through proactive sales activities; lead follow-up and conversions; prospecting new accounts; partnering with Branch Managers (BM) and/or Outside Sales Representatives (OSR) on making reactivation calls on dormant accounts; and by developing and growing assigned sales territory with the goal of achieving an assigned sales quota.  Additional duties include processing quotes and sales orders in JDE, CRM/ERP database maintenance and clean-up, as well as other duties as assigned. This position reports to the Customer Service Manager/Supervisor.

General Focus and Scope of Responsibility:

The primary objective of the CISR is to take a consultative approach when communicating with customers or prospects to identify areas of opportunities to generate revenue and/or grow and expand existing accounts. The use of sales tools, such as sales promotions, pricing catalogs, and other marketing collateral materials should be leveraged when communicating with existing customers and prospects.  Daily sales activities, quote requests, and customer contact information should always be captured in the CRM (BOOST) as a general standard and best practice.

Essential Duties and Responsibilities:

1. Meet or exceed monthly/quarter/yearly sales quota through new customer conversions, existing customer nurturing activities, reactivation program for dormant accounts, and YOY customer growth strategies within an assigned sales territory.
2. Responsible for the complete, timely and accurate execution of several sales activities and business transactions involved in the support of their assigned sales territory:
   1. Understanding of customer and company requirements for assigned customer list through the usage and research of sales order history, CRM data, customer websites, social media, D&B, etc. when pre-call planning.
   2. Regular follow-up on Leads generated through the emser.com website, industry tradeshows, and dealer and trade partner customer lists.
   3. Timely Receipt, validation, and processing of quote/order requests.
   4. Communication of order issues including incorrect pricing, product reselections, terms and conditions of sale, etc.
   5. Communication of product problems, anticipated receipt of required products or potential substitution of in-stock products to limit re-selections and customer issues.
   6. Resolution of issues and problems associated with any or all the above
3. Establish or reestablish the customer relationship by calling active and inactive accounts with very clear smart call objectives (possible value proposition).
4. Determine product and service needs for both active and inactive accounts based on prior sales history and year over year (YOY) monthly sales reports.
5. Introduce and upsell new products and services (Emser Service Promise) to dealer and trade partners via needs satisfaction and/or consultative selling techniques.
6. Maintain customer contact information via Emser’s CRM system (BOOST) daily.
7. Occasionally process orders for customers in JDE ERP (Enterprise Resource Planning) system.
8. Manage a sales pipeline following a well-defined sales process to increase closure rates and shorten sales cycles.
9. Provide competitive information as it relates to market activities.
10. Management of sales activities, include the following:
    1. Outbound call campaigns
    2. CRM compliance
    3. Remote PKs
    4. Coordination and shipment of samples and displays.

1. Perform other duties as assigned or required.

Position Requirements:

1. Possesses product and industry knowledge, including competitor products and trends.
2. Excellent customer service skills; especially when handling customer escalation.
3. Strong verbal and written communication skills.
4. Performs regular monthly sales forecasts.
5. The ability to recognize potential issues and quickly resolve problems prior to resulting in service failures.
6. Business knowledge relating to the sales cycle, credit, shipping, and customer order management.
7. Ability to work with a broad cross section of internal and external business partners, personalities, and department functions.
8. Ability to adapt well to change.

Physical Demands

Physical requirements of the position include walking, standing, reaching, sitting, stooping, squatting kneeling and bending on a regular basis; ability to speak and hear; ability to visually detect product color and shading variation.

Working Conditions

Work conditions for Central Order Team Lead include working in enclosed offices, partially enclosed warehouse spaces and outdoors in all weather conditions, including hot, cold, wet / dry weather.  The work environment includes moving over and / or around obstacles on the ground and working in the vicinity of operating forklifts.

Qualifications

Emser is an equal opportunity employer and prohibits discrimination and harassment of any kind. Emser makes employment decisions on the basis of business needs, job requirements, individual qualifications and merit. Emser wants to have the best available people in every job. Therefore, Emser does not permit its employees to harass, discriminate or retaliate against other employees or applicants because of race, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, military and veteran status, age, physical or mental disability, genetic characteristic, reproductive health decisions, family or parental status or any other consideration made unlawful by applicable laws. Equal employment opportunity will be extended to all persons in all aspects of the employer-employee relationship. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation benefits, and separation of employment. The Human Resources Department has overall responsibility for this policy and maintains reporting and monitoring procedures. Any questions or concerns should be referred to the Human Resources Department.