What are the responsibilities and job description for the Inside Sales Representative & Lead Generation Specialist position at Stephenson Equipment, Inc.?
Description
The Inside Sales Representative & Lead Generation Specialist is responsible for driving equipment sales, generating and managing leads, handling inbound customer inquiries, and engaging with both new and lost customers. This role focuses primarily on selling JCB compact equipment while also supporting the field sales team by identifying and qualifying potential sales opportunities.
Essential Functions
Equipment Sales
Position Core Competencies:
Associate or bachelor’s degree in business, Sales, Marketing, or related field, OR equivalent relevant experience in sales within the equipment, construction, or industrial sectors
Experience
At least 2 years of experience in inside sales, lead generation, or a customer-facing sales role, preferably within the equipment, construction, or industrial sectors. They should have a proven track record of managing high-volume outbound calls, qualifying leads, and converting inquiries into sales opportunities. Experience with CRM systems (such as Salesforce or HubSpot), data mining tools (like UCC/EDA), and social media prospecting is highly desirable.
Language Skills
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
Reasoning Skills
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Physical And Work Environment
Office environment with moderate noise; computers, printers, and customer traffic. Work requires a combination of sitting, using hands to finger, handle, or feel, as well as standing and walking. Ability to lift 25lbs.
The Inside Sales Representative & Lead Generation Specialist is responsible for driving equipment sales, generating and managing leads, handling inbound customer inquiries, and engaging with both new and lost customers. This role focuses primarily on selling JCB compact equipment while also supporting the field sales team by identifying and qualifying potential sales opportunities.
Essential Functions
Equipment Sales
- Sell, lease, and rent equipment, including used equipment, rental fleet, and JCB compact equipment.
- Work sales opportunities from initial contact to close for new accounts or accounts without current sales coverage.
- Develop leads and coordinate with SEI outside sales representatives when necessary.
- Maintain a strong sales pipeline, contributing to overall SEI sales and profit goals.
- Make a minimum of 50 outbound call attempts per day to engage potential customers.
- Utilize UCC (EDA) data mining to create weekly prospect lists, targeting equipment purchases made 54 months ago.
- Identify and engage potential customers, focusing on competitive dealers and brands within our APR.
- Target specific compact JCB products (SSLs, CTLs, TSs, MHEX).
- Focus on key industry segments such as construction and landscaping.
- Leverage social media platforms to identify and build a database of prospects.
- Handle incoming calls and emails, ensuring professional and timely responses.
- Follow up on JCB leads from marketing campaigns, social media, and other sources.
- Ensure a lead response time of one hour or less and document all interactions in the CRM system.
- Convert inbound inquiries into qualified sales opportunities and appointments.
- Record all activities, interactions, and lead details in the CRM for accurate tracking.
- Provide weekly reports on performance metrics, including call activity, lead conversion rates, and revenue impact.
- Qualify leads and provide comprehensive insights to support successful sales handoffs.
- Track and report lead conversion rates, ensuring continuous improvement in sales effectiveness.
- Maintain high-traffic branch machine lineups for professional appearance and effective presentation.
- Greet and manage walk-in customers promptly and professionally.
- Actively convert walk-in inquiries into sales opportunities.
Position Core Competencies:
- Sales Expertise: Proven experience in inside sales or a customer-facing role, preferably within the industry.
- Communication & Interpersonal Skills: Ability to build rapport quickly and engage effectively with customers.
- CRM Proficiency: Strong understanding of CRM systems and data mining tools.
- Market Awareness: Knowledge of the competitive landscape and target industries.
- Goal-Driven Mindset: Strong drive to meet and exceed performance metrics.
- Resilience & Tenacity: High level of motivation and a “phone animal” approach to sales outreach.
Associate or bachelor’s degree in business, Sales, Marketing, or related field, OR equivalent relevant experience in sales within the equipment, construction, or industrial sectors
Experience
At least 2 years of experience in inside sales, lead generation, or a customer-facing sales role, preferably within the equipment, construction, or industrial sectors. They should have a proven track record of managing high-volume outbound calls, qualifying leads, and converting inquiries into sales opportunities. Experience with CRM systems (such as Salesforce or HubSpot), data mining tools (like UCC/EDA), and social media prospecting is highly desirable.
Language Skills
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
Reasoning Skills
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Physical And Work Environment
Office environment with moderate noise; computers, printers, and customer traffic. Work requires a combination of sitting, using hands to finger, handle, or feel, as well as standing and walking. Ability to lift 25lbs.
