Manufacturing - Inside Sales Representative

The Inside Sales Representative is responsible for managing accounts through proactive outbound telephone contact and email to maintain and grow sales for specific accounts as well as provide technical support to customers. The Inside Sales Representative will sell and upsell products and solutions to customers using his/her phone and analytical skills, leveraging data, reports and customer history to anticipate needs and understand account activity.

Primary Responsibilities and Duties

Lead generation and prospecting – makes outbound follow-up calls for existing customers by telephone and e-mail to research, qualify leads, and follow up on new sales leads to sell and upsell products and services to deliver profitable and sustainable growth.

• Manages business matters via CRM including call schedules, quote follow-up, cases for returns and product inquiries and maintains customer database.
• Supports management of smaller accounts by contributing to competitor analysis.
• Handles inbound sales lead calls to convert calls into sales.
• Overcomes technical and business objections of prospective customers.
• Provides product demos to qualified customers on request.
• Emphasizes saleable features, quotes prices and credit terms, and prepares sales orders for orders obtained.
• Tracks stock levels for accounts using Kanbans or similar tools or software.
• Estimates date of delivery to customer, based on knowledge of Company’s lead times and reported capacity constraints.
• Coordinates customer training.
• Builds and maintains customer relationships.
• Prepares reports of business transactions to track revenue.
• Enters new customer data and other sales data for current customers into CRM.
• Investigates and resolves customer problems with deliveries.
• Visits customer sites as required for business and application reviews.
• Develops action plans to grow business for assigned accounts.
• Provides updates to leadership.
• Services customer requests for quotes received through multiple channels of communication.
• Converts quotes to orders.
• Consults with Sales on commercial and technical issues as required.
• Assists customers with accurate transactions and industry specific product information.
• Provides power transmission and fluid power product recommendations and technical assistance for business.
• Utilizes telephone sales and support skills to create interest and offer value-added products and services to customers.
• Builds and expand customer relationships and help ensure replacement and increased business.
• Handles RGAs credits and complaints as needed.
• Other projects and duties as assigned.
  
  Knowledge and Skill Requirements:
  Bachelor’s degree or 3-5 years of related business to business customer service experience; or combination of education and experience.
  
  Ability to write reports, business correspondence, and procedure manuals.
  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume for quotes and order entry.
  Ability to learn technical products and understand their applications; ideal candidate would have product knowledge in both synthetic and modular belts.
  Ability to apply concepts of basic algebra and geometry.
  Must also be able to analyze YoY trends through Pareto analysis.
  To perform this job successfully, an individual should have knowledge of Outlook, Navision and MS/Salesforce CRM.
  Knowledge and experience with MS Office software to include Word, Excel, PowerPoint and Access
  Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
  Excellent verbal and written communication skills, comfortable utilizing pro-active phone skills.
  Strong mathematical and technical aptitude.
  Self-managed, team player, who can work independently.
  Experience in a manufacturing environment desirable.
  Understanding part numbers, policies and products.
  Compliance in price policies, discount structures and fees.
  Ability to travel when needed to customers, sales meeting and training, expected not to exceed 20%.
  Must be able to work in the US
  
  Competencies
  Drives results and deadline driven
  Detail oriented
  Planning and organizing
  Communicates effectively
  Influence, negotiate and impact results
  
  Key Behaviors
  Are accountable to others
  Have the courage to challenge the status quo
  Are honest with co-workers and customers
  Are curious to understand and anticipate customer needs, oftentimes before customer asks for help
  Solution-oriented to help identify potential solutions to customer’s needs
  Able to be innovative problem solvers
  Are engaged team members
  Add value to the Company
  Expects excellence of self and others
  Overserves top customers
  Understands, simplifies and acts to improve processes
  
  Physical Demands
  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; and stoop, kneel, crouch, or crawl.
  The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.