Inside Sales Representative

Role Overview:

This role splits time between the duties of an Inside Sales Rep and an Account Manager.

The time ratio is estimated to be 30% Inside Sales and 70% Account Management.
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Purpose: Support the outside sales team and customers with timely and accurate quotes, support renewals, and pre-sales support.
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Account Management:
o Conduct Follow-ups on Quotes and Customer Inquiries to increase opportunity closure time and ratio of wins.
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Function: Provide accurate and timely quotation support to our outside sales team and customers.

Additional provide support for quotation revisions, BOM Development, order processing, training support, and provide vendor management support.
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Account Management:
o Ensure that additional customer inquiries take place for C and D accounts post quote delivery.
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Method: Use and update Salesforce.com (CRM) and Distribution One (ERP System) to facilitate field tasks requests from customers and the outside sales team.
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Account Management:
o Use ERP system to identify open quotes from C, D customers and update CRM with adequate notes based on post quote discovery.

Key Activities:
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o Maintain and keep key tasks updated in salesforce to ensure low, medium, and high priorities are kept to a minimum using the Inside Sales Dashboards.
o Respond quickly and efficiently to requests from outside sales and customers using definitions of High, Medium, & Low priority tasks for our prioritized accounts (ABCD Accounts)
o Administer and execute on quotes, proposal, and orders
o Develop the skills and capabilities to very proficient in developing quotations for our various vendors (use Cross Functional Skills Matrix to drive skills)
o Maintain and Organize Training Management Activities (Classes, Logistics, Attendees)
o Take on stretch goals and projects to enhance career goals and aspirations
o Take part in weekly operations meetings to ensure team collaboration is felt by all.

Key Performance Indicators:

KPI Category

Partial List of KPIs

Leading (Inputs)

# of open quotes, revisions of quotes, # of open tasks, training classes scheduled,

In-Process(Inputs)

Quotes delivered (# and $ value), Revisions of Quotes, # of Students attended training,

Lagging(Outcomes)

Invoiced revenue, backlog by product type, quote to order win/loss ratio, gross margin by product

Career Development:
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o Provide mentoring and coaching to new hires to help them grow
o Be part of upcoming ERP roll-out
o Help re-vamp and simplify our salesforce use strategy
o Develop competencies and skills to maximize impact and personal capabilities (use and leverage the FCG online University)
o As performance evolves, the ability take on additional respons...