Inside Sales

Inside Sales – Prospecting Specialist

Department: Sales
Reports To: Inside Sales Manager / Director of Sales
Employment Type: Full-Time
Location: Bedford, Indiana

Position Summary

The Inside Sales – Prospecting Specialist is responsible for identifying, researching, and engaging potential customers to generate qualified sales opportunities for the sales team. This role focuses on proactive outbound prospecting, lead generation, and initial customer outreach through phone calls, email, LinkedIn, and other communication channels.

The ideal candidate is a motivated, results-driven professional who enjoys initiating conversations, building relationships, uncovering customer needs, and creating opportunities for business growth. Success in this role requires persistence, strong communication skills, organization, and the ability to meet measurable activity and pipeline-generation goals.

This position also serves as the office manager for the Eureka site. Processing trucks, managing visitors, and keeping up on office duties.

Key Responsibilities

Prospecting and Lead Generation

• Identify and research prospective customers and target accounts that align with the company's ideal customer profile.
• Develop and maintain a pipeline of potential customers through outbound prospecting activities.
• Conduct cold calls, personalized email outreach, LinkedIn engagement, and other prospecting initiatives.
• Identify key decision-makers, influencers, and relevant stakeholders within target organizations.
• Use company databases, CRM systems, online research, and other tools to build accurate prospect lists.
• Execute structured outreach sequences and follow-up strategies to maximize engagement and response rates.

Qualification and Appointment Setting

• Initiate conversations with prospective customers to understand their business, challenges, needs, and potential fit for the company's products or services.
• Qualify leads based on established criteria, including customer needs, business fit, decision-making authority, and potential opportunity.
• Schedule discovery calls, introductory meetings, and sales appointments for account executives or other members of the sales team.
• Clearly communicate the company's value proposition and generate interest in its products or services.
• Ensure qualified opportunities are properly documented and transitioned to the appropriate sales representative.

CRM Management and Reporting

• Maintain accurate and up-to-date records of prospect information, outreach activities, conversations, and next steps in the CRM.
• Track prospecting performance, lead status, appointment outcomes, and pipeline contributions.
• Provide regular updates on prospecting activity, campaign results, and emerging opportunities.
• Follow established sales processes, outreach standards, and lead management procedures.
• Use performance data to identify opportunities to improve outreach effectiveness and conversion rates.

Collaboration and Continuous Improvement

• Partner with account executives, marketing, and sales leadership to align prospecting efforts with business priorities.
• Collaborate on target account lists, messaging strategies, campaigns, and ideal customer profiles.
• Share prospect feedback, common objections, competitive insights, and market trends with the sales team.
• Participate in sales training, coaching, and performance reviews.
• Continuously refine prospecting techniques to improve contact rates, meeting conversion, and lead quality.

Qualifications and Experience

• High school diploma or equivalent required; associate or bachelor's degree preferred.
• Previous experience in inside sales, business development, telemarketing, lead generation, customer service, or a related role preferred.
• Experience with outbound calling, email prospecting, appointment setting, or B2B sales is an advantage.
• Familiarity with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics is preferred.
• Comfortable using email, phone, LinkedIn, and digital tools to engage prospective customers.
• Strong written and verbal communication skills.
• Ability to learn and communicate the company's products, services, and value proposition.

Required Skills and Competencies

• Communication: Confident and professional when engaging prospective customers.
• Persistence: Able to handle rejection constructively and maintain consistent prospecting activity.
• Relationship Building: Skilled at establishing rapport and creating positive first impressions.
• Research and Qualification: Able to identify relevant prospects and assess potential business opportunities.
• Organization: Effective at managing outreach sequences, follow-ups, and multiple prospect accounts.
• Results Orientation: Motivated by measurable goals, performance metrics, and continuous improvement.
• Coachability: Open to feedback and willing to adapt messaging and techniques.
• Technology Proficiency: Comfortable learning CRM systems, sales engagement platforms, and prospecting tools.
• Teamwork: Works collaboratively with sales and marketing colleagues to support revenue growth.

Performance Expectations and Key Performance Indicators (KPIs)

Performance will be measured against established activity, quality, and results-based goals, which may include:

• Number of outbound calls and prospecting emails completed.
• Number of new prospects identified and added to the CRM.
• Number of meaningful conversations with prospective customers.
• Number of qualified meetings or appointments scheduled.
• Meeting attendance and acceptance rates.
• Prospect-to-meeting conversion rate.
• Number and quality of sales-qualified leads generated.
• Pipeline value and sales opportunities influenced or created.
• CRM accuracy and adherence to follow-up standards.

Specific targets will be established based on the company's sales model, market, territory, and business objectives.

What Success Looks Like

A successful Inside Sales – Prospecting Specialist consistently generates new sales opportunities, engages the right decision-makers, maintains a well-organized prospect pipeline, and delivers qualified meetings to the sales team. Within the first 90 days, the individual should demonstrate proficiency in the company's products and prospecting tools, establish a consistent outreach routine, and begin contributing measurable results toward lead-generation and pipeline goals.

Work Environment

This position primarily involves phone-based and digital communication with prospective customers. It requires regular use of CRM systems, email, sales engagement tools, and online research platforms. The role operates in a goal-oriented environment where activity, accountability, collaboration, and continuous improvement are important to success.

Position Details

• Employment Type: Full-Time
• Compensation: $22.00 per hour (equivalent to approximately $45,760 annually, based on a 40-hour work week)
• Schedule: Monday - Friday 7:00am - 3:00pm
• Location: On-site | Bedford, Indiana

Note: Any experience deemed equivalent will be considered. Please note that the Polycor Group is committed to employment equity and all applications will be treated confidentially. We will only communicate with candidates who have been selected for an interview.

About Polycor: The Polycor Group is a world leader in the natural stone industry. Founded in Quebec City in 1987, Polycor employs over 1,000 people and has more than 80 quarries and 20 manufacturing plants in Canada, the United States and France. Its world-class reputation comes from a great legacy of stone work on historical landmarks and institutional, commercial and residential projects. For more information, visit Polycor's website and follow the company on its various social networks such as Facebook, LinkedIn and Instagram.

Polycor is an equal opportunity employer.