Inside Sales Representative

Reports to: Director of Business Development & Sales

Department: Business Development and Sales

FLSA Classification: Non-Exempt

Travel: 25%

JOB SUMMARY:

The Inside Sales Representative is responsible for driving revenue growth by managing pre-qualified sales leads, developing new business opportunities, and expanding sales with existing customers. The representative contacts customers that have not purchased in 30 or more days, identifies barriers to continued purchasing, and helps restore active buying relationships.

The position also manages assigned national e-commerce leads, converts new customers to the Vibrant Works e-commerce platform, and supports sales through approved government and commercial purchasing channels.

JOB FUNCTIONS AND RESPONSIBILITIES:

• Contact assigned customers that have not purchased in 30 or more days to determine the reason for inactivity and identify opportunities to restore the business relationship. Own the account during the reactivation effort; once purchasing resumes, remove it from the active workload unless it becomes inactive again.

• Pursue assigned national e-commerce leads through telephone calls, email, research, referrals, e-commerce activity, and other approved lead sources to develop new business outside assigned-base field coverage.

• Manage pre-qualified leads and provide timely, consistent follow-up from initial contact through conversion, order placement, or documented disposition.

• Promote customer adoption and effective use of the Vibrant Works e-commerce platform and assist customers with available purchasing options.

• Communicate with customers regarding product availability, features, pricing, benefits, delivery expectations, and appropriate purchasing solutions.

• Prepare quotes, respond to inquiries, address objections, negotiate within established guidelines, and work to convert qualified opportunities into orders.

• Maintain an active pipeline for assigned inactive accounts and national e-commerce leads, with clear next steps and expected outcomes.

• Support customer use of applicable government purchasing methods, including GSA, DoD FedMall, TLS, GPC, FMZ, MORD, and MIPR, when relevant to assigned opportunities and in coordination with the appropriate account owner.

• When the Inside Sales Representative and the Federal and Government Accounts Manager engage the same customer, promptly notify the Director of Business Development, and he will assign primary relationship ownership in accordance with the established sales process

• Document the handoff in the CRM and provide all relevant background, notes, quotes, and open-action details. Continue supporting the opportunity as requested while avoiding duplicate outreach or conflicting customer communication.

• Maintain accurate and timely CRM records of customer contacts, account status, leads, quotes, follow-up activities, handoffs, and sales results.

• Participate in weekly collaboration with outside sales representatives and other sales partners to review opportunities, resolve account overlap, and coordinate next steps.

• Provide regular reporting on reactivation activity, e-commerce leads, pipeline, conversion rates, open opportunities, handoffs, and revenue performance.

• Meet or exceed established individual and departmental sales goals, activity expectations, service standards, and other key performance indicators.

• Work collaboratively with Business Development, Retail Operations, Procurement, Pricing, Contracting, Marketing, and other departments to support customer requirements and close sales.

• Demonstrate and embodies our values: Be Limitless, Be Resilient, Be People Centered, Be a Team, and Be Trustworthy