Inside Sales & Solutions Specialist [On site]

POSITION DESCRIPTION

Position Title:

Inside Sales & Solutions Consultant

FSLA Status:

Non-exempt

Position Family:

Sales

Supervisory:

No

Business Unit:

Material Handling

Pay Grade:

6

Department:

Sales

Reports to:

Senior Director of Sales

Job Type:

On site

POSITION OVERVIEW:

As our Inside Sales & Solutions Consultant, you will spend your days at our Livermore branch qualifying all leads (both web and self-generated). Your daily goal is to qualify, and hand off all leads for non-stock and Tier 1/2 Accounts. On leads for Tier 3 accounts requesting product in inventory, your primary goal is to close the opportunity. If the opportunity is qualified and you cannot close, you are to turn the lead over to the appropriate Rep. Note that self-generated (only) leads for rental can be closed directly regardless of account size. This position will also be focused on Lead Generation activities to target and connect with Conquest/New Accounts. Prospect using google, NorthStar/Salesforce.com, OEM Marketing data, and other sources as they become available. Each Outside Sales Rep is responsible for establishing a consistent target list and will be integral in establishing communications and site visits. You’ll be most successful if you’re a self-starter who can work independently. The position also requires good communication and organizational skills, professional telephone skills, and solid computer skills (specifically with Office 365 and hosted CRM solutions.

Definitions:

Tier 1 Account – Fleet Size of 15+ Units

Tier 2 Account – Fleet Size of 3-14 Units

Tier 3 Account – Fleet Size less than 3 Units

KEY RESPONSIBILITIES:

The following reflects the essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time.

Sales

• Meet activity objectives by quoting, renting, selling, up-selling, and cross-selling solutions to walk-in customers and those who call in with an inquiry.
• Serve as the main contact for all Web Based Leads regarding the sale, rental and service of Material Handling Solutions throughout our entire territory.
• Responsible for CRM processing for all activities including, but not limited to, lead qualification, proposal presentation, follow up, close and order processing for those sales you generate.
• Develop a strong understanding of the various solutions Total Industries provides.
• Understanding customer needs and recommending suitable equipment to meet their requirements.
• Demonstrate products and accessories to walk-in customers.
• Prepare and deliver sales proposals and presentations to customers as appropriate.
• Proactively identify, call and email potential customers to generate new business.
• Develop and maintain relationships with customers to promote equipment rental and sales.
• Ensure customer information is kept up to date in company systems.
• Keep up to date with industry trends, market conditions, and competitor activities.

Lead Generation

• Provide support to the Sales Team by investigating Target Accounts for clean contact and organizational data.
• Proactively reach out to the Target Accounts and establish communication with decision makers or influencers to schedule introductory meetings
• Keep all activities current and correct in the CRM

Customer Service

• Validate customer equipment needs and desired schedule.
• Submit quotes, credit applications, and insurance requirements to customers.

KPI’s / Scorecard:

This position will be graded on the Stated Activities and Goals established at Management discretion.

Examples:

• Minimum 20 logged calls per day
• Minimum 10 logged emails per day
• 100% Clean CRM information
• 20% Lead to Proposal (Effectively communicating solutions and increasing interest)
• 70% Proposal to Sale (Effectively qualifying & closing leads, supporting Sales Team to close the sale)
• A minimum of 1 Lead Generation account established in CRM per business day (specifically identifying a main point of contact, industry, needs, etc.). Refer to “lead generation” above.