Teaming Rep, Inside Sales

The Teaming Rep, Inside Sales is tasked with working in correlation with a Field Sales partner on targeted accounts, with decentralized purchasing behaviors, to drive sales growth and customer retention. The teamed sales resources will be expected to maintain an effective communication cadence with customers to drive a defined account sales strategy at the customer site level. The Teaming Rep, Inside Sales is a quota driven sales resource with responsibilities that include driving sales growth and purchasing compliance at site level by:

• Establishing and executing customer contact strategies
• Identifying and developing relationships with site level decision makers, influencers, and purchasing resources
• Enabling purchasing capabilities/functionality for customer contacts
• Creating a pipeline by identifying sales opportunities and driving them through the sales process
• Driving sales growth and LOB penetration at a customer site level 

 

Primary Responsibilities:

• Conduct the proper amount of daily phone calls and customer engagements with decision makers, influencers, current buyers, and end users to produce daily impactful results. Utilize sales methodologies to identify pipeline opportunities to advance the sales process. Serve a single point of contact to develop quick timely responses to customers to drive increases in annual spend purchasing compliance with ODP Business Solutions.
• This role will have between $4m-$15m in annual revenue base and an incremental year/year percentage sales goal.
• Work toward a defined sales quota, by managing, maintaining, and growing an assigned book of business. Expand line of business purchasing beyond the core product offering to meet the needs of the buyer and ensure retention of the customer over the long term. 
• Build sales opportunities by understanding the customer's business and business needs, market conditions, competition, and industry trends. Establish and maintain relationships with existing customers in order to understand the clients’ organizational structure.
• Increase orders by suggesting related items, introduce new products and services. Sustain existing business relationships, respond to product and/or service inquiries and seek opportunities to enhance the existing business potential across all product service lines.  Responds to product and/or service inquiries including but not limited to price, order placements, benefits, product differentiation, objections and availability. Works to increase the average order value of the sale, grow revenue, and increase margins for each order as well as developing long-term purchasing programs with customers.
• Partner with Outside Sales team to increase account development efforts. Ensures that they are communicating with the correct person / role in the organization to grow sales.
• Maintain and improve quality results by following company standards and guidelines

 

Education & Experience

 

Level of Formal Education:

• High School diploma or equivalent, Bachelors preferred

 

Area of Study:  

• Sales, Marketing or Business

 

Years of Experience:      

• Minimum 1-3 years of experience in related field

 

Type of Experience:       

• One to three years’ experience in related field

 

Technical Competencies & Information Systems:             

• Basic computer skills and the ability to use computers and technology for information, and to access information necessary to complete the job.
• Proficient in MS Office - Word, Excel, PowerPoint
• Working knowledge of CRM tools (i.e., Salesforce.com, Oracle, AOPS, Gmillinnia, Cognos)

 

Skills & Abilities:

• Demonstrated working understanding of the customer relationship process. In depth experience dealing with mid to senior level customers.
• Effective communication and interpersonal skills, with the ability to build rapport and establish trust with customers and field partners.
• Excellent negotiation and presentation skills.
• Actively and consistently support all efforts to simplify and enhance the customer experience.
• Develop and implement market strategies to retain and acquire business.
• Strong team focus with a high level of initiative to achieve goals.
• Maintains and updates databases with all required customer information in CRM
• Results-oriented mindset with a history of meeting or exceeding sales targets.
• Ability to work independently and as part of a team in a dynamic, fast-paced environment.

 

Language Skills:

• Ability to read, write, speak, and understand English.
• Strong