Inside Sales Representative

Position Purpose

Under supervision the Inside Sales Representative acquires new customers and expands existing accounts by converting transactional single-service customers to multi-service relationships across LESs core service lines. Obtains incremental revenue through inbound and outbound sales calls lead campaigns and prospecting. Sells the full LES portfolio grease trap and interceptor (FOG) service oil water separator (OWS) service and used cooking oil (UCO) collection positioning LES as a single-vendor solution for non-hazardous liquid waste management and regulatory compliance.

Key Job Activities

• Receives inbound calls and makes outbound sales calls to prospective and existing customers to sell LES services
• Acquires new customers and expands existing customers through prospecting in an assigned territory outbound marketing and lead campaigns and referrals
• Uses consultative selling strategies to attain a minimum of 100% of assigned revenue and quota goals
• Builds a pipeline of future business by prospecting through marketing and lead campaigns territory lists web research and other identified sources
• Researches and verifies all prospects and calls in the Customer Relationship Management (CRM) system in accordance with the LES Sales Rules of Engagement (ROE) policy
• Determines whether another seller is already engaged with an account whether the prospect falls within the assigned territory and which team or department is best suited to handle the prospect
• Documents all special circumstances including cross-territory opportunities and transfers or shares them according to the ROE policy
• Uses web research and other resources to understand a prospects industry site footprint and service needs
• Meets or exceeds assigned performance metrics including number of outbound calls close rates average revenue per account and task management activities such as sales cycle progression pipeline management and case management
• Tracks details and results for all leads opportunities issues and losses
• Forecasts monthly and quarterly sales within 5% of actual results
• Targets upgrade and cross-sell opportunities to move single-line accounts into multi-line FOG OWS and UCO relationships
• Uses the CRM tool for lead follow-up sales cycle disposition pipeline management forecasting and lost opportunity tracking
• Keeps comprehensive and accurate notes in the system
• Qualifies prospects through consultative selling strategies
• Supports other assigned projects and job-related duties as required or requested
• Performs other duties and responsibilities as assigned

Experience

• Education consists of a bachelors degree in Sales Marketing or the equivalent in related work experience
• 2 years of experience in a sales or marketing role with demonstrated ability to manage and develop existing and prospective accounts
• Experience in customer relations and support with demonstrated leadership ability
• Ability to learn company billing and customer database software and the features of all LES service lines at varying levels of account configuration
• Working knowledge of Microsoft Office products including Word Excel and Outlook is required
• Knowledge of a Customer Relationship Management (CRM) tool Microsoft Dynamics 365 preferred
• Knowledge of FOG grease trap oil water separator or used cooking oil service or familiarity with food service retail or facilities operations is preferred

Compensation

Compensation: $52000 plus uncapped commission

First Year OTE: $

Required Experience:

IC