Overview

The Inside Sales Represenative is a telephonic sales role responsible for vetting new leads, building rapport with customers, understanding their needs, and ensuring a smooth sales process. The Inside Sales Represenative will help educate, provide direct support and influence buyers in non-face-to-face situations via phone, email, and virtual meetings. This position will work various lead types to identify growth opportunities that generate specific outcomes in areas of visits and revenue. Ideal candidates will have telephonic sales experience, excellent oral and written communication skills, and the ability to work in a high volume, fast-paced environment. In this role, the Inside Sales Represenative will report to the Director of Sales.

Responsibilities

• Telephonic outreach to prospective customer leads that are generated through various efforts including digital customer interactions and Concentra website activity, webinar registrants, existing customers with growth opportunity, and others.
• Uncovers customers needs while following detailed sales process
• Articulates Concentra’s value proposition to customers and sells and upsells service line
• Maintain strong knowledge of Concentra’s products and services, and leverage this knowledge through the entire sales process
• Use Concentra’s Best-in-Class value proposition to telephonically sell occupational health solutions to prospective customers
• Leverage industry knowledge to identify opportunities to maximize the customer’s use of Concentra’s products and services
• Partners with the colleagues at Concentra’s medical centers nationwide to ensure successful delivery of service to newly captured customers
• Effective utilization of CRM (Microsoft Dynamics) to execute a precise contact cadence and record sales activities and customer interactions
• Provide frequent telephonic follow up to previously sold customers to ensure continued satisfaction and utilization of Concentra’s services
• Ensure successful set up of new accounts within Concentra’s customer database in a way that results in accurate service delivery and smooth customer experience
• Consistently meet and exceed daily activity metrics in areas of leads worked, completed calls, and opportunities created that generate specific outcomes determined by sales management
• Ability to compliment quantity with quality and effectiveness

• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Scope measures

• Direct reports: No
• Indirect reports: No
• Budget Responsibility: Not applicable

Qualifications

Education/credentials/additional qualifications

• Bachelor’s Degree in Business Administration, Marketing or related field from an accredited college or university or equivalent experience
• Sales curriculum preferred

Job-related experience

• Customarily has at least one years of business to business sales experience
• Telephonic sales experience a plus
• Experience with solution and value-based selling
• Experience with Customer Relationship Management (CRM) tool

Job-related skills/competencies

• Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
• The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
• Excellent oral and written communication skills, especially telephonic communication
• Ability to learn and retain product specific information and leverage it successfully throughout the sales process
• Ability to understand commission plans and execute sales documentation procedures to achieve sales quotas
• Excellent organization and time management skills
• Demonstrated customer-focused approach, which includes courteous and respectful interactions with customers especially when handling customer complaints or objections
• Strategic thinking skills; critical thinking is a must to identify customer needs, revenue maximization opportunities, and customer solutions.
• Ability to work in a fast-paced environment with aggressive performance expectations
• Strong systems skills and comfortability with working with technology
• Solid work ethic and integrity with a desire to work with a high level of energy and be a Concentra brand advocate