Inside Sales Representative

Job Overview

The Inside Sales Representative (DSR) will be responsible for growing sales through the retention and expansion of existing assigned dealers, while acquiring new dealers, leveraging our comprehensive hauling solutions for the professional grade (ProGrade) trailer market. Through proactive outreach and providing excellent ongoing customer service, the appropriate candidate will build strong relationships with assigned dealers and will serve as the primary contact. Though promoting the value of our brands and support programs demonstrating understanding of the market and knowledge of the relative positioning of our products, the DSR will serve as the face of our market leading brands service as a trusted advisor to our dealers to. The role will be part of team and will partner with internal cross functional teams to ensure a “best in class” customer experience.

Job Responsibilities

• Work directly with assigned dealer principles and representatives to ensure exceptional customer experience, ensuring sales expansion though retention and growth of share of wallet within these accounts.
• Solicit and develop new dealers in available territories
• Develop and maintain a sales pipeline to forecast monthly, quarterly, and annual sales performance to targets
• Ensure excellent customer service and end to end order fulfillment.
• Monitor customer activity and inventory movement, evaluating our position relative to the overall business, and establishing yourself as a trusted partner and advisor to the customer.
• Maintain touch point cadences and log these and other customer activities appropriately in the CRM.
• Own relationship and meet account specific goals for assigned Strategic Accounts, which can include travelling to their location and/or hosting dealers at our locations
• Conduct required structured quarterly business reviews with top tier dealers
• Obtain and convey market intelligence to guide and support pricing, programs, and product enhancements
• Train customers on our product features and usage, benefits, and comparatives to competing brands
• Leverage ERP, CRM & Business Intelligence management tools to drive effectiveness of sales activities.
• Work with cross functional teams to ensure growth and customer experience goals are achieved.
• Partner with sales and other teams to make necessary adjustments to achieve targets.
• Additional duties, as necessary

Required Competencies

• Excellent Relationship Building
• Well develop sales skills
• High commitment to customer service excellence
• Ability to manage time to drive highest returns
• Sales oriented and goal driven
• Strategic planning and execution
• Excellent communication abilities
• Self-Motivated

Minimum Requirements

• Bachelor’s degree or equivalent experience
• 10 years (minimum)experience in sales and/or customer service
• Proven track record of sales growth and customer acquisition
• Relevant product and/or industry and channel expertise
• Experience in product training and customer education
• Basic knowledge and capabilities in using MS Office Suite, CRM and ERP
• Ability to travel (less than 20% of time)

Key Accountabilities

• Individual Sales and Market Share Results
• Business Goal Attainment
• Share of Wallet growth
• Customer Retention
• New Account Acquisition and Development
• Customer Experience
• Representation of the business brands
• Execution of Value Propositions and Promotions

Education – Experience Required

• Detail orientated, customer focus, information seeking, willingness to learn, enjoy fast paced team environment.
• Excellent communication and interpersonal skills with an aptitude for building strong client relationships
• Preferred account management experience in a B2B environment
• Strong negotiation skills with a problem-solving attitude
• Proficient with Microsoft Office
• Bachelor’s degree in business or related field
• 5 years of sales experience
• 5 years of equipment experience
• Less than 30% travel with occasional overnight stays

Physical Demands

• Talk and hear, read, write understand and communicate by telephone.
• The employee is frequently required to use hands for typing, 10-key operation, telephone dialing. Regular use of hands for feeling, grasping, or manipulating objects, tools, or controls. Occasional using hands and arms in handling, installing, positioning, and moving materials, and manipulating things.
• Specific vision abilities required for this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.
• The employee is regularly required to sit, stand, walk, occasionally required to climb, or balance, and stoop, kneel, crouch or crawl, move over uneven surfaces.
• Employee may occasionally have to lift items up to 50lbs.

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