What are the responsibilities and job description for the Inside Sales Representative position at Innospec Inc.?
The Inside Sales Representative is a pivotal growth role designed to accelerate development of customers, increase team productivity, and maximize market share. This individual will manage the day-to-day transactional volume of the sales cycle—including lead qualification, sample coordination, and Tier 2/3 account management. By streamlining these operations, this role directly enables Senior Leadership to focus on Key Account acquisition, strategic relationship formation, and high-value pipeline closure. Further, Marketing support in form of website update, eblasts, and analysis and reporting to the Sales Team serves as integral role in market development to support new Principal growth and attract new distribution opportunity.
Essential Functions
- Tier 2 & 3 Account Ownership: Take full ownership of smaller and mid-sized accounts, ensuring they are serviced efficiently with minimal Senior Management involvement.
- Up-Selling/Cross-Selling: Proactively contact existing customers to introduce new product lines and increase "share of spend."
- Reactivation: Execute campaigns to re-engage dormant accounts and convert them into active revenue streams.
- Sample Management: Coordinate sample requests to ensure timely delivery and follow up on every sample sent to track feedback and conversion to pipeline and sales.
- Quote Generation: Utilize pricing guidelines to generate standard quotes, ensuring rapid response times for customers.
- Lead Qualification: Act as the first line of contact for inbound leads. Qualify opportunities based on volume and margin potential before handing high-value targets to the Senior Manager.
- Pipeline Acceleration: Assist with management of the administrative phases of the sales cycle (documentation, regulatory requests, pricing entry) to accelerate "time-to-close" for Key Accounts.
- Market Research: Conduct initial prospect research to equip the Senior Manager with actionable intelligence prior to high-level meetings.
- Marketing Support: eBlasts and website maintenance under the direction of the Commercial Director to fuel rapid distribution growth.
- Revenue Growth: Year-over-year growth of the assigned Tier 2/3 account base.
- Sample Follow-Up Rate: 100% follow-up on all samples sent within 14 days.
- Lead Conversion Rate: Percentage of qualified leads passed to the Senior Manager that enter the pipeline.
- Marketing Reporting: Monthly eBlasts rotating promotion of each Principal partner, with analysis and reporting to support management of each.
- Admin Offload: Reduction in administrative hours for the Senior Managers (allowing for increased face-time with Key Accounts).
Role Requirements
- Bachelor’s degree or equivalent experience in Sales, Business, or Chemistry.
- Experience in the Personal Care or Specialty Chemical industry is highly preferred.
- Strong understanding of the sales funnel and CRM management.
- Self-starter with the ability to work autonomously in a fast-paced environment.
- Proven sales experience.
- Excellent communication, listening, and customer service skills.
- Strong phone presence and computer skills.
- Ability to multi-task, prioritize, and manage time effectively.
- Confident and creative problem solving and decision-making skills.