Inside Sales Representative

The Inside Sales Account Representative generates sales and revenue growth by prospecting and qualifying leads and identifying new revenue opportunities from selected existing accounts. The accounts managed by the Inside Sales Account Representative will generally be of smaller volume than traditional Regional Sales Manager accounts, and the goal of the Inside Sales Account Representative is to grow accounts to the point at which they qualify for transfer to a Regional Sales Manager. The majority of the Inside Sales Representative’s functions will be conducted by phone, video conferencing, email, etc., though some limited travel can be expected.

Key Roles & Responsibilities

• Meet divisional sales goals, usually 10% gross profit growth annually.
• Build, retain and expand strong multi-level and cross functional relationships with key decision makers within the customer base including Purchasing, R&D, Marketing, Operations, and Quality, etc.
• Develop a thorough understanding of customers’ business plan and operation.
• Bring together needs of various departments or functions in the customer organization to create a strong compelling reason to communicate the unique value Processor’s Choice can provide.
• Plan for prospecting new customers by effectively obtaining and using referrals, networking and cold calls.
• Negotiate in a cooperative atmosphere, making sure all sides understand what is agreed upon and test for understanding.
• Utilize suppliers and their expertise to continually bring new ideas to and solve problems for the customer.
• Communicate results of customer visits via weekly reports to division management
• Work internally to build strong business relationships within all PCI departments.
• Manage incoming leads received through website inquiries, utilizing Salesforce as tool to receive, monitor, and track all leads.

Sales Goals & Objectives

• Develop and execute a detailed sales strategy plan, with input from the VP, Sales and Marketing, to meet divisional financial goals. The plan should be based on assigned accounts/geography based on understanding of market, firsthand customer information, and alignment with PCI’s sales strategy.
• Ensure that sales revenues, volume, growth and contribution margin are achieved or exceeded.
• Update project pipeline monthly. Identify where opportunities lie in the pipeline and takes effective action to move opportunities through the pipeline.
• Meet measurable personal objectives developed around annual goals.

Market Sales Activities

• Conduct customer calls, over the phone, and occasionally in person, in a customer friendly manner that reflects knowledge of the customer and industry.
• Uncover customer’s need for offerings PCI can provide.
• Fully investigate all sales leads with feedback provided through weekly reports.
• Communicate to customer any pricing schedules and changes.
• Use the full capabilities of PCI which are valued by the customer (i.e., products and services from multiple functions and business units) to differentiate an offering from the competition.
• Manage contract performance, as required.
• Investigate and initiate cross selling opportunities within the Skidmore Group of companies.
• Develop and lead customer specific technical and marketing projects, leading them to productive completion.
• Develop presentations using best practices to address customer needs, including appropriate next steps, setting audience expectations, and using variety and emphasis through intonation.
• Move new opportunities forward by linking PCI’s capabilities to customers’ current business issues and ask questions to make customers think about or struggle with answers.

Sales Communications

• Keep tentative meeting plans in shared Outlook Calendars at least three weeks out.
• Prepare meeting agendas for all customer calls.
• Submit sales call report within Weekly Reports including, at least contact & titles, overall customer business review, pertinent opportunities with impact on gross profit dollar & any competitive information.

Clerical/General Administrative

• Respond to routine emails, phone calls, etc
• Make copies, print documents, mail delivery, etc
• File paperwork

Education/Experience

• Bachelor’s degree in Food Science or a related discipline required. Consideration will be given to those that can demonstrate problem solving skills utilizing their technical experience or knowledge at a level normally acquired through the completion of such a bachelor’s degree.

• At least 2-5 years of technical, product development and/or technical sales experience.

This role is eligible for a remote or hybrid-remote schedule, so long as the employee is located within a 4-5 hour driving distance of the home office in Moody, AL.

Licenses/Credentials/Certifications

• N/A

Specialized Knowledge/Skills/Abilities

• Organized, detail-oriented, and able to effectively manage multiple tasks and meet deadlines.
• Superior verbal and written communication skills.
• An enthusiastic team player with a strong drive to create a positive work environment.
• Ability to connect with and interact effectively within all levels of the business.
• Ability to handle sensitive information and maintain the highest level of confidentiality.
• Maintains and effective level of business literacy. Able to understand business unit operation plans and relevant sales metrics.
• Ability to gather and analyze data and present sound alternatives and recommendations.
• Salesforce and Sage X3 experience a plus.
• Strong computer skills, including Microsoft Office, particularly proficient in Outlook and Excel.