Inside Sales Representative (ISR)

Inside Sales Representative (ISR)

Reports To: President

Position Summary

The Inside Sales Representative (ISR) is responsible for driving revenue growth through proactive outbound sales activity, lead generation, and account development. This role focuses on building relationships, identifying opportunities, and supporting National Account Managers by expanding pipeline and accelerating deal flow.

The ISR is highly activity-driven, with performance measured by outbound call volume, qualified opportunities created, and revenue contribution.

Key Responsibilities

Outbound Sales & Prospecting

• Execute daily outbound call campaigns to generate new business opportunities
• Prospect target accounts, re-engage dormant customers, and follow up on inbound leads
• Qualify prospects and identify decision-makers, needs, and buying timelines
• Schedule meetings and hand off qualified opportunities to National Account Managers

Pipeline Development

• Build and maintain a strong pipeline of qualified opportunities
• Track all activities, notes, and next steps in NetSuite CRM
• Consistently meet or exceed outbound activity and pipeline creation quotas

Account Support

• Support National Account Managers in managing and growing key accounts
• Assist with quoting, follow-ups, customer communication & tradeshows
• Identify upsell and cross-sell opportunities within existing accounts

Customer Engagement

• Deliver an efficient, professional, consultative sales experience
• Clearly communicate product value propositions and differentiators
• Handle objections and position solutions effectively

Reporting & Metrics

• Maintain accurate activity tracking and reporting
• Monitor personal performance against KPIs and adjust approach as needed

Performance Metrics (KPIs)

• Daily/weekly outbound call volume (50–100 calls/day)
• Conversations/connection rate
• Qualified meetings or opportunities set
• Pipeline value created
• Revenue influenced or closed (where applicable)
• CRM data accuracy and activity logging

Qualifications

• 1–3 years of inside sales, BDR/SDR, or customer-facing experience
• Strong phone presence and excellent verbal and written communication skills
• Proven ability to meet or exceed activity-based quotas
• Experience with CRM systems, sales tools, and Microsoft Suite
• Self-motivated, disciplined, and goal-oriented
• High attention to detail with the ability to manage multiple projects at one time
• Excellent time management and highly organized
• Ability to travel as needed (up to 25%)

Preferred

• Bachelor’s degree in Business, Marketing, Communications, or related field
• Equipment rental/supplier industry knowledge
• Familiarity with construction projects and phases of construction
• Bilingual

Core Competencies

• Activity Discipline: Consistent execution of outbound call targets
• Resilience: Comfortable with rejection and high-volume outreach
• Curiosity: Asks strong discovery questions
• Organization: Manages pipeline and follow-ups effectively
• Collaboration: Works closely with National Account Managers

Compensation Structure

• Base salary commission/bonus structure
• Business travel reimbursement
• Health, dental, and vision insurance
• Paid time off and holidays
• 401(k) plan (if applicable)
• ESOP – Be an owener, not just an employee