Inside Sales Representative

Carmeuse · Lansing

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Lead Development

Engage suspects, prospects and inactive customers to understand needs and develop a compelling business case to win incremental business
Follow up on inbound leads to qualify / disqualify and/or route to the appropriate outside sales rep for follow up
Prospect for new business relationships, including market research to uncover new leads and to understand company size and opportunity potential
Utilize cold calling, email blasts, direct email follow up and networking to engage prospects
Develop content in the form of email templates, call scripts, newsletters, etc that can be used to engage suspects based on their specific circumstance
Develop a pipeline of high potential accounts for large opportunities and work with outside sales to ensure timely follow-up
In alignment with sales and marketing, develop processes for lead hand-off to ensure timely hand-off & diligent sales follow up
Work with outside sales and marketing to track lead follow up, understand conversion & continue to improve the quality of leads being passed to the outside sales team

Account management

Increase sales to small / medium customers by understanding the highest opportunity customers, engaging key decision makers / influencers & understanding the customer's project pipeline to recommend the best solutions for the job
Develop & execute customer retention plans to increase retention year over year
Proactively engage small / medium customers on a regular basis to build relationships and uncover new opportunities
Act as a liaison between customers and operations to communicate customer needs, issues, scheduling shifts, etc.
Develop & manage opportunity pipeline, track & report on win / loss rates
Maintain accurate and detailed customer, prospect and opportunity records using Salesforce

Quoting

Develop pricing & quoting acumen to ensure appropriate pricing based on the customer circumstance, consult with management when necessary
Generate quotes aligned with customer needs & corporate pricing policies
Work with sales team to develop a forecast, track & monitor results

Analytics

Support territory forecast creation, own tracking providing regular updates
Create metrics, dashboards & reports to track key indicators including opportunity pipeline, quote win / loss and regional pricing structures
Gather and report market information regarding competitors, pricing, products, and key market trends

Learning & Development

Develop an in-depth understanding of solutions to assist customers in selecting the right solution for the job
Develop strong relationships with decision makers & influencers across the value chain
Learn & embrace selling process

Administrative

Manage all incoming calls via the company phone tree to route to the appropriate internal team for follow up, with a continued focus on providing exceptional customer service
Ensure a friendly, customer focused attitude, especially when interfacing with external stakeholders

Required skills:

Strong character and work ethic that align with company values
1-3 years B2B inside sales or business development experience selling technical products / services to technical buyers
A Bachelor’s Degree in Business or related field, or commensurate experience
Great networking skills on the phone
Ability to gain technical knowledge of products and applications
Proven ability to prospect & convert leads
Experience in market research to better understand customer opportunity
Ability to build strategic account plans to maximize sales & growth
Ability to build bonding & rapport via inbound/outbound calls
Utilize strong interpersonal skills to relate to all kinds of people both inside and outside of the organization
Strong team player that can work cooperatively with others in order to drive results and goals
Experience preparing proposals
Proficiency in MS Office including Word, Excel, PowerPoint and Outlook
Experience with Salesforce CRM is a plus
Consistently demonstrates initiative and a readiness to act on opportunities
Passionate about continuous learning & growing the business
Prioritizes effectively and is highly organized
Excellent written and verbal communication skills

READY TO JOIN A ROCK-SOLID FAMILY?

Carmeuse started out as a small family-run business in Belgium.

Today it’s a leading global producer of lime, high calcium limestone and dolomitic stone. Its products are essential to energy producers, environmental services, construction and manufacturing.

With over 90 production facilities spread across almost every continent, and over 4,500 employees working at Carmeuse every day, the company’s most treasured resources are its people.

Carmeuse is dedicated to maintaining a workplace that fosters equal opportunity and creates a diverse and inclusive work environment. All qualified applicants will be considered for employment regardless of race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity.

The Inside Sales Representative is responsible for driving revenue growth by identifying and cultivating new high potential prospects as well as managing small and medium accounts to maximize their total spend. This position reports to the Central Michigan Sales Manager and is an antenna for new revenue, customer feedback and market intelligence by connecting the organization to the market. This position is also a hub for customers and internal stakeholders as they help to route incoming calls to the correct department and provide a human touch to provide exceptional customer service.

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