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