Inside Sales Representative - Communications Engineering Company

OBJECTIVE:

The Inside Sales Representative (ISR) works closely with the Outside Sales Executives to grow revenue organically, create outstanding customer experiences, and cultivate long-term consultative relationships with key customers. They engage directly with customers throughout the sales process, from initial contact to post-sale follow-up, providing product information, addressing inquiries, and handling objections.

CORE RESPONSIBILITIES include, but are not limited to the following:

• Develop Key Accounts: Assist the Outside Sales Executives in managing the day-to-day activities, proposals, and communication with CEC's targeted enterprise accounts.
  • Gathers information from clients and partners, to plan and schedule customer meetings and other events, and assists with the coordination of customer requirements.
  • Works closely with the Sales Director and Outside Sales Executive to gather data for customer CBR's. Ensure that CBRs and tech road maps are published for all key accounts and are updated on a regular basis. Schedules CBR with key influences from CEC and the customer.
  • Closely monitor and follow-up on customer agreement proposals to ensure timely completion, approval, and processing.
  • Identify opportunities for upselling and cross-selling within a dynamic enterprise sales environment.
• Drive Key Account Opportunities through the Pipeline: The ISR works closely with the Program Manager for Enterprise Manufacturing to understand key dates such as project kickoff, start dates, and end dates. Efficient tracking of project change orders, ensuring customer approvals are received and proposals are awarded in a timely manner.
• Proposal Management: The ISR ensures proposals are accurate and delivered on time. This includes:
  • Creates opportunities and tasks the engineer with project quote requests. Monitors the progress to ensure quotes are created and sent to the Outside Sales Executive and/or customer in the appropriate timeframe.
  • Works closely with our vendors, manufacturers, and the engineering team to identify products, pricing, and discounts.
  • Reviews proposals for accuracy prior to delivery to the Outside Sales Executive and/or the customer.
• Grows Accounts Organically: The ISR works to grow CEC's targeted accounts organically by proactively reaching out to targeted accounts with offers, discounts, and solutions. This could range from parts for RF radios, to software licenses, to additional add-ons to core systems. The ISR helps to ensure booking targets are obtained in the assigned vertical by driving these sales.
• Strong CRM management rhythm: The ISR interacts with a vast number of customers each week and it is critical to the customer experience that those interactions are documented through SalesForce. This allows better prediction of managed service revenue and labor needs. This also ensures a good partnership with the Outside Sales Executive.
• Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

None.

MINIMUM QUALIFICATIONS:

• Bachelor's degree or 4+ years of proven experience in a Sales support role.
• High level of attention to detail, an aptitude to learn, the ability to effectively multitask and manage multiple tasks at one time.
• Experience using CRM tools to manage interactions and relationships with current and potential customers.
• Must be proficient with MS Office software.
• History of successful employment

PERSONAL ATTRIBUTES:

• Strong interpersonal skills, ability to communicate well at all levels of the organization and with key customers.
• Demonstrate proficiency in fostering strong relationships with clients or stakeholders.
• Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
• Strong problem solving and creative skills and the ability to exercise sound judgment when making decisions based on accurate and timely analyses.
• High level of integrity and dependability with a strong sense of urgency and results-orientation.
• Demonstrate a strong commitment to hard work to achieve both personal career growth and contribute to the success of the company.
• Collaborate effectively with internal and external teams to achieve shared goals and foster a positive and productive team environment.

OTHER SKILLS & ABILITIES:

• PC proficiency is essential.

PHYSICAL, MENTAL AND ENVIRONMENTAL REQUIREMENTS:

• Ability to define problems, collect data, establish facts, remove roadblocks, and draw valid conclusions.
• The duties of this job require the employee to effectively talk and hear English language communications.
• The employee is required to stand, walk, climb, sit, and use hands and fingers.
• Some light lifting of objects is required.
• Reaching, grasping, and carrying activities are also required.
• Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and the ability to adjust focus.
• Above average intellectual ability and excellent judgment are needed to deal effectively with a wide range of problem solving and troubleshooting activities.
• This job is primarily located in a private office.
• The noise level in the work environment is usually moderate.
• Although most work is performed inside, occasional outside activities are subject to seasonal temperature fluctuations.

"Essential duties and responsibilities" describe those functions considered to be essential to the performance of the job. All requirements may be modified to reasonably accommodate individuals with disabilities.

CEC is an Equal Opportunity Employer