Job Title:
Inside Sales Representative
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Summary:
This position is primarily responsible for helping the outside sales department in selling products to the government in the office by performing the following duties.


Essential Duties and Responsibilities:
Core duties and responsibilities include the following. Other duties may be assigned.

  1. Compiles lists of prospective customers for use as sales leads, based on information from as inquiries, trade shows, dealer resellers, and other sources
  2. Make outbound lead follow-up calls to potential and existing customers by telephone and e-mail to qualify leads and sell products and services.
  3. Makes outbound lead follows-up calls to potential and existing customers by telephone and e-mail to qualify leads and sell products and services.
  4. Handles inbound sales lead calls to convert calls into sales.
  5. Overcomes technical and business objections of prospective customers.
  6. Emphasizes salable features, quotes prices and credit terms, and prepares sales orders for orders obtained.
  7. Estimates date of delivery to customer, based on knowledge of own firm's production and delivery schedules.
  8. Coordinates customer training.
  9. Builds and maintains customers’ relationships.
  10. Prepares reports of business transactions.
  11. Enters new customer data and other sales data for current customers into computer database.
  12. Works with outside sales representatives to keep account activities and literature up to date.
  13. Investigates and resolves customer problems with deliveries.
  14. Responsible for quoting customers products and solutions.
  15. Responsible for maintaining CRM and ERP Systems to match customer’s contacts, account names, and business information.

Supervisory Responsibilities

This Job has no supervisory responisbilities


Competencies
To perform the job successfully, an individual should demonstrate the following competencies:

  1. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
  2. Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
  3. Technical Skills - Assesses own strengths and weaknesses; Shares expertise with others.
  4. Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Responds to requests for service and assistance; Meets commitments.
  5. Interpersonal Skills - Focuses on solving conflict, not blaming; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
  6. Oral Communication - Speaks clearly and persuasively in positive or negative situations; Responds well to questions; Participates in meetings.
  7. Written Communication - Writes clearly and informatively; Able to read and interpret written information.
  8. Teamwork - Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
  9. Change Management - Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
  10. Leadership - Exhibits confidence in self and others; Accepts feedback from others; Gives appropriate recognition to others.
  11. Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
  12. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
  13. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue.
  14. Diversity - Shows respect and sensitivity for cultural differences; Promotes a harassment-free environment.
  15. Ethics - Treats people with respect; Keeps commitments; Works with integrity and ethically.
  16. Organizational Support - Follows policies and procedures.
  17. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
  18. Judgment - Includes appropriate people in decision-making process; Makes timely decisions.
  19. Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles.
  20. Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources.
  21. Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
  22. Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
  23. Safety and Security - Observes safety and security procedures; Reports potentially unsafe conditions.
  24. Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
  25. Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
  26. Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
  27. Initiative - Volunteers readily; Asks for and offers help when needed.

Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  1. EDUCATION AND/OR EXPERIENCE:
    Associate's degree (A. A.) or equivalent from two-year college or technical school; or six months to one year related experience and/or training; or equivalent combination of education and experience.

  2. LANGUAGE SKILLS:
    Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.

  3. MATHEMATICAL SKILLS:
    Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

  4. REASONING ABILITY:
    Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

  5. COMPUTER SKILLS:
    To perform this job successfully, an individual should have knowledge of Contact Management systems; Internet software; Inventory software; Manufacturing software; Order processing systems; Spreadsheet software and Word Processing software.

  6. PHYSICAL DEMANDS:
    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl.

    The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Enviroment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.


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