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Inside Sales Specialist

 

 

Job Title:                     Inside Sales Specialist 

Reports to:                  VP Sales & CX

FLSA Status:                Full-time, Non-Exempt

Career Level:               Essential (orange)

                         

 

 

Purpose:  The Inside Sales Specialist is responsible for developing meaningful relationships with wholesale customers that encourage trust and loyalty.  Their core responsibility is to follow up on cold and warm leads as well as current/dormant accounts to further the sales process/close the sale while demonstrating deep understanding of product and sales cycle.

This position will either be based at our company headquarters, in Michigan City, IN, or the Greater Chicago Area. Our ideal candidate will be in-office 1-2 days/week.

 

Duties & Responsibilities:

 

  1. Process and track incoming Prospects/Leads from initial inquiry to Peepers customer. Execute process and tweak with learnings.
    1. Reach out to prospect within 2 hours of receipt via phone; follow up with email
    2. Qualify Leads by uncovering key details of Prospect including, but not limited to understanding how they found out about Peepers, Store type and location, Store needs (assortment type/merchandising), timeline of decision, etc.
    3. Determine if lead should be kept in house or distributed to rep
    4. Understand where potential Key Accounts fall in Good-Better-Best to ensure prospects fit within Peepers ideal customer base
    5. Educate prospect on the benefits of Peepers and carrying our brand
    6. Inform prospect of Nationwide Representation and give out correct contact information
    7. Identify correct channel and contact within channel and/or distribute prospective customers as prescribed by the National Sales Manager(s)
    8. Send perspective customers to proper contact (i.e., rep, National Sales Manager(s), Key Account Manager, Director of Sales, etc.) within 24 hours of receipt
    9. Follow up with reps on status of prospect; involve National Sales Manager(s) when necessary. Prospects must be approved or denied within 48 hours
    10. Responsible for managing prospect/lead until it closes
    11. Create monthly report showing total prospects created and converted; dollar amount in pipeline vs. amount captured
  2. Inside Sales
    1. Generates revenue by soliciting and obtaining orders from current and dormant accounts via telephone calls and emails
      1. Develops broad understanding of accounts by reviewing buying history
      2. Suggest products for reorders that will maximize turns and revenue for the retailer
  • Facilitates entire sales process from initial phone call to processed order
  1. Is proficient in Peepers product and company knowledge, as well as the Peepers sales cycle
    1. Can accurately explain features and benefits of product
    2. Proficient in brand history and brand identity
  2. Has high level understanding of competitors; educates retailers on the Peepers difference
  3. Listens attentively to understand customers’ needs and provides solutions that are knowledgeable and insightful, encouraging larger orders; upsells
  4. Maintains highest level of service and communication
  5. Inputs and updates customer data in NetSuite (CRM) ensuring customer records are accurate
  6. Acts as support to outside sales representatives
  7. Achieves monthly revenue goal

 

  1. Preforms Order Entry Specialist Duties on as needed basis

 

  1. Potential to travel to trade shows as prescribed by the VP of Sales + Customer Experience

 

Knowledge, Skills, and Abilities:

 

  • Bachelor’s Degree required; 1-3 years’ work experience
  • Expert in Microsoft Excel, Power Point, Outlook, and Microsoft Office
  • Accurate and efficient keyboarding skills as well as the ability to navigate websites and proprietary software are required.
  • Must be a self-starter, results-oriented, and analytical with strong attention to detail
  • The ability to manage multiple priorities independently.
  • Requires strong written and verbal communication skills, organizational skills
  • A professional appearance, etiquette and excellent verbal skills are required.
  • Empathic listening skills and careful speaking skills.
  • The ability to utilize the in-house software systems.

 

Physical Demands and Working Conditions:

 

  • Communication via telephone, emails, online chat and co-workers
  • Viewing computer terminal, perceiving, and transcribing data with accuracy, and keyboarding fill much of the day in an office environment.
  • The employee is required to maintain a calm and professional demeanor while handling multiple priorities.
  • The employee is not exposed to adverse environmental conditions, working primarily in an office environment.
  • Light work: Exerting up to 10 pounds of force occasionally and/or up to 20 pounds of force frequently, and/or up to 10 pounds of force constantly to move objects.
  • Work can require walking while carrying objects, stooping, kneeling, crouching, as well as grasping objects, and reaching with hands and arms.
  • The employee is occasionally required to stand and walk.
  • The employee is occasionally required to travel out of state.
  • Reliable physical attendance is required.
  • The employee is required to stay awake throughout the shift. 

 

 

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