Woodcliff Lake, New jersey
Inside Sales Representative Job Opening in Woodcliff Lake, New jersey - Position Description:
I.D. Systems? Inside Sales Representative will be responsible for selling, renewing, and expanding relationships with Material Handling Equipment locations who are Vehicle Management System prospects. Upon completion of training, Representatives call upon prospects to assess, qualify, and sell VMS solutions.
The Inside Sales Representative will work closely with Marketing on the development and execution of outbound campaigns, and with Inside Sales on qualified lead follow-up. S/he will place an average of 50-75 calls per day and manage approximately 150-200 active accounts per quarter. S/he will be responsible for generating quotes, performing research, ensuring effective sales cadence, and the follow-up and updating of account notes in CRM.
Primary Responsibilities:
· Perform market segment development and management activities to most effectively penetrate industry market sub-segments.
· Call prospective customers, present and propose details of solution capabilities and services offered that are most relevant and compelling to the person contacted
· Understand the needs and expectations of the customers, and link relevant solution benefits and advantages
· Analyze and qualify every prospective customer?s willingness and ability to adopt VMS?s solution and offer different alternatives to enhance willingness to buy
· Conduct GoTo/Skype presentations, being able to quickly and effectively demo the product and show quick value proposition and path to gaining benefits (easy to buy, implement, use)
· Resolve customer objections and move them to closure or at a minimum a follow-up
· Handle a pipeline of prospects and ensure proper attention to every customer
· Close sales deals and achieve customer satisfaction post-implementation by selling what we have and what works
· Achieve the short-term sales targets and improve overall market awareness and goodwill of the organization
· Operate the CRM systems and ensure authentic information is available for pipeline and forecast predictability
Secondary Responsibilities:
· Establish friendly relations and maintain ongoing relations with the prospects
· Manage a database of potential prospects and contact them regularly
· Document suggestions and complaints made by the prospects and report them to management for ongoing solution enhancement
· Research the market for new competitive products introduced and the marketing strategies adopted by competitors
Expectations:
Short Term ? 30 Days
· Effectively present I.D. Systems story, value proposition, and elevator pitch
· Effectively discuss warehouse operations processes and metrics
· Effectively communicate competitive advantages of I.D. Systems solutions, including prospect story
· Demonstrate understanding of target market
· Understand I.D. Systems? Sales Process & Methodology
· Proficient use of SFDC
Medium Term ? 90 Days
· Develop minimum of $1,000,000 in pipeline
· Demonstrate the ability to effectively conduct a sales call with prospect and customer
· Demonstrate proficiency in VMS Sales Process and Methodology
· Complete a fully developed territory plan
· Demonstrate a thorough understanding of VMS pricing policy and implementation methodology
· Effectively communicate within the organization
· Understand which resources to leverage in a sales campaign
· Identify a minimum of 2 qualified opportunities
Long Term ? 180 Days
· Develop minimum of $2,000,000 in pipeline
· Minimum of 3 opportunities at stage 3 in pipeline
· Demonstrate progressive activity related to territory development
· Establish network within territory with VMS partners
· Establish credibility with VMS management and sales support staff
Critical Requirements:
· Should be an expert in handling CRM software and other common computer software such as Power Point, MS Word , Outlook, and MS Excel
· Impressive personality and ability to convince the prospects/customers with compelling and persuasive presentation and demonstration skills
· High level of confidence and exceptional verbal and written communication skills
· Creative thinker with the ability to resolve critical problems
· Outstanding organizational skills, management skills, and the ability to be energetic
· Must have the ability to multitask and handle conflicts and objections
· Ability to analyze the market and target potential clients
· Actively involved in the developmental plans of the company
· Target-oriented and ability to work in a team environment
· Must possess ability to work independently in certain situations
Salary : DOE and full benefits package
EOE M/V/F/D
Please visit for more information on our company
Job Type: Full-time
Required education:
Bachelor's
Required experience:
Sales: 2 years
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