Inside Sales Specialist

Inside Sales Specialist

The Inside Sales Specialist is responsible for creating new sales activity, growing assigned house accounts, and keeping the outside sales team supplied with qualified meetings, accurate customer information, and timely internal updates. This role combines daily prospecting, account ownership, CRM discipline, and hands-on sales support. The ideal candidate is energetic, organized, comfortable on the phone and in the field, and accountable for both activity goals and an assigned sales plan.

Core Responsibilities:

• Generate new leads through outbound calling, research, referrals, and the company lead-generation platform.
• Make a minimum of 30 outbound prospecting calls per day and set at least 5 qualified meetings per week for outside sales representatives.
• Build target organizations, decision-maker contacts, notes, and next steps in Pipedrive for priority markets and territories.
• Manage and grow an assigned group of house accounts, including inactive customers that need consistent outreach.
• Visit local house accounts in person to strengthen relationships, uncover needs, and create new RFQ opportunities.
• Own an assigned annual sales plan and maintain enough qualified pipeline to support the goal.
• Support outside sales representatives by entering deals, activities, notes, contacts, and follow-up tasks in Pipedrive when needed.
• Participate in applicable production meetings, capture meaningful project updates, and communicate action items to the appropriate sales representatives.
• Assist with internal status updates, estimate follow-up, and customer communication so sales representatives can stay focused on selling.
• Maintain current line cards, capability sheets, presentations, samples, and other collateral for the sales team.

Key Expectations and Performance Measures:

• Prospecting Activity - Minimum 30 outbound prospecting calls per day, tracked in Pipedrive.
• Qualified Meetings - Minimum 5 qualified meetings set per week. A qualified meeting includes a decision-maker, a defined reason to meet, and a clear next step.
• Lead Development - Add at least 25 usable new contacts per week within target organizations, with accurate titles, contact information, source, notes, and assigned owner.
• House Account Growth - Maintain a documented contact plan for every assigned house account and complete at least 4 local in-person account visits per month.
• Inactive Account Recovery - Produce measurable new RFQ activity from assigned inactive accounts and report progress weekly.
• Sales Plan - Meet or exceed the assigned annual Sold EGP plan and maintain a healthy pipeline aligned with the target.
• CRM Discipline - Log calls, meetings, notes, opportunities, and next steps within one business day; maintain zero overdue Pipedrive activities weekly.
• RFQ Quality - Review incoming bid packages the same business day when practical and resolve missing information before estimator assignment.
• Internal Communication - Share production updates and requested internal status information with the responsible sales representative within one business day.

Working Relationships: This role works closely with Outside Sales, Estimating, Operations, and Marketing. The Inside Sales Specialist should create leverage for the sales team while maintaining clear ownership of assigned leads, accounts, activities, and results.

Development Path: This position may serve as a development path toward Outside Sales based on business need, sustained performance, field readiness, product and market knowledge, and leadership approval. Advancement is not automatic or guaranteed; the role is designed to be successful as a long-term Inside Sales position.

Desired Qualifications:

• Degree in Business, Marketing, or a related field is preferred; relevant sales experience will also be considered.
• Energetic, persistent, and comfortable initiating conversations by phone and in person.
• Strong listening, questioning, follow-up, and relationship-building skills.
• Proficient with CRM systems such as Pipedrive, lead-generation platforms, and Google Workspace.
• Organized, detail-oriented, and able to balance daily prospecting with account and sales-team support.
• Able to learn NIX Industrial capabilities and communicate them clearly to customers and prospects.
• Valid driver's license and willingness to travel locally for customer visits.
• Professional, coachable, competitive, and accountable for measurable results.