Inbound Sales Representative

Job Description

Job Description

Inbound Sales Representative

Reports to: CEO

Location: Shrewsbury, MA

Position Summary: The Inbound Sales Representative is a dynamic and critical role at OptiMA, Inc., responsible for converting incoming leads and inquiries into sales. This is a full-cycle closing role for inbound opportunities, not a BDR or lead-qualifier role. This individual will serve as the first point of contact for many potential customers, providing excellent service, understanding customer needs, and effectively closing sales to drive revenue growth. The Inbound Sales Representative will play a direct role in achieving the company's ambitious sales objectives by focusing on new business acquisition and managing the sales pipeline generated through inbound channels.

Key Responsibilities

• Lead Qualification & Conversion: Respond promptly to all inbound sales inquiries (e.g., phone calls, emails, web forms, live chat) to qualify leads, understand customer requirements, and convert opportunities into sales. Our speed-to-lead standard is five minutes during business hours.

• Customer Needs Assessment: Actively listen to customers to identify their specific needs, challenges, and goals, then effectively recommend OptiMA, Inc.'s products and services as solutions.

• Product Knowledge & Value Proposition: Develop and maintain a comprehensive understanding of OptiMA, Inc.'s product and service offerings, their features, benefits, and competitive advantages, to articulate compelling value propositions.

• Sales Closing: Guide customers through the sales process, address objections, and confidently close sales to achieve daily, weekly, and monthly targets.

• Referral Generation: Actively earn referrals from the customers you win, and cultivate relationships within accounts to surface new opportunities. Referral business carries your highest commission rate.

• CRM Management: Accurately log all sales activities, customer interactions, and pipeline updates within the CRM system (Odoo) to ensure precise reporting, clean commission attribution, and follow-up. No opportunity idles without a next step and a date.

• Order Processing: Efficiently process sales orders, ensuring accuracy in pricing, product selection, and customer information.

• Collaboration: Work closely with customer service, marketing, and the rest of the sales team to ensure a seamless customer experience and to maximize sales opportunities.

• Performance Monitoring: Track individual performance against key metrics (conversion rate, quote turnaround, average order value, gross profit) and contribute to overall sales objectives.

• Adherence to Policies: Ensure all sales activities comply with company policies and procedures, including payment terms.

Qualifications

• Proven experience in inbound sales, telemarketing, or a customer-facing sales role.

• Demonstrated ability to consistently meet and exceed sales targets.

• Exceptional verbal and written communication skills, with a friendly and professional phone demeanor.

• Strong active listening skills and the ability to quickly understand customer needs.

• Persuasive and persistent sales approach, with excellent objection handling skills.

• Proficiency in using CRM software and standard office applications.

• Ability to work in a fast-paced environment and manage multiple priorities.

• High level of self-motivation and a strong desire to succeed.

• Bachelor's degree in Business, Marketing, or a related field preferred, but not required with relevant experience.

Compensation

• Base salary: $50,000 per year.

• Uncapped commission, paid monthly on gross profit: 2.5% on sales to new customers from inbound leads, and 10% on sales to new customers you acquire through referrals.

• On-target earnings of roughly $68,000 to $76,000 in year one, with real upside beyond that: commission is earned from the first dollar, with no quota gate and no cap.

About OptiMA

OptiMA, Inc., established in 1987, is a US-based manufacturer of high-quality visual communication tools, operating from Shrewsbury, MA. We are a family-owned business with the second generation of leadership at the helm. We design, produce, and sell dry erase boards and custom-printed solutions directly to businesses and consumers, including custom printed whiteboards using our proprietary Opti-Print method. We are the direct manufacturer, not a reseller: American-made quality, customization, and expertise, sold on long-term value rather than lowest price. Our values are EVOLVE: Excellence, Versatility, Ownership, Leadership, Value, Endurance.