Inside Sales Representative

Inside Sales Representative

Under supervision, the Inside Sales Representative acquires new customers and expands existing accounts by converting transactional, single-service customers to multi-service relationships across LES's core service lines. Obtains incremental revenue through inbound and outbound sales calls, lead campaigns, and prospecting. Sells the full LES portfolio, grease trap and interceptor (FOG) service, oil water separator (OWS) service, and used cooking oil (UCO) collection, positioning LES as a single-vendor solution for non-hazardous liquid waste management and regulatory compliance.

Receives inbound calls and makes outbound sales calls to prospective and existing customers to sell LES services

Acquires new customers and expands existing customers through prospecting in an assigned territory, outbound marketing and lead campaigns, and referrals

Uses consultative selling strategies to attain a minimum of 100% of assigned revenue and quota goals

Builds a pipeline of future business by prospecting through marketing and lead campaigns, territory lists, web research, and other identified sources

Researches and verifies all prospects and calls in the Customer Relationship Management (CRM) system in accordance with the LES Sales Rules of Engagement (ROE) policy

Determines whether another seller is already engaged with an account, whether the prospect falls within the assigned territory, and which team or department is best suited to handle the prospect

Documents all special circumstances, including cross-territory opportunities, and transfers or shares them according to the ROE policy

Uses web research and other resources to understand a prospect's industry, site footprint, and service needs

Meets or exceeds assigned performance metrics, including number of outbound calls, close rates, average revenue per account, and task management activities such as sales cycle progression, pipeline management, and case management

Tracks details and results for all leads, opportunities, issues, and losses

Forecasts monthly and quarterly sales within 5% of actual results

Targets upgrade and cross-sell opportunities to move single-line accounts into multi-line FOG, OWS, and UCO relationships

Uses the CRM tool for lead follow-up, sales cycle disposition, pipeline management, forecasting, and lost opportunity tracking

Keeps comprehensive and accurate notes in the system

Qualifies prospects through consultative selling strategies

Supports other assigned projects and job-related duties as required or requested

Performs other duties and responsibilities as assigned

Education consists of a bachelor's degree in Sales, Marketing, or the equivalent in related work experience

2+ years of experience in a sales or marketing role, with demonstrated ability to manage and develop existing and prospective accounts

Experience in customer relations and support, with demonstrated leadership ability

Ability to learn company billing and customer database software and the features of all LES service lines at varying levels of account configuration

Working knowledge of Microsoft Office products, including Word, Excel, and Outlook, is required

Knowledge of a Customer Relationship Management (CRM) tool, Microsoft Dynamics 365 preferred

Knowledge of FOG, grease trap, oil water separator, or used cooking oil service, or familiarity with food service, retail, or facilities operations, is preferred

Compensation: $52,000 plus uncapped commission

First Year OTE: $58,000-60,000

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