Senior Inside Sales Representative, FDO

JOB DESCRIPTION The Sr. Inside Sales Representative, FDO is responsible for supporting the sales team in assisting customers through the entire sales cycle and provide support that allows the outside sales team to maximize their time with customers. This role works directly with outside sales teams to provide new equipment proposals and quotes and follow up on any customer questions or requests. Additionally, The role will assume responsibility for supporting the outside sales team with maintaining and expanding existing customer accounts within the assigned customer base with a primary focus of retaining customer business, including driving quality leads into the front-line sales team. Furthermore, the role provides a significant sales support function to help outside sales representatives improve their sales productivity by being the primary interface between the office and sales operations and the order entry functions. POSITION SUMMARY The Sr. Inside Sales Representative, FDO is responsible for supporting the sales team in assisting customers through the entire sales cycle and provide support that allows the outside sales team to maximize their time with customers. This role works directly with outside sales teams to provide new equipment proposals and quotes and follow up on any customer questions or requests. Additionally, The role will assume responsibility for supporting the outside sales team with maintaining and expanding existing customer accounts within the assigned customer base with a primary focus of retaining customer business, including driving quality leads into the front-line sales team. Furthermore, the role provides a significant sales support function to help outside sales representatives improve their sales productivity by being the primary interface between the office and sales operations and the order entry functions. The Sr. Inside Sales Support Representative, FDO will play a key role in structuring the sales process. This function includes pricing opportunities through the Vertiv solutions lines, organizing sales and marketing collateral, building quotes to bid on new business opportunities in generating incremental revenue, and managing customer satisfaction. This role will act as a first point of contact for urgent calls, emails and messages when outside sales representatives are not available. This position will be the liaison between the field sales team in the offices and the order entry and order coordination teams. Additionally, the role will have responsibility in assisting the outside sales representatives with post sales actions, and issues with invoicing disputes that require timely resolution that may arise. This role requires detailed acumen, a focus on quality throughput in a timely manner, and the ability to meet very tight timeframes. RESPONSIBILITIES Works with sales team to develop and grow the sales pipeline to consistently meet revenue goals. This includes functioning as the first line of review of leads into the FDO and qualifying the leads for assignment to front-line sellers. Works with sales team to build quotes and proposals to bid on new business opportunities and generate incremental revenue. This includes understanding the full product line-up and the pricing and quoting terms and methods required to pricing our solutions. This role requires that this person becomes the office expert on our quoting and opportunity management systems. Conveys all prospective and lost revenue to Outside Sales Representative and General Manager immediately. Includes developing win-back opportunities for service-based deals lost. Works with the sales team and Vertiv marketing to develop database of customers within defined market segments. Supports segment analysis for Total Addressable Market and prospect targeting. Collaborates with marketing in promotional material generation and communications to customers as needed. Supports the sales team with marketing collateral. Collaborated with outside sales teams on lead follow-ups, CRM data accuracy and order follow through. Coordinates with the sales team to assist in key sales events, including tradeshows, distributor showcases, off-site Lunch-N-Learn programs, including scheduling and arranging office events. Reviews order acknowledgements for accuracy. Tracks orders for shipments and coordinates with outside sales representative and traffic requiring special handling or expediting requirements. Assists with expediting procedures on late shipments as needed. Monitors order status for accounts on credit/contract hold and assist customers with credit/accounting questions. Reviews company inventory, shipping deliveries, manufacturing timeline, etc. to ensure products and services desired can be delivered to customer given their expectations/needs. Leverages data sources provided by internal sources; proactively uncovers contacts from external sources. Coordinates with appropriate resellers and/or Vertiv field sales teams on opportunities. Generates, updates and tracks CRM opportunities, whether originated or assigned. Responds accurately and timely to all requests from assigned region(s). Prepares mailings as required by sales staff. Coordinates the purchase of buy-out equipment as part of the ordering process for various projects. Assists the sales staff whenever possible, including assisting with mis-ships, damaged shipments, and start-up/commissioning coordination. Coordinates invoice resolution efforts with accounts receivable/collections and outside sales representatives to minimize delay in unsettled imbursements. Other duties as assigned. MINIMUM QUALIFICATIONS BA or BS required (Business, Engineering, Marketing, Communications preferred) or equivalent combination of education and experience. 1+ years of work experience Excellent communication skills, both written and verbal Excellent customer service, organizational, and analytical skills. Ability to work and multi-task in a fast-paced environment. Knowledge of technology including software, hardware, and/or networking is preferred. Proficient in MS Office PREFERRED QUALIFICATIONS 2+ years sales or account management experience Experience working with IT resellers Experience with CRM management Proficient with MS Visio Experience with order entry tools like Oracle or Salesforce TRAVEL REQUIRED The anticipated salary range for this role in the California locality is between $82.5k to $103k per year [IF ROLE IS NON-EXEMPT: (based on a 40-hour work week)]—salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process. ABOUT US The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities. OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion. OUR STRATEGIC PRIORITIES High-Performance Culture Customer Focus Operational Excellence Innovation Financial Strength VERTIV BEHAVIORS Own it Act with urgency Foster a customer-first mindset Think big and execute Lead by example Drive continuous improvement Learn and seek out development Promote transparent & open communication ABOUT VERTIV Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today’s data centers, communication networks, and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more. WORK AUTHORIZATION No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire. EQUAL OPPORTUNITY EMPLOYER Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. 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