Inside Sales -MRO

Inside Sales Representative MRO

The vision of SouthernCarlson is to develop strong business relationships so we understand our customers' individual needs and provide the best possible service to improve our and their profitability.

The Inside Sales Representative MRO is responsible for driving revenue through proactive outbound sales while managing and growing a book of MRO customers. This role focuses on selling maintenance, repair, and operations products to keep customer facilities running. Success is measured by new customer acquisition, account growth, retention, and margin performance.

This is a true sales role requiring cold calling, opportunity development, and ownership of customer relationshipsnot order taking.

Essential Duties & Responsibilities

New Customer Acquisition

• Proactively prospect and cold call maintenance managers, plant managers, buyers, and operations leaders.
• Identify MRO opportunities tied to equipment uptime, preventative maintenance, safety, and repair needs.
• Develop and convert new accounts through consistent outbound activity and follow-up.
• Build and manage a qualified sales pipeline within the ERP/CRM system.

Account Management & MRO Growth

• Own and grow a defined book of MRO accounts as the primary customer contact.
• Expand wallet share by selling across MRO categories (fasteners, safety, electrical, tools, abrasives, chemicals, etc.).
• Identify opportunities to replace spot buys, reduce downtime, and consolidate customer spend.
• Reactivate inactive accounts and prevent account erosion.

Sales Execution

• Prepare, present, and close MRO quotes with speed and accuracy.
• Negotiate pricing within approved guidelines, focusing on value and availability, not just price.
• Accurately enter orders and manage the order lifecycle from quote to shipment.
• Track open orders, back orders, and critical items to support customer uptime.

Customer Experience & Problem Solving

• Respond quickly to urgent customer needs and breakdown situations.
• Coordinate with purchasing, operations, and suppliers to solve availability or delivery challenges.
• Provide proactive communication on order status, substitutions, and lead times.
• Resolve service issues with a sense of urgency and ownership.

Reporting & Performance

• Maintain accurate account, opportunity, and activity records in the ERP/CRM.
• Meet or exceed sales, margin, and new account targets.
• Continuously build MRO product knowledge and understanding of customer applications.
• Stay informed on vendor programs, promotions, and product changes.

Minimum Education & Experience Requirements

• High School Diploma or GED required.
• 2+ years of inside sales experience, preferably in MRO, industrial distribution, or B2B sales.
• Experience selling to manufacturing, industrial, or facilities customers strongly preferred.

Knowledge, Skills & Abilities

• Strong outbound calling skills with confidence engaging maintenance and operations decision-makers.
• Working knowledge of MRO products and industrial environments.
• Ability to prioritize urgent, time-sensitive customer needs.
• Results-driven, competitive mindset with accountability to revenue goals.
• Excellent organization, follow-up, and multitasking skills.
• Clear, professional verbal and written communication.
• Proficiency with ERP/CRM systems and Microsoft Office (Outlook, Excel, Word).
• Bilingual English/Spanish is a plus.

What Success Looks Like

• Consistent outbound activity generating new MRO customers.
• Growth in average account size and category penetration.
• Strong customer retention driven by responsiveness and product knowledge.
• Hitting revenue and margin targetsnot just processing orders.

SouthernCarlson, Inc. is an equal opportunity at will employer and does not discriminate against any employee or applicant for employment because of age, race, religion, color, disability, sex, sexual orientation or national origin.