Inside Sales Representative

Gault Family Co; Westport, Northern (CT, KY); Hybrid; USD 52,000 - 78,000; Full time

Job summary

Gault Family Companies in Connecticut seeks an Inside Sales role focused on driving revenue growth and account expansion across fuel programs, service plans, and HVAC offerings. You will manage the full sales cycle, maintain CRM pipelines, and work with Care, Dispatch, and Operations to ensure smooth execution.

Strong sales aptitude and ERP familiarity are essential. Role emphasizes relationship building, performance targets, and maintaining high customer experience while navigating pricing and

Qualifications

• Strong sales ability with a focus on outbound and inbound opportunities.
• Preferred experience in inside sales, HVAC, fuel or service industries.
• Familiarity with ERP/CRM systems like Cargas or GP is a plus.

Responsibilities

• Proactively generate and convert sales opportunities via calls and campaigns.
• Own full sales cycle from prospecting to closing and handoff to operations.
• Maintain pipeline and activity notes in Cargas and GP.
• Meet or exceed sales goals and retention targets.
• Renew expiring service plans and fuel programs to protect revenue.
• Collaborate with Customer Care, Dispatch, and Operations for smooth handoffs.
• Present value-based solutions across fuel, service plans, HVAC offerings.

Skills

Sales acumen

Negotiation

Communication

Time management

Account management

Tools

Cargas

Great Plains

Job description

Gault Family Companies (Gault Energy, Quinoco, Rural Fuels)

JOB SUMMARY:

Responsible for driving revenue growth, customer retention, and account expansion within Gault Energy & Home Solutions. This role focuses on proactive outbound sales activity, inbound opportunity conversion, and strategic account management across fuel, service plans, HVAC offerings, and related energy solutions. As a revenue-generating member of the Customer Care & Inside Sales team, the ISR identifies customer needs, presents value-based solutions, and closes sales in alignment with company goals. While delivering a high level of professionalism and customer experience, this role carries clear sales targets, conversion metrics, and performance expectations. The ISR must maintain strong working knowledge of Cargas and Great Plains (GP) platforms to manage pipelines, document activity, process agreements, and ensure accurate account execution. This role balances revenue growth with integrity, long-term relationship building, and operational feasibility.

ESSENTIAL FUNCTIONS

• Proactively generate and convert sales opportunities through outbound calls, inbound inquiries, follow-ups, and targeted campaigns.
• Enter all leads into LMS and adhere to all inside sales guidelines and procedures.
• Identify customer needs and recommend appropriate products and services, including fuel programs, service agreements, HVAC services, equipment upgrades, and value-added offerings.
• Own the full sales cycle from prospecting and qualification to closing, documentation, and handoff to operations.
• Maintain accurate pipeline tracking, activity notes, agreements, and account updates in Cargas and Great Plains (GP).
• Consistently meet or exceed established sales goals, retention targets, and performance metrics.
• Conduct renewal outreach for expiring service plans, fuel programs, and customer agreements to protect and grow recurring revenue.
• Collaborate with Customer Care, Dispatch, and Operations teams to ensure smooth transitions from sale to execution.
• Handle objections professionally and negotiate solutions aligned with company pricing and margin guidelines.
• Support customer retention efforts by proactively identifying at-risk accounts and presenting retention strategies.
• Maintain strong working knowledge of pricing structures, margins, promotions, seasonal market conditions, and industry trends.
• Participate in sales meetings, coaching sessions, and ongoing product and systems training.
• Demonstrate Gault Family Companies’ core values of Integrity, Caring, Teamwork, and Ownership in all customer and internal interactions.
• Perform other duties and responsibilities as assigned.

COMPETENCIES

• Strong sales acumen with ability to influence, negotiate, and close business confidently and ethically.
• Goal-oriented mindset with demonstrated ability to meet performance and revenue targets.
• Proficiency or ability to become proficient in Cargas, Great Plains (GP), and Microsoft-based business systems.
• Clear, persuasive communicator who can present technical or pricing information in an easy-to-understand manner.
• Resilience and adaptability in a performance-driven environment.
• Strong time management and organization skills.
• Customer-focused mindset with ability to balance revenue growth and long-term relationship building.
• High level of personal accountability and ownership of results.
• Passion for enhancing the customer experience, with an advocacy mindset focused on long-term relationship building.
• Continuous-learning mindset with openness to new systems, procedures, and operational changes.
• Commitment to maintaining and promoting a safe, responsible, and compliant working environment.

REQUIRED EDUCATION & EXPERIENCE

• No specific education or prior experience required.
• Prior sales experience preferred (inside sales, call center sales, HVAC sales support, fuel or service industry experience).
• Experience with Cargas, Great Plains (GP), or similar ERP/CRM systems is a plus
• Willingness to participate in ongoing sales training, coaching, and continuing education.

WORKING ENVIRONMENT:

100% office-based position in a professional office setting. Regular use of standard office equipment, including computers, phones, and filing systems. Field exposure may include ride-a-longs with technicians and delivery personnel.

PHYSICAL REQUIREMENTS:

While performing the duties of this job, the employee is frequently required to work from a stationary position, sit, stand, walk, use hands to finger, handle or feel; and reach with hands and arms. The employee is occasionally required to stoop, crouch, kneel, balance or climb. The employee must occasionally lift and move objects up to 50 pounds. The employee is regularly required to talk or hear.

DIRECT REPORTS:

N/A

OTHER DUTIES:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

This job description has been approved by all levels of management.