Inside Sales Representative - M. Holland

Ravago; Northbrook (IL); Hybrid; USD 50,000 - 70,000; Full time

Benefits offered by this job

Health, Dental, Vision Insurance

401(k) Matching Program

Paid Time Off (PTO)

Tuition Reimbursement

Wellness Perks

Pet Insurance

Job summary

M Holland is seeking an Inside Sales representative to partner with the Regional Commercial Director to grow the customer base. You will call targeted customers, organize data, qualify prospects into buying accounts, and drive revenue across our line card using CRM Dynamics 365 and other platforms.

The role emphasizes maintaining existing business, expanding accounts through proactive outreach, and collaborating with marketing, finance, and operations.

Qualifications

• Bachelor's degree in business or related field preferred.
• Minimum of 5 years of relevant work experience preferred.
• Working knowledge of M365 Office Suite, CRM and reporting tools.
• End-user knowledge of an ERP system; relevant industry experience preferred.

Responsibilities

• Partner with the Regional Commercial Director to grow the customer base.
• Call targeted customers and qualify prospects into buying accounts.
• Maintain and analyze data in CRM; coordinate with marketing lead generation.
• Build a healthy sales pipeline and meet KPIs for engagement and conversions.
• Provide excellent service and support to customers and colleagues.

Skills

Prospecting

Data analysis

CRM usage

Customer engagement

Communication

Team collaboration

Sales storytelling

Organizational skills

Education

Bachelor's degree in business or related field

Sales knowledge preferred

Tools

CRM Dynamics 365

ZoomInfo

ERP system

M365 Office Suite

Job description

Objective / Purpose

The purpose of theInside Sales (IS) representative is to partner with the Regional Commercial Director in efforts to grow our customer base. The Inside Sales rep will be responsible for calling targeted customers, organizing and analyzing data, coordinating with marketing lead generation efforts and qualifying prospective customers into buying accounts as assigned by the RCD.

The Inside Sales Representative is responsible for maintaining existing business and driving new business and expanding existing accounts through proactive outreach, selling across our line card, delivering consistent growth and digital engagement. This role leverages tools such as CRM, marketing campaigns, ZoomInfo, and other platforms to identify, qualify, and convert sales opportunities.

Areas of Responsibility / Tasks

• Travel to an approved location may be necessary and determined by the RCD
• Establish a solid understanding of Business Systems that support the Commercial Teams and become proficient in how to navigate and use them.
• Establish a solid understanding of Business Processes for Commercial Operations
• Follow Lead Management Process for all M Holland generated Leads (incoming calls, web and other).
• Accurately enter, update, and maintain key information related to assigned Accounts (Contacts, Leads, Opportunities and Competitive Information) in the CRM Dynamics 365 system when automation isn’t available.
• Participate in continuous learning in areas related to Inside Sales skills building, product knowledge, marketing initiatives and business process in order to present our customers with a solid value proposition.
• Provide each Customer with excellent service representing the M Holland brand.
• Drive increased Customer Engagement through effective questions, conversations and ongoing relationship management using multiple digital platforms.
• Maintain detailed activities outlining Customer Engagement efforts in Dynamics 365 CRM that aligns with our Inside Sales Strategies.
• Build a healthy Sales Pipeline of qualified prospects and existing Accounts as assigned.
• Collaborate with Commercial Management Teams and provide the business with necessary updated related to assigned Accounts and Opportunities
• Follow Opportunity Management Process
• Sell to Customers per acceptable M Holland standards as related to Price Management, Margin and Sales strategies as defined by the business.
• Maintain updated pricing in the form of price Quotes in CRM.
• Collaborate with the assigned Customer Experience Professional for Order Management.
• Provide periodic intel on data collected on Prospect and Existing Accounts to the management team and the Regional Commercial Directors.
• Meet/Exceed goals set forth by management regarding Customer Engagement efforts, Prospect Account Conversion Rates, and KPIs on assigned Accounts.
• Facilitate document collection for new customer requests (signed credit applications, tax-exempt docs etc.) and submit to appropriate department for reviewing and processing.
• Provide service and support coverage for team members as needed
• Assist with the handoff training and transition of assignments as needed
• May include other duties as assigned

Minimum Qualifications / Education / Certifications

1. Education:
   1. Bachelor's degree in business or related training equivalent preferred
   2. Sales knowledge preferred
2. Experience
   1. Minimum of 5 years of relevant work experience preferred
   2. Working knowledge of M365 Office Suite, Customer Management and Reporting tools
   3. End-user knowledge of our ERP System
   4. Relevant Industry experience - preferred
3. Abilities & Skills
   1. Knowledge of business processes from operational departments and commercial parts of the business
   2. Knowledge of legacy systems (functions and capabilities available to users)
   3. Understanding of departmental expectations for systems being implemented
   4. Knowledge of business structure
   5. Demonstrates strong ability to follow current processes and can apply knowledge to assist with process improvement
   6. Extreme attention to detail and ability to maintain data quality and integrity
   7. Strong ability to analyze and report on data
   8. Ability to work efficiently to successfully complete tasks and projects under set deadlines
   9. Able to work independently, as well as in a team environment
   10. Ability to maintain sensitive information
   11. Superior organizing/documentation skills
4. Applicants must be authorized to work in the U.S.

Work Environment / Conditions

The work environment/conditions described herein are representative of those that an incumbent may experience, and therefore must be adaptable to.

1. Must be comfortable working in a shared space, with constant noise, with/or without the use of a private office.
2. Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.

Physical Requirements / Demands:

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role*.

1. While performing the duties of this job, the incumbent is regularly required to communicate verbally, read and comprehend information, and type on a consistent and daily basis.
2. While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane or other means of transportation which require sitting, waiting and standing for long and short periods of time.

Acknowledgement:

This job description is not an exhaustive list of areas of responsibility or tasks that an incumbent in this position may be asked to perform. All Employees are required to deliver the desired results intended for their role, at the designated level of knowledge, skill and ability commensurate with their job title and level within the organization.

Annual Base Salary:

• $50,000 - $70,000 + Comission Structure

Benefits:

• Health, Dental, Vision Insurance
• Life Insurance
• Paid Short-Term and Long-Term DisabilityInsurance
• Paid Time Off (PTO)
• 401(k) Matching Program
• Paid Parental Leave
• Pet Insurance
• Tuition Reimbursement
• Wellness Perks
• And More