This is a remote role and requires the candidate to reside on the West Coast. Minimal travel is expected, potentially once per quarter. This position reports directly to the Director of Inside Sales.
SUMMARY The Inside Sales Representative is responsible for managing a group of assigned accounts to expand and grow their existing business, while also calling on interested prospects and leads to develop and build a strong customer base and territory.
ESSENTIAL FUNCTIONS To perform this job successfully, an individual must be able to perform each essential function:
Contact regular and prospective customers to increase sales and improve customer satisfaction. Generate new and repeat sales by providing product, category, brand, and pricing options, supported by technical information and customer service in a timely, professional manner over the phone.Engage in "Consultative Selling." Assist customers to get what they need with a desire to be successful, while also increasing sales, average order size, and gross profit margin lines per order.Educate, train, and be an invaluable resource and partner to customers.Utilize ERP/CRM systems to provide a summary of all pertinent account activity. Accurately log all information to maintain a history of calls, transactions, and notes for a complete customer profile. Keep current and accurately maintain customer files, pricing, and notes.Identify trends in customer satisfaction or dissatisfaction.Identify potential new accounts and create a sales plan to open new customers.Participate in annual Highline Warren sales and margin budgeting process, developing year-over-year customer increases and overall position annual goals. Ensure goals are met as defined.Participate in monthly performance review meetings with Sales Team Lead. Review to include Highline Warren assigned targets – Market Basket improvement, Private Label Penetration, Cross Selling, and B2B customer portal.Ensure customers are receiving catalogs and leverage the use through training.Use creative avenues to support customer sales through service, education, effective problem-solving, and involving appropriate team members as needed.Manage cost of sales including freight or other applicable expenses.Process customer requests including returns. Manage credit levels with the Credit Department.Attend and participate in regional and Highline Warren team sales meetings.Participate in stretch assignments as requested and required.Contribute positively through words and actions to a work environment that fosters pride in being part of a winning team and promotes personal growth and development.Maintain personal productivity and quality standards to provide excellent customer service to customers.Acknowledge and appropriately receive, greet, and assist every customer in a timely manner.Communicate professionally and efficiently, both verbally and in writing.Develop good working relationships with customers.Serve as a key link between the company and its customers; handle issues in the best interest of both the customer and the company while continuously working within the company to identify and suggest opportunities to drive process improvements and customer satisfaction.Maintain an open and candid working relationship with immediate supervisor/manager in discussing matters of importance.Adhere to established company values, practices, policies, and procedures at all times. Follow and support compliance with all applicable safety rules, laws, regulations, and standards.Demonstrate regular and punctual attendance at the assigned work location.MARGINAL FUNCTIONS The individual may be asked to perform other duties as requested.
REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES An individual qualified for this job must be able to:
Possess excellent sales telephone and email skills including discovery techniques, active listening, and negotiation skills. Keen customer service focus with a consistent upbeat, positive, hard-working, self-motivated attitude.Wide degree of creativity and latitude is required. Must be familiar with sales concepts, practices, and procedures. Relies on experience and judgment to plan and accomplish goals and essential job duties.Adept at time management and managing multiple priorities. Must be organized and detail-oriented.Operate a computer – PC with strong skills including Microsoft Office with emphasis in Excel.Effectively use business software, including email and customer relationship management software.Must be comfortable spending the majority of time on the phone, generating emails, outgoing, and receiving calls.Thrive in a continuous improvement culture and be comfortable with daily, weekly, quarterly, and yearly goals and budget reviews.Pay attention to details and pursue quality in accomplishing work duties and tasks. Look for opportunities to reduce costs or increase productivity without reducing effectiveness.Handle challenges skillfully, thoroughly, and effectively.Independently take advantage of opportunities to improve or increase skills, abilities, and job knowledge.Make sure that work is delivered on time and of high quality.Develop good work practices in order to get the job done.Use equipment, resources, and time in an efficient and effective manner.Use good judgment when making decisions.Take direction and work well with others.Be honest in all interactions and dealings with co-workers, internal and external customers, and vendors.MINIMUM EXPERIENCE, EDUCATION, AND CERTIFICATIONS An individual qualified for this job must have and maintain the following qualifications:
College degree or equivalent work experience preferred. High school diploma required.4 years' experience in an inside sales position, preferably in the Automotive Aftermarket or Installer industry.
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