Inside Sales Representative

Position Purpose

Under supervision, the Inside Sales Representative acquires new customers and expands existing accounts by converting transactional, single-service customers to multi-service relationships across LES's core service lines. Obtains incremental revenue through inbound and outbound sales calls, lead campaigns, and prospecting. Sells the full LES portfolio, grease trap and interceptor (FOG) service, oil water separator (OWS) service, and used cooking oil (UCO) collection, positioning LES as a single-vendor solution for non-hazardous liquid waste management and regulatory compliance.

Key Job Activities

• Receives inbound calls and makes outbound sales calls to prospective and existing customers to sell LES services
• Acquires new customers and expands existing customers through prospecting in an assigned territory, outbound marketing and lead campaigns, and referrals
• Uses consultative selling strategies to attain a minimum of 100% of assigned revenue and quota goals
• Builds a pipeline of future business by prospecting through marketing and lead campaigns, territory lists, web research, and other identified sources
• Researches and verifies all prospects and calls in the Customer Relationship Management (CRM) system in accordance with the LES Sales Rules of Engagement (ROE) policy
• Determines whether another seller is already engaged with an account, whether the prospect falls within the assigned territory, and which team or department is best suited to handle the prospect
• Documents all special circumstances, including cross-territory opportunities, and transfers or shares them according to the ROE policy
• Uses web research and other resources to understand a prospect's industry, site footprint, and service needs
• Meets or exceeds assigned performance metrics, including number of outbound calls, close rates, average revenue per account, and task management activities such as sales cycle progression, pipeline management, and case management
• Tracks details and results for all leads, opportunities, issues, and losses
• Forecasts monthly and quarterly sales within 5% of actual results
• Targets upgrade and cross-sell opportunities to move single-line accounts into multi-line FOG, OWS, and UCO relationships
• Uses the CRM tool for lead follow-up, sales cycle disposition, pipeline management, forecasting, and lost opportunity tracking
• Keeps comprehensive and accurate notes in the system
• Qualifies prospects through consultative selling strategies
• Supports other assigned projects and job-related duties as required or requested
• Performs other duties and responsibilities as assigned

Experience

• Education: Bachelor's degree in Sales, Marketing, or the equivalent in related work experience
• Sales/Marketing experience: 2+ years in a sales or marketing role, with demonstrated ability to manage and develop existing and prospective accounts
• Customer relations: Experience in customer relations and support, with demonstrated leadership ability
• Software proficiency: Ability to learn company billing and customer database software and the features of all LES service lines at varying levels of account configuration
• Microsoft Office: Working knowledge of Microsoft Office products, including Word, Excel, and Outlook, is required
• CRM knowledge: Knowledge of a Customer Relationship Management (CRM) tool; Microsoft Dynamics 365 preferred
• Industry knowledge: Knowledge of FOG, grease trap, oil water separator, or used cooking oil service, or familiarity with food service, retail, or facilities operations, is preferred

Compensation

• Base salary: $52,000 plus uncapped commission
• First Year OTE: $58,000–$60,000