Inside Sales Representative

Role Description

The Inside Sales Representative is responsible for proactively managing, protecting, and growing a portfolio of accounts, moving beyond reactive order-taking to a more strategic sales approach. This role combines proactive outbound selling, structured account management, and CRM-driven pipeline development to increase sales, prevent customer attrition, capture new opportunities, while maintaining accurate sales forecasts to support business planning and ensure alignment across the value chain.

This role is deeply sales-oriented and involves managing both some long-term accounts and transactional sales independently. The Inside Sales Representative takes full ownership of sales transactions from start to finish, ensuring seamless execution.

Additionally, the role requires a strong understanding of value selling, particularly in navigating and influencing a complex value chain where multiple stakeholders are involved. The ability to communicate and demonstrate the value proposition effectively is crucial for driving sales growth and building lasting customer relationships.

Key Responsibilities

• Own a defined book of accounts, execute a monthly Territory & Account Plan, and manage the full inside sales cycle - discovery, quoting, negotiation (within delegated authority), and order conversion.
• Proactively engage assigned customers (phone, email, video) to identify needs and create cross sell/up sell opportunities.
• Develop and maintain account protection plans (renewals, risk mitigation, competitive watch) to retain business.
• Qualify inbound leads and originate outbound prospecting to generate new accounts and expand existing relationships, leveraging video calls, webinars, FaceTime, and other technologies to enhance customer experience.
• Monitor account health (order trends, returns, payments, competitive activity) and proactively address at risk customers with corrective actions.
• Works closely with our functional partners (Marketing, Customer Service, Technical Service, and Field Sales) to ensure seamless customer experience and alignment on the account strategy. Provide feedback to product and marketing teams based on customer interactions and trends.
• Conduct regular, segmented account touchpoints and record all activities in CRM. Leveraging data and insights to personalize outreach and improve conversions rates.
• Maintain a clean, up to date CRM to ensure accurate forecasting and pipeline visibility, and leverage Salesforce Analytics to share data with customers as appropriate.
• Participate in sales campaigns and promotions, tailoring messaging for defined business segments.

• Bachelors degree (BSc/BE), engineering or related field preferred.
• 2+ years inside sales, or account management experience in a B2B environment.
• Demonstrated success in both outbound prospecting and protecting/growing an installed base.
• Proficiency with CRM/Analytical Systems (e.g., Salesforce, Microsoft Dynamics, Tableau, PowerBI) and sales engagement tools.
• Strong communication skills (phone, email, virtual presentation) and ability to build rapport remotely.
• Self‑motivated, organized, and able to manage many small accounts concurrently.
• Analytical mindset: uses data to prioritize outreach, detect risk, and measure progress.

• Experience in the companys industry or with similar product lines.
• Experience negotiating pricing and commercial terms for small business accounts.
• Familiarity with sales enablement tools and process automation (sequences, templates, playbooks).