Representative, Sales Development

Job Summary:

The Sales Development Representative position is a part of the revenue generating Inside Sales team responsible for generating gross profit in excess of $8 million dollars annually. The primary responsibility of the Sales Development Representative is to locate, contact and qualify data with the purpose of building out the sales pipeline. The sales qualified leads would be sent to corporate account managers, field account managers or Inside Sales Representatives based on potential and needs analysis.

• Receive, respond and record inbound leads from a variety of channels, including but not limited to: Marketing, Customer Care, Rate Department, Sales Support, MyEstes, Inside Sales shared line, Kuebix, and Current Sales Technology Stack.
• Locate, contact and qualify data for outbound leads from a variety of channels determined by Sales Management.
• Qualify all data and lead/opportunities and create records in Customer Resource Management Tool or Sales Automation Tool, as appropriate.
• Determine next steps by passing qualified leads to CAE’s, AM’s or ISR’s in a specific region / territory to maximize business opportunity. Cultivate and inform sales pipeline allowing for lead prioritization and improving sales workflow.
• Develop and implement strategies to manage data, maintain lead qualification and/or expand sales knowledge while promoting Estes transportation services.
• Evaluate passed leads performance and maintain CRM record to reflect close / win ratio in conjunction with CAE’s, AM’s or ISR’s.
• Transition leads and opportunities between sales staff, as appropriate, ensuring highest level of customer satisfaction. Certify measurements for lead to opportunity and opportunity to conversion close rates.
• Collaborate with customer support, when needed, to resolve customer issues / problems (e.g. obtaining rates, tracing, coverage, scheduling pickups, resolving invoicing errors, etc.). Research and make recommendations for improvements to ensure customer satisfaction.
• Manage and maintain all customer file records on Customer Resource Management and Sales Automation Tools.
• Regular attendance is required.
• This is not an all-inclusive list of job requirements and/or duties and may not contain all mental and physical capabilities necessary to perform the job at all times due to circumstances. Operational, safety and other needs may require the employee to perform any and all other duties as assigned. Employees are expected, and must be able to perform all such duties and tasks.

Qualifications:

• Bachelor's Degree preferred, or any combination of education and experience which would provide an equivalent background
• Industry experience or previous inside /outside sales experience preferred
• Salesforce Accredited Sales Professional preferred
• Excellent computer skills with the ability to use Microsoft Office applications
• Excellent interpersonal skills, including verbal, listening and written communication skills. Must be able to interact positively with both internal & external customers and be able to collaborate in a team environment
• Must be able to set, pursue & attain goals, regardless of obstacles or circumstances and must be able to effectively manage adversity.
• Must possess good organizational skills including the ability to prioritize and complete tasks within a given time frame
• Must be accountable and self-directed
• Must be able to lift approximately 20 lbs., or more if required by the essential functions of the job
• Must be able to comply with all company policies, rules, procedures and Code of Conduct
• Must be able to interact well with others
• Must be able to work independently, or in a team setting
• Must be capable of working under tight time constraints in a high volume environment with multiple priorities
• Responds well to questions; Ability to read, interpret and comply with written information and documents such as safety rules, operations / procedure manuals and maintenance instructions with a high comprehension and concentration level to include the ability to meet deadlines
• Must pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check
• Must be authorized to work in the United States

Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus. The employee is frequently required to sit and use hands to finger, handle, or feel or operate computers and other standard office equipment. The employee is occasionally required to stand, walk, lift, twist, turn and reach with hands and arms. The employee must be capable of lifting a minimum of 20 lbs., or more if required by the essential functions of the job.

Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment ranges from quiet to loud as required by the essential functions of the job.