The Inside Sales Specialist is responsible for driving revenue growth by identifying and cultivating new high potential prospects as well as managing small and medium accounts to maximize their total spend. This position reports to the Manager, Inside Sales and Operations and is an antenna for new revenue, customer feedback and market intelligence by connecting the organization to the market.

　　Duties & Responsibilities

　　Lead Development

　　Engage suspects, prospects and inactive customers to understand needs and develop a compelling business case to win incremental business

　　Follow up on inbound leads to qualify / disqualify and/or route to the appropriate person for follow up

　　Prospect for new business relationships, including market research to uncover new leads and to understand company size and opportunity potential

　　Utilize cold calling, email blasts, direct email follow up and networking to engage prospects

　　Develop content in the form of email templates, call scripts, newsletters, etc that can be used to engage suspects based on their specific circumstance

　　Develop a pipeline of high potential accounts for large opportunities and work with Outside Sales to ensure timely follow up

　　In alignment with sales, develop processes for lead hand-off to ensure timely hand-off & diligent sales follow up

　　Work with outside sales to track lead follow up, understand conversion & continue to improve the quality of leads being passed to the outside sales team

　　Track lead conversion & ROI on market development activities

　　Account management

　　Increase sales to small / medium customers by understanding the highest opportunity customers, engaging key decision makers / influencers & understanding the customer's project pipeline to recommend the best solutions for the job

　　Develop & execute customer retention plans to increase retention year over year

　　Conduct market research to uncover highest potential accounts for growth

　　Proactively engage small / medium customers on a regular basis to build relationships and uncover new opportunities

　　Act as a liaison between customers and operations to communicate customer needs, issues, scheduling shifts, etc.

　　Develop & manage opportunity pipeline, track & report on win / loss rates

　　Maintain accurate and detailed customer, prospect and opportunity records using the company’s CRM tool

　　Quoting

　　Develop pricing & quoting acumen to ensure appropriate pricing based on the customer circumstance, consult with management when necessary

　　Generate quotes aligned with customer needs & corporate pricing policies

　　Work with sales team to develop a forecast, track & monitor results

　　Analytics

　　Support territory forecast creation, own tracking providing regular updates

　　Create metrics, dashboards & reports to track key indicators including opportunity pipeline, quote win / loss and regional pricing structures

　　Gather and report market information regarding competitors, pricing, products, and key market trends

　　Learning & Development

　　Develop an in-depth understanding of solutions to assist customers in selecting the right solution for the job

　　Develop strong relationships with decision makers & influencers across the value chain

　　Attend customer events & tradeshows

　　Learn & embrace selling process

　　Required skills:

　　Strong character and work ethic that align with company values.

　　1-3 years B2B inside sales or business development experience selling technical products / services to technical buyers

　　A Bachelor’s Degree in Business or related field, or commensurate experience

　　Great networking skills on the phone

　　Ability to gain technical knowledge of products and applications

　　Proven ability to prospect & convert leads

　　Experience in market research to better understand customer opportunity

　　Ability to build strategic account plans to maximize sales & growth

　　Ability to build bonding & rapport via inbound/outbound calls

　　Utilize strong interpersonal skills to relate to all kinds of people both inside and outside of the organization

　　Strong team player than can work cooperatively with others in order to drive results and goals

　　Experience preparing proposals

　　Proficiency in MS Office including Word, Excel, Power Point and Outlook

　　Experience with Salesforce CRM is a plus

　　Consistently demonstrates initiative and a readiness to act on opportunities

　　Passionate about continuous learning & growing the business

　　Prioritizes effectively and is highly organized

　　Excellent written and verbal communication skills

　　READY TO JOIN A ROCK-SOLID FAMILY?

　　Carmeuse started out as a small family-run business in Belgium.

　　Today it’s a leading global producer of lime, high calcium limestone and dolomitic stone. Its products are essential to energy producers, environmental services, construction and manufacturing.

　　With over 90 production facilities spread across almost every continent, and over 4,500 employees working at Carmeuse every day, the company’s most treasured resources are its people.

　　Carmeuse is dedicated to maintaining a workplace that fosters equal opportunity and creates a diverse and inclusive work environment. All qualified applicants will be considered for employment regardless of race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity. If you require particular assistance with any part of the application or hiring process due to a disability, you can submit your request by sending an email to hrsupport @ carmeuse.com . This option is reserved for people requiring adaptation due to a disability. The information received will be processed by Carmeuse and then directed to a local recruiter who will provide assistance to ensure the proper consideration of the application or hiring process.

　　Requisition ID : 192248