ESSENTIAL FUNCTIONS:

The Inside Sales Executive will be responsible for quota attainment as part of an integrated selling organization within the North American operation. Inside Sales Executives will be primarily responsible for increasing the reach and scope of sales coverage while focusing on identifying and nurturing opportunities to be closed by them or the field sales force. Inside Sales Executives will be the primary channel for SMB accounts and maximize selling activities across key accounts within Cross’ high tech customer environment. Additionally, Inside Sales Executives will provide customers with a reliable, competent, first point of customer contact for account management, increasing customer satisfaction and driving customer loyalty. 

JOB REQUIREMENTS:

• Field inbound calls and leads from various sources and qualify for business potential.
• Communicate with the field sales force as needed to advise on account updates/issues, product sales, and opportunities for up-sell / cross-sell.
• Contact prospects and partners through, but not limited to, phone calls, email, mailings, fax and seminars to communicate opportunities and to extend initiatives with the company.
• Ensure handoffs to sales, business development and support organizations are successful, efficient, and effective and exceed customer's satisfaction.
• Maintain customer records diligently, including account activity, contact information and customer technology environment data.
• Daily business to business sales in technology oriented industry utilizing account management and portfolio planning.
• Daily management of a large flow of leads from major accounts, smaller accounts, manufacturers, resellers, and system integrators including lead development, sourcing and final outcome.
• Achieve high competency level in SMB products and become proficient in presenting and proposing SMB solutions over the phone.
• Provide focal point for daily customer contacts allowing field account reps to focus on strengthening relationships with senior executives.
• Close smaller, transactional business over the phone, submit accurate sales orders & follow up as appropriate.
• Generate incremental revenue through up-selling and cross-selling activities.
• Perform outbound cold-calling for defined telemarketing campaigns and / or a defined set of target prospect accounts.
• Participate in regular sales and account planning meetings with AEs, Inside Sales Managers and RVPs.
• Collaborate with marketing, support organizations, sales management, manufacturers, resellers, product management and account management to facilitate new programs, messages, campaigns, and offerings.
• Ensure reporting and communications is frequent and bi-directional.
• Effectively manage customer relationships to increase customer loyalty and retention.

 

REQUIRED KNOWLEDGE/SKILLS:

• Work experience should include a minimum of 5 years in a sales or sales support
• An understanding of telecommunications, networking and IP technology solutions.
• Excellent communication skills are required, both written and oral and excellent customer service skills.
• Proven success in building and maintaining successful relationships with prospective and existing customers.
• Proven record of over-achieving aggressive sales and activity goals.

• Diligence, creativity and professional attitude and determination to succeed.
• Superior knowledge of accessing and using the Internet, SFA tools, and MS Office tools.
• Self-motivated and self-driven; able to work independently with little or no supervision while maintaining consistently high activity
• Understanding of and ability to thrive in a dynamic, growing and somewhat entrepreneurial environment
• Strong telephone, questioning, problem solving and presentations skills; ability to listen well and to motivate and create sales opportunities through value proposition positioning
• Experience identifying, contacting and cold calling potential customers
• Able to quickly qualify potential customers using proven sales methodologies
• Ability to work in a team environment and to accomplish mutual tasks and goals while sharing best practices regularly
• Persistent and upbeat, engaging and enthusiastic personality.
• Articulate in speech and diction

Limited travel required.

EXPERIENCE:             

BS/BA in a technical or business discipline is preferred

2+ years of experience in inside sales

SALARY / BENEFITS:

Salary + commission, commensurate with experience