Inside Sales Representative

Role Purpose
The Inside Sales Representative (ISR) is responsible for driving revenue growth, customer retention, and
account expansion within an assigned portfolio of existing and target accounts (Tier 2/3). As the primary point
of contact, the ISR owns the customer relationship and sales process, focusing on proactive outreach,
opportunity development, territory management, and customer satisfaction. Provide support for Tier 1
accounts on an as-needed basis.

Core Responsibilities
Business Development & Sales Growth
• Manage and grow an assigned portfolio of Tier 2/3 accounts.
• Prospect for new business through outbound calling, digital outreach, referrals, and lead follow-up.
• Identify and pursue cross-sell, upsell, and new customer acquisition opportunities.
• Build strong customer relationships to expand revenue and improve retention.
• Generate and qualify opportunities, moving prospects through the sales pipeline to close.

Territory & Account Management
• Develop and execute territory plans aligned with growth objectives.
• Prioritize accounts and opportunities based on revenue potential and strategic value.
• Conduct regular account reviews to identify risks, retention opportunities, and growth potential.
• Maintain accurate customer, account, and opportunity data within CRM systems.
• Monitor market trends and competitive activity to support territory growth.

Consultative Selling
• Engage customers to understand business needs, challenges, and objectives.
• Recommend solutions that create value and address customer requirements.
• Prepare and deliver quotes, proposals, and pricing recommendations.
• Manage opportunities from initial contact through close or handoff to field sales when appropriate.
• Negotiate and secure customer commitments while maintaining profitability objectives.

Customer Relationship Management
• Serve as the primary customer contact for assigned accounts.
• Deliver responsive and professional customer communication.
• Coordinate transfer to internal supports to resolve customer concerns and ensure service excellence.
• Conduct proactive customer outreach to strengthen relationships and improve retention.
• Support customer onboarding, renewals, and account expansion initiatives.
• Contribute to the support and management of Tier 1 accounts when required.

Operational Excellence
• Maintain accurate sales forecasts, pipeline reports, and CRM documentation.
• Adhere to company policies, pricing guidelines, and sales processes.
• Collaborate effectively with customer service, operations, marketing, and field sales teams.
• Support sales campaigns and lead-generation initiatives.
• Continuously develop product, industry, and sales expertise.

Key Performance Expectations (Measurable)
• Achievement of revenue, growth, and profitability targets.
• Customer retention and account expansion results.
• New business generation and prospecting effectiveness.
• Pipeline health and forecast accuracy.
• CRM compliance and territory management discipline.
• Customer satisfaction and responsiveness.
• Collaboration with Territory Sales Managers and Management Team.

Qualifications & Experience
• High School Diploma required; Associate degree preferred.
• 2+ years of sales, business development, account management, or customer-facing
experience.
• Proven ability to meet or exceed sales goals.
• Ability to manage multiple projects simultaneously.
• Strong communication, relationship-building, and negotiation skills.
• Strong analytical, organizational, and communication skills.
• Experience and proficiency with Microsoft application and keyboard skills.
• Experience using CRM/ERP systems and sales tools.
• Excellent organizational and time-management abilities.