Specialist, Inside Sales

Position Summary:  The Inside Sales Specialist works directly with the sales teams, mechanical suppliers, direct customers, and customer service personnel to perform sales support functions including product training, business development functions, and assisting in pre work to release orders for doors, fans, loading dock equipment, and/or other product lines. This role is responsible for handling incoming calls from outside product leads, mechanical suppliers, direct customers, and working with customer service on orders issues/questions. Supports the management and coordination in a large domestic area ensuring target sales achievement and total customer satisfaction.

1. Description of Essential Job Functions: Note:  Essential job functions and duties/responsibilities vary by location.

• Develop a complete understanding of assigned product applications including design, installation, and operation and interact with distributors, end users, and architects.
• Provide sales support for all Regional Sales Managers and/or National Accounts Sales Managers in their specific territories.
• Assist the Regional Sales Managers and/or National Accounts Sales Managers in aiding US distributors with marketing and submittal pieces and segment-specific penetration strategies.
• Develop and maintain relationships with 4Front distributors. Plan and ensure optimum use of resources with distributors to attain assigned targets and objectives. Perform effective online training experiences to distributors.
• Compile lists of prospective customers for use as sales leads based on information from existing customer end user lists, business directories, industry ads, trade shows, internet web sites, newspapers, and other sources.
• Source new sales opportunities through inbound leads via the website, internet, and inbound phone calls.  Provide initial follow-up on leads and document all aspects of the lead follow-up process in the Customer Relationship Management (CRM) system.
• Perform outbound cold calls and emails to targeted customers.
• Respond consistently and efficiently to applicable client calls and requests.
• Actively increase sales through upselling and follow up on customer quotations.
• Review and approve non-standard quotes or bids.
• Contact customers and prospective customers to determine their needs and degree of interest and satisfaction with 4Front products.
• Enter new customer data and other sales contact data for current and potential customers into the computer database.
• Assist in covering day-to-day activities in any open territories as needed by management. 
• Perform post shipment/installation follow up with customers to ensure customer satisfaction on product jobs.
• Provides liaison with production and engineering functions to ensure on-time delivery and resolution of any technical related problems.

2. Supervisory Responsibilities:

• This job has no supervisory responsibilities.

3. Qualification Requirements: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience:

• Bachelor’s Degree in marketing, sales, business administration, or related discipline preferred.
• 3-5 years of sales experience in manufacturing.
• 3+ years of Inside Sales or Project Management experience preferred.
• Proven success record in exceeding revenue & margin budget goals.

Computer Skills

• Ability to use a personal computer utilizing spreadsheet and word processing software applications, databases, and automated systems to accomplish work.
• Advanced/Intermediate skill level with Microsoft Office Suite; Word, Excel, Project, and PowerPoint preferred.

• Skill in the use of Microsoft Dynamics CRM.

Certificates, Certifications, Licenses, Registrations:

• None

Company Core Competencies (Standard behavioral performance dimensions are listed below):

Other Skills, Abilities, or Competencies:

• Ability to “solution sell”.

• Superior communication skills. 

• Working knowledge of competition.
• Strong network of industry contacts.
• Ability to maintain customer database.
• Knowledge of territory/market awareness.
• Ability to read job plans and specifications.
• Skills in time management and organization.
• Proven track record of achieving sales goals.
• Ability to use the internet to research potential customers.
• Knowledge of selling skills, practices, techniques, and tools.
• Communicates with customer sensitivity and sense of urgency.
• Ability to analyze and interpret specifications and prepare quotations.
• Working knowledge of contracting, negotiating, and change management.
• Ability to be responsive and timely to customer requests and expectations. 
• Ability to prepare and execute yearly strategic plan for the inside sales team.
• Ability to work well under pressure and have the confidence to make decisions.
• A strong desire to exceed customer expectations as it relates to customer service.
• Creativity and a strong sense of willingness to present innovative ideas to management.
• Ability to prepare quotes, process orders, and order transmittals to the customer service department.
• Ability to organize personal workload, prioritize activities, and accomplish tasks under deadline pressure.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Maintain thorough knowledge and understanding of each customer’s specifications, standards, and other engineering requirements.
• Working knowledge of complete product line including industrial fans, sectional doors, high-performance doors, and loading dock equipment.
• Ability to work in a group setting and independently while multi-tasking and adjusting to changing priorities in a minimally supervised fast paced environment.
• Working knowledge of material types specifications and characteristics used in dock levelers, dock seals & shelters, impactable dock doors, high speed and high-performance doors, and other entrance automation products and warehouse solutions.

• Sales Ability/Persuasiveness - Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Sales and Marketing – Advanced knowledge of showing, promoting, and selling products and services.

Other Qualifications, Experience, or Requirements:

• Ability to travel up to 10%+ if necessary.
• Requires a valid passport and motor vehicle operator’s license and the ability to operate a motor vehicle while carefully observing all traffic rules and regulations.
• Requires the ability to use a variety of office/production related equipment such as a telephone and photocopier.
• Work beyond the traditional 40 hours per week may be required as workload or projects dictate, including weekends and holidays.

4. 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. The phrases “occasionally,” “regularly,” and “frequently” correspond to the following definitions: “occasionally” means up to 1/3 of working time, “regularly” means between 1/3 and 2/3 of working time, and “frequently” means 2/3 and more of working time. 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 frequently required to sit, use hands to finger, handle, or touch objects or controls and talk and/or hear.  The employee is occasionally required to stand, walk, and/or stoop, kneel, crouch, or crawl.
• The employee must occasionally lift and/or move up to 50 pounds while performing duties such as moving files or records. 
• Specific vision requirements of this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.

5. 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 employee occasionally works in proximity to moving mechanical parts, works in high, precarious places, outdoor weather conditions, and is exposed to fumes or airborne particles.  
• The employee must occasionally travel on company business.
• The employee must occasionally wear a hard hat and eye protection while working in manufacturing areas.
• The noise level in the work environment is moderate while working in the office but may be loud while working in manufacturing areas.

We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access. 

As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.