Inside Sales Representative

Reports to: Director of Business Development & Sales     

Department:  Business Development and Sales 

FLSA Classification: Non-Exempt            

Travel: 25%  

JOB SUMMARY: 

The Inside Sales Representative is responsible for driving revenue growth by managing pre-qualified sales leads, developing new business opportunities, and expanding sales with existing customers. The representative contacts customers that have not purchased in 30 or more days, identifies barriers to continued purchasing, and helps restore active buying relationships. 

The position also manages assigned national e-commerce leads, converts new customers to the Vibrant Works e-commerce platform, and supports sales through approved government and commercial purchasing channels.  

JOB FUNCTIONS AND RESPONSIBILITIES: 

• Contact assigned customers that have not purchased in 30 or more days to determine the reason for inactivity and identify opportunities to restore the business relationship. Own the account during the reactivation effort; once purchasing resumes, remove it from the active workload unless it becomes inactive again. 

• Pursue assigned national e-commerce leads through telephone calls, email, research, referrals, e-commerce activity, and other approved lead sources to develop new business outside assigned-base field coverage. 

• Manage pre-qualified leads and provide timely, consistent follow-up from initial contact through conversion, order placement, or documented disposition. 

• Promote customer adoption and effective use of the Vibrant Works e-commerce platform and assist customers with available purchasing options. 

• Communicate with customers regarding product availability, features, pricing, benefits, delivery expectations, and appropriate purchasing solutions. 

• Prepare quotes, respond to inquiries, address objections, negotiate within established guidelines, and work to convert qualified opportunities into orders. 

• Maintain an active pipeline for assigned inactive accounts and national e-commerce leads, with clear next steps and expected outcomes. 

• Support customer use of applicable government purchasing methods, including GSA, DoD FedMall, TLS, GPC, FMZ, MORD, and MIPR, when relevant to assigned opportunities and in coordination with the appropriate account owner. 

• When the Inside Sales Representative and the Federal and Government Accounts Manager engage the same customer, promptly notify the Director of Business Development, and he will assign primary relationship ownership in accordance with the established sales process 

• Document the handoff in the CRM and provide all relevant background, notes, quotes, and open-action details. Continue supporting the opportunity as requested while avoiding duplicate outreach or conflicting customer communication. 

• Maintain accurate and timely CRM records of customer contacts, account status, leads, quotes, follow-up activities, handoffs, and sales results. 

• Participate in weekly collaboration with outside sales representatives and other sales partners to review opportunities, resolve account overlap, and coordinate next steps. 

• Provide regular reporting on reactivation activity, e-commerce leads, pipeline, conversion rates, open opportunities, handoffs, and revenue performance. 

• Meet or exceed established individual and departmental sales goals, activity expectations, service standards, and other key performance indicators. 

• Work collaboratively with Business Development, Retail Operations, Procurement, Pricing, Contracting, Marketing, and other departments to support customer requirements and close sales. 

• Demonstrate and embodies our values: Be Limitless, Be Resilient, Be People Centered, Be a Team, and Be Trustworthy 

EDUCATION/EXPERIENCE: 

• High school diploma or equivalent required. 

• At least one year of experience in inside sales, outbound customer contact, account management, business development, e-commerce sales, or customer service. 

• Experience using CRM systems and e-commerce platforms is preferred; experience with government customers or government purchasing channels is a plus. 

SKILLS/ABILITIES: 

• Strong verbal and written communication, customer service, relationship-building, and active listening skills.  

• Demonstrated ability to conduct outbound prospecting, diagnose account inactivity, follow up consistently, address objections, and close sales.  

• Ability to meet established activity, conversion, customer-reactivation, and revenue goals.  

• Self-motivated and results-oriented, with a strong sense of ownership and urgency.  

• Strong organizational skills and attention to detail, with the ability to manage multiple inactive accounts, national leads, quotes, customer contacts, priorities, and CRM records simultaneously.  

• Proficiency with CRM systems, Microsoft Office applications, and e-commerce platforms, with the ability to learn government purchasing portals and other sales technology.  

• Ability to work independently and collaborate effectively while following account-ownership procedures and completing smooth customer handoffs.  

• Ability to understand customer needs and recommend appropriate products, services, and purchasing solutions. 

PHYSICAL REQUIREMENTS: 

• Ability to sit and/or stand for extended periods of time. 

• Ability to use a computer, telephone, and other standard office equipment for extended periods. 

• Must be able to lift and transport up to 25 pounds of sales-related materials, with or without reasonable accommodation. 

This job description does not imply these are the only duties to be performed.  The incumbent in this position will perform such other tasks as may be required for the effective operations of the Division/Department upon request by his/her supervisor. 

Please note: Under the AbilityOne Program, Vibrant Works gives hiring preference to individuals who are legally blind. Any decision to disclose a disability by an applicant related to the hiring preference is completely voluntary. Requesting such information is also a part of our affirmative action efforts. Information that is disclosed will remain confidential. Also, your decision not to disclose disability status will not have a negative impact in the hiring process. 

Vibrant Works is an equal opportunity employer and does not discriminate on the basis of age, sex, marital status, sexual orientation, gender identity, race, creed, color, national origin, honorably discharged veteran or military status, the presence of any sensory, mental or physical disability, the use of a dog guide or service animal by a person with a disability, or any other characteristic protected by federal, state, or local law. 

I have read and understand the job requirements, responsibilities and expectations set forth in this job description. I attest that I am able to perform the essential job functions as outlined with or without any reasonable accommodations.