Senior Inside Sales Representative, FDO

POSITION SUMMARY

The Sr. Inside Sales Representative, FDO is responsible for supporting the sales team in assisting customers through the entire sales cycle and provide support that allows the outside sales team to maximize their time with customers.  This role works directly with outside sales teams to provide new equipment proposals and quotes and follow up on any customer questions or requests. Additionally, The role will assume responsibility for supporting the outside sales team with maintaining and expanding existing customer accounts within the assigned customer base with a primary focus of retaining customer business, including driving quality leads into the front-line sales team. Furthermore, the role provides a significant sales support function to help outside sales representatives improve their sales productivity by being the primary interface between the office and sales operations and the order entry functions.  

The Sr. Inside Sales Support Representative, FDO will play a key role in structuring the sales process.  This function includes pricing opportunities through the Vertiv solutions lines, organizing sales and marketing collateral, building quotes to bid on new business opportunities in generating incremental revenue, and managing customer satisfaction.  This role will act as a first point of contact for urgent calls, emails and messages when outside sales representatives are not available.  This position will be the liaison between the field sales team in the offices and the order entry and order coordination teams.  Additionally, the role will have responsibility in assisting the outside sales representatives with post sales actions, and issues with invoicing disputes that require timely resolution that may arise.

This role requires detailed acumen, a focus on quality throughput in a timely manner, and the ability to meet very tight timeframes.    

RESPONSIBILITIES

• Works with sales team to develop and grow the sales pipeline to consistently meet revenue goals.  This includes functioning as the first line of review of leads into the FDO and qualifying the leads for assignment to front-line sellers.
• Works with sales team to build quotes and proposals to bid on new business opportunities and generate incremental revenue.  This includes understanding the full product line-up and the pricing and quoting terms and methods required to pricing our solutions.  This role requires that this person becomes the office expert on our quoting and opportunity management systems.
• Conveys all prospective and lost revenue to Outside Sales Representative and General Manager immediately.  Includes developing win-back opportunities for service-based deals lost.
• Works with the sales team and Vertiv marketing to develop database of customers within defined market segments.  Supports segment analysis for Total Addressable Market and prospect targeting.
• Collaborates with marketing in promotional material generation and communications to customers as needed.  Supports the sales team with marketing collateral.
• Collaborated with outside sales teams on lead follow-ups, CRM data accuracy and order follow through.
• Coordinates with the sales team to assist in key sales events, including tradeshows, distributor showcases, off-site Lunch-N-Learn programs, including scheduling and arranging office events.
• Reviews order acknowledgements for accuracy.  
• Tracks orders for shipments and coordinates with outside sales representative and traffic requiring special handling or expediting requirements. Assists with expediting procedures on late shipments as needed.
• Monitors order status for accounts on credit/contract hold and assist customers with credit/accounting questions.
• Reviews company inventory, shipping deliveries, manufacturing timeline, etc. to ensure products and services desired can be delivered to customer given their expectations/needs.
• Leverages data sources provided by internal sources; proactively uncovers contacts from external sources.
• Coordinates with appropriate resellers and/or Vertiv field sales teams on opportunities.
• Generates, updates and tracks CRM opportunities, whether originated or assigned.
• Responds accurately and timely to all requests from assigned region(s).
• Prepares mailings as required by sales staff.  
• Coordinates the purchase of buy-out equipment as part of the ordering process for various projects.  
• Assists the sales staff whenever possible, including assisting with mis-ships, damaged shipments, and start-up/commissioning coordination.  
• Coordinates invoice resolution efforts with accounts receivable/collections and outside sales representatives to minimize delay in unsettled imbursements.
• Other duties as assigned.

MINIMUM QUALIFICATIONS

• BA or BS required (Business, Engineering, Marketing, Communications preferred) or equivalent combination of education and experience.
• 1+ years of work experience  
• Excellent communication skills, both written and verbal
• Excellent customer service, organizational, and analytical skills.
• Ability to work and multi-task in a fast-paced environment.  
• Knowledge of technology including software, hardware, and/or networking is preferred.  
• Proficient in MS Office  

PREFERRED QUALIFICATIONS

• 2+ years sales or account management experience  
• Experience working with IT resellers
• Experience with CRM management  
• Proficient with MS Visio
• Experience with order entry tools like Oracle or Salesforce