OBJECTIVE: The Inside Sales Representative removes all friction from the process of Customers working with CEC. This role is successful if customers in their assigned vertical say “CEC is easy to work with”.

The Inside Sales Representative works closely with the outside sales representatives in their assigned vertical to grow revenue organically, create outstanding customer experiences, and ensure managed service contracts deliverables are met.

The Inside Sales Representative works closely with the Director of Sales in their vertical to understand the key accounts, drive key vertical initiatives, and meet revenue, margin, and managed service objectives.

CORE RESPONSIBILITIES include, but are not limited to the following:

  • Develop Key Accounts: Assist the Enterprise Account Managers in managing the day-to-day activities, proposals, and communication with CEC’s targeted enterprise accounts.
    • Schedule, manage and follow up on the recurring Enterprise Account Meeting. Keep detailed records of notes and action steps from those meetings, create action steps in SalesForce, ensure notes are published to the customer.
    • Ensure CBRs are delivered to enterprise accounts at least twice a year
    • Maintain a minimum target CNPS score for all CEC’s top 25 Accounts that are within the specified vertical.
    • Ensure Project Kick-off meetings are scheduled for all key projects within the focus account list of the vertical.
    • Know and manage the SLA’s for each targeted account, if Service SLA’s drop below the defined amount, work with the service team to resolve the issue.
    • Work with the outside sales reps to identify gaps in our enterprise accounts and work to fill those gaps.
    • Ensure Managed Service Renewals are renewed on time. Maintain renewal rate at the target % for the vertical.
  • Drive Key Account Opportunities through the Pipeline: The Inside Sale Representative ensures data accuracy in Salesforce for all opportunities within the vertical. The ISR works with the Enterprise Account Manager and Business Development Manager to understand key dates such as start, end, and book date. ISR compiles data from assessments into a usable format, help to build the deck for the presentation stage, and works with the contract team to ensure data is correct upon booking of an opportunity.
  • Proposal Management: The ISR ensures proposals are delivered on time and are accurate. This includes:
    • Monitoring Quote Request due dates
    • Working with the engineering team to get required data to deliver an accurate proposal
    • Ensuring that the messaging from the presentation stage is included in the formal proposal.
    • Reviewing proposal for accuracy prior to delivering to a customer.
    • Scheduling the proposal meeting for the customer and the Outside sales representative
    • Monitor win rate within the vertical and escalate win rate issues to the sales director
    • Ensures all data on the opportunity is accurate prior to sending over to the awarding team.
  • Grows Accounts Organically: The ISR works to grow CEC’s targeted account organically by proactively reaching out to targeted accounts with offers, discounts, and targeted solutions to get in deeper within the account. This could range from parts to RF radios, to software Licenses, to additional add ons to core systems. The ISR helps to ensure Booking targets are obtained in the assigned vertical by driving these ancillary sales.
  • CBR Creation and deliverable: The ISR ensure that’s that CBRs are delivered to all CEC’s top 25 accounts at least twice a year. They work with the Sales Director and outside sales reps to gather data for these sessions. The ISR schedules the CBR with key influences from CEC and the customer. ISR ensures that CBRs and tech road maps are published for all key CEC accounts and are updated on a regular basis.
  • Holds the CEC Experience to the highest regard: Each grey line is a handoff and the ISR ensures that the handoff between 1,2 and 3 create outstanding customer experiences.
  • Strong CRM management rhythm: The ISR interacts with a vast number of customers each week and it is critical to the customer experience that those interactions are documented through SalesForce. This allows better prediction of managed service revenue and labor needs. This also ensures a good partnership with your outside sales counterparts.
  • CNPS and Customer Scorecard Management: The ISR ensures that their Vertical maintains a positive CNPS score and is working to drive this above 25. When certain accounts fall below this level, they work with the Sales Director to create an action plan to get the account back in the targeted range. The ISR ensures CNPS Surveys are sent out at least once a year for their assigned vertical.
  • Event Management for Vertical Specific items: The ISR manages any trade shows or customer events that are targeted within their vertical. This includes reservations, coordination, and prep for the event. They attend in person for these events to ensure a great experience for both CEC attendees and customer attendees.
  • Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

None.

MINIMUM QUALIFICATIONS:

  • High school graduate
  • History of successful employment
  • History of leadership in sports, civic clubs, or academic organizations.

PERSONAL ATTRIBUTES:

  • Strong interpersonal skills, ability to communicate and lead well at all levels of the organization and with staff at remote locations essential.
  • Strong problem solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analyses.
  • High level of integrity and dependability with a strong sense of urgency and results-orientation.
  • Willing to work hard to reap financial and career rewards
  • Will not quit attitude
  • Self-Motivated

OTHER SKILLS & ABILITIES:

  • PC proficiency is essential (Windows environment) and strong working knowledge of Excel and PowerPoint is preferred.
  • com or another CRM knowledge.

PHYSICAL, MENTAL AND ENVIRONMENTAL REQUIREMENTS:

  • Ability to define problems collects data, establish facts, and draw valid conclusions.
  • The duties of this job require the employee to effectively talk and hear English language communications.
  • The employee is required to stand, walk, climb, sit and use hands and fingers.
  • Some light lifting of objects is required.
  • Reaching, grasping, and carrying activities also required.
  • Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and the ability to adjust focus.
  • Above average intellectual ability and excellent judgment are needed to deal effectively with a wide range of problem solving and troubleshooting activities.
  • This job is primarily located in a private office.
  • The noise level in the work environment is usually moderate.
  • Although most work is performed inside, occasional outside activities are subject to seasonal temperature fluctuations.

“Essential duties and responsibilities” describe those functions considered to be essential to the performance of the job. All requirements may be modified to reasonably accommodate individuals with disabilities.

CEC is an Equal Opportunity Employer

Date Posted
4/18/2022

City State
Davenport IA

Position Id
22034B
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