POSITION OVERVIEW

The Senior Inside Sales Consultant is a quota-bearing role responsible for achieving assigned sales targets, maintaining profitable client growth, and executing on overarching sales and corporate objectives, typically in the small and medium-sized (SMB) or mid-market segments. He or she manages the entire sales and buying process, remotely, including lead generation qualification, solution development/presentation, negotiation, and close.  This position reports to the SVP, New Product Development and the VP, Digital Sales.

 PRIMARY RESPONSIBILITIES

  •  Generates new leads and opportunities
  • Makes outbound follow-up calls to existing clients via telephone and email cross-sell and up-sell
  • Handles inbound, unsolicited prospect calls and convert into sales
  • Works to qualify and close leads sourced by marketing and/or lead development
  • Develops and maintains pipeline of active opportunities
  • Identifies decision makers within targeted leads to begin sales process
  • Manages opportunities to closure and passes to Client Success Manager, appropriately
  • Strategically orchestrates both internal and external resources throughout the sales process
  • Accurately captures and reports all aspects of account and opportunity information within SalesForce.com
  • Accurately reports on forecast/pipeline
  • Utilizes consultative selling techniques (questioning, listening, managing call dynamics, managing objections, closing for next steps) to qualify and close sales
  • Articulates relevant value messaging across various buying roles (user, technical, financial decisionmaker, CXO, influencer)
  • Leverages social media (externally for prospecting, internally for collaboration)
  • Interacts collaboratively with PIL’s digital sales leadership and digital sales management, lead development, marketing, field sales, product development, operations, contracts and account services teams
  • Where necessary, supports marketing efforts such a tradeshows, conferences and other events

  SUCCESS METRICS

  • Quota attainment
  • Market penetration
  • Pipeline conversion
  • Activity levels (meetings, calls made, emails sent)
  • Forecast accuracy
  • Client renewal

 REQUIREMENTS/SKILLS/ABILITIES

  • Skilled at opportunity management, demand creation/prospecting
  • Possesses excellent presentation, verbal and written communication abilities
  • Adept at problem solving and time management
  • Demonstrated proficiency with Pipeline/forecast management
  • Is self-motivated, disciplined
  • Possesses natural curiosity to interface with others and ask questions
  • Is comfortable with ambiguity; and is highly adaptable to new circumstances
  • Exhibits empathy for other’s problems and challenges
  • Is a team player who is coachable
  • Is proficient in telephone selling techniques
  • Understands CRM systems and best practices
  • Has ability to understand demand type and how it alters the sales approach
  • Is skilled at identifying targeted personas and buying roles
  • Understands clients primary pain points and value drivers for target audiences

EDUCATION/EXPERIENCE

  • Bachelor’s Degree, required
  • 5-7 years prior sales experience with track record of quota achievement
  • Experience selling technology or complex offerings to SMB’s
  • Prior experience in teleprospecting or telesales, preferred

To apply for this job please visit the following URL: https://www.theapplicantmanager.com/jobs?pos=sd1678 →