Inside Sales Specialist

The Inside Sales Specialist is a full-time exempt position reporting directly to the Vice President, Sales & Marketing. This role must operate in North America- either within EOSi headquarters located in Pocasset, MA or remote home based.

Job Title and Classification

  • Job Title – Inside Sales Specialist
  • Job Classification – The ISS is a full-time exempt position reporting directly to the Vice
  • President, Sales & Marketing
  • Geography/Location – North America, Pocasset, MA office or remote home based
  • Compensation – base salary plus SICP

Objective/Scope

The ISS has core responsible for supporting sales processes, lead generation and revenue growth for

core customer segments through:

  • Directly manage commercial aspects of the EOSi direct-sell package customer market - manage sales / order transactions, pricing, marketing, and customer support for existing, as well as new, smaller decentralized business.
  • Supporting existing customer account management process and needs in collaboration with the
  • Territory Sales Managers and Sales Operations Manager
  • Support lead generation process via proactive SalesForce CRM best management practices and process execution centered at growing the # of verified target contacts and optimizing data hygiene practices to enable effective digital marketing and sales prospecting.
  • Conduct market research and associated business analysis projects as needed to further lead generation, competitive intelligence, and regulatory updates.

Relationships

Key external relationships:

  • EOSi package customers
  • EOSi customers, procurement teams
  • Industry trade organizations
  • Sales Force and ZoomInfo Customer Support
  • Market Research/Database companies
  • Regulators

Key Internal relationships:

  • Territory Managers
  • VP of Sales & Marketing
  • Sales Operation Manager
  • Marketing Specialist/Manager
  • Orders Team
  • Operations team

Key Performance Indicators / Metrics

Key annual KPIs/Metrics include:

  • Direct Package customers top-line recurring Sales Revenue growth
  • Direct Package customers top-line New Sales Revenue growth
  • Profit Margin on Direct Package Customers
  • SF/CRM hygiene and data integrity KPIs
  • Growth in verified Targets/Prospects
  • Lead generation project execution
  • Completion and accuracy of market research projects

Individual will also be evaluated on sales process and progress initiatives including, but not

limited to:

  • Sales and Sales Force Process rigor and application leading to reliable qualifying of opportunities

Essential Functions / Priority Tasks

Decentralized / Package business:

  • Actively manage existing EOSi-direct decentralized/package customers and prospects by developing relationships and leveraging these to acquire new customers.
  • Manage forecasting and achieve target revenue and profit margins.
  • Respond to new package customer inquiries and RFQ’s with pricing at target margins. Execute on price renewals and updates on a quarterly, semi-annual or annual basis depending on the account.
  • Identify new decentralized opportunities to sell packaged EOSi products
  • Use of Salesforce.com, as a CRM tool; enter updates accordingly to maintain customer database and sales funnel.
  • Use Excel, PowerPoint, Word, and Outlook to report activities, managing decentralized business development activities and financial performance for the accounts.
  • Develop / support marketing campaigns to targeted decentralized customer segment

Account Management /Sales Admin support:

  • Support Territory Managers and Sales Operations Manager to execute on Account Management
  • Administration, Annual Renewals and pricing updates as needed for existing customers.
  • Coordinate with customer purchasing as needed to maintain contract requirements
  • Work with marking on “customer intimacy campaigns”.
  • Support Territory Managers with critical issues as needed.

Lead Generation/SalesForce:

  • SalesForce/CRM process to drive growth and hygienic maintenance KPIs of verified contact database
  • ZoomInfo – comprehensive use of ZoomInfo to drive daily work
  • Support marketing as needed

Market Research:

  • Use market research and databases to verify and grow our target contact database and CRM accuracy.
  • Support strategic sales and marketing projects through in-depth market and customer segmentation studies and research.
  • Generate market and competitive analysis-based reports as needed.

Required qualifications:

  • BA/BS in Business or Technical Field, related fields
  • Minimum of 5 years of background and experience in a similar inside sales / customer service role, with strong customer relations and management skills.
  • Strong preference for water industry professional
  • Demonstrated sales and business acumen
  • Strong Salesforce experience, working with Pardot or similar Digital Marketing / Lead Gen software a plus.
  • Experience with ZoomInfo or similar
  • Advanced / strong skills in Microsoft Office Software programs, especially Excel.
  • Excellent verbal, written, and interpersonal communication and listening skills.
  • Proven problem-solving skills.

Preferred Core competencies:

  • Mature, self-motivated individual that also demonstrates strong team collaboration skills, knows that the best team wins
  • Empathetic team player, can lead through influence or examples as needed
  • Highly customer focused individual
  • Organized and proficient use of planning and execution tools, believes in measuring progress
  • Strong contemplative listening skills and patient problem-solving ability
  • Business acumen to aid in commercial decisions
  • Ability to maintain balance of tactical and strategic planning and actions
  • This is a remote home office-based job with limited geographic restrictions on location, however, ideal candidate will be located close to the home office in Pocassett, MA (Cape Cod), and have a proven ability to be productive in remote home office environment as well.
  • Preference will be given to those candidates with chemical or wastewater products sales experience, biological wastewater treatment knowledge and strong computer skills, including proficiency with MS Office (especially Excel) and Salesforce.com.

This job description is not designed to cover or contain a comprehensive listing of activities,

duties or responsibilities that are required of the employee. Duties, responsibilities and

activities may change, or new ones may be assigned at any time with or without notice.

Edited: January 2023