Inside Sales Representative - Technology

Overview

The Inside Sales Representative-Technology (ISR-Tech) is a highly technical, complex consultative selling role responsible for revenue growth and customer retention as part of a business-to-business integrated sales model.  The ISR-Tech is responsible for managing customer relationships by making outbound value-added contact within the context of an established contact plan to their assigned account base, via telephone; as well as accepting inbound calls.  While all inbound and outbound contacts will be strategically focused on revenue growth and customer retention, specific outbound call initiatives/campaigns may vary to include lead generation, account penetration, product penetration, introduction of new product/services offerings, relations building and invitations to training events (webinars, tradeshows, etc.).  Appropriately manage customers prospecting to connect directly with future customers.  Appropriately collaborate with distribution and vendor partners to create a unified and professional customer facing presentation of our capabilities and solutions. This position will focus on public, small, mid and large companies. The ISR-Tech will be responsible for generating immediate, compelling customer interest, ensuring that the product or services offers sufficient value to generate a willingness to continue the sales dialogue.  The associate should initiate exploratory discussions to schedule solid and specific follow-up calls in an effort to continue facilitating buying processes.   Building and cultivating customer relationships; managing and growing assigned territory, revenue and margin.  Achieving revenues and sales goals as outlined in the Incentive Plan.

Primary Responsibility:

• Identifying and cultivating sales opportunities (upselling/cross selling) with existing customers; however, has skill sets to acquire new business if opportunity is presented.
• Working toward a defined sales quota by managing, maintaining and growing an assigned book of business. Responding to product and/or service inquiries including but not limited to price, order placements, benefits, product differentiation, objections and availability.  Increasing the AOV (average order value), grow revenue, and increase margins for each order.
• Quoting price and credit terms for orders obtained, estimates dates of delivery, and informs customers of anticipated delays.  Consulting with customers regarding the features and benefits of Office Depot's technology portfolio including products, services, and solutions.
• Partnering with Technology field sales and building relationships with General Line Sales to increase account development efforts. Working with and understands other internal support functions to responds to all customer service issues, including complaints, backorder monitoring, and delivery information.
• Work with and navigate within distribution channels to facilitate quotes, marketing, and solutions that meet and exceed customer needs. 
• Participating in 4-6 week training program prior to "assigned seat;" and will actively participate in subsequent training programs entailing ordering systems, technical product comprehension, sales and negotiation.

Education & Experience

• Associates degree or equivalent experience
• Minimum 2 years experience in related field
• Demonstrated understanding of customer relationship process with a high level of customer contact experience within an inside sales organization. Computer/technology sales ; telephone sales.
• Proficient in Microsoft Suites; successfully complete internal new hire training.
• Excellent verbal and writing skills; telephone sales skills and etiquette

Additional skills

• Strong sales skills in the area of telephone sales, professional and consultative selling.
• Excellent verbal and written communication skills.
• Team Player.
• High level of drive and initiative to achieve goals.
• Demonstrated negotiation skills.
• Ability to type 30 – 60 wpm.
• Demonstrated aptitude to learn and utilize new technology related tools.
• Strong interpersonal skills.
• Financial acumen.
• Advanced proficiency in MS Office products.
• Working knowledge of CRM system.
• Effective time management and organizational skills required.