Location
Hampton, VA | United States
Job description
Inside Sales Specialist
The Inside Sales Specialist will partner with outside sales, internal business units, and leadership to drive Mazzella Companies’ strategic vision of being a Brand of Choice. The Inside Sales Specilaist wil serve as the customer’s advocate by responding to inbound inquiries, making outbound calls, following up with customers, initiating proactive contact with customers, and collaborating with manufacturing to ensure operational excellence. This role will coordinate efforts with all required departments to manage workflow and champion the sales process.
Customer Focus
- Provide a positive customer experience that instills confidence and comfort in every transaction
- Exceed expectations by providing superior customer service to increase customer attraction and retention
- Offer a timely response to requests for price quotes, order inquiries, adjustments, returns, and cancellations
- Nurture customer relationships to ensure proper support
- Utilize our customer relationship management (CRM) system to maintain complete call records, and valid customer/account information, to support increased product sales goals
- Coordinate delivery times with production to achieve customer satisfaction if normal lead times are not adequate
- Collect market data to create and analyze reports resulting in gross margin management
- Relate to diverse customers in an inclusive manner
- Know your customer well enough to understand their thresholds and anticipate their inquiries
- Be a Mazzella Companies’ ambassador
Results Driven
- Utilize the ERP system to prepare/follow-up on quotes, enter orders, resolve inquiries, and coordinate order fulfillment with production
- Plan/Organize/Coordinate to pre-qualify larger opportunities with management
- Maximize profitably while securing the sale
- Work to exceed sales/activity goals
- Collaborate with the team to maximum results
- Qualify/Propose/Close incoming web service requests
- Act with a sense of urgency on internal/external customer feedback/requests
Collaboration - Internal
- Serve as a liaison with outside sales, purchasing and operations to expedite orders and meet delivery dates
- Participate in account specific/special product project opportunities
- Collaborate with purchasing on transfer orders/product needs to fulfill orders
- Utilize the CRM to share account information with Outside Sales and internal business partners
- Provide new customer leads to Outside Sales via the CRM system
- Learn about other products/solutions from business unit leaders to recognize/develop opportunities
Collaboration - External
- Obtain information from suppliers regarding pricing/specifications to complete/execute on project deliverables
- Report/Discuss customer issues, opportunities, and threats with appropriate company leaders
- Update/Retain order activity like change notices, scheduling changes, partial shipments, and credit holds
- Proactively source alternative products from different vendors to meet customer’s needs
Follows Up
- Follow up on quotes within the CRM system
- Expedite material from suppliers to meet customer needs
- Perform post-sale customer satisfaction follow up
Sales Acumen
- Effectively utilize our Six Step Selling Process .
- Understand/Promote our unique selling proposition (One Mazzella approach) to our customers
- Upsell/Cross-sell products to enhance a customer’s application
- Make outbound calls to generate more business from your customer base
- Assist Outside Sales after qualifying an opportunity during the information gathering stage
- Offer company-wide promotions when applicable
- Process customer orders on open account, cash, check, and credit card transactions
- Enter and expedite orders into our ERP system
Technical Aptitude
- Know our products well enough to match them with the customer’s application
- Ride along with Outside Sales on an agreed upon basis
- Understand testing standards
- Apply information gathered to the customer’s application
- Effectively utilize software applications (ERP system, CRM, MS Office, etc.)
Detail Oriented
- Ensure that internal customer service processes are followed as designed
- Follow business processes according to the customer’s expectations and contract stipulations
- Hold yourself accountable to meeting deadlines and due dates
- Have an emphasis on quality, accuracy, expertise, and competency
Education
A high school diploma or GED is required. A military background, a community college degree, or trade school accreditation works as well for this position
An undergraduate degree from an accredited college/university with a focus in Business Administration, Finance, Accounting, Economics, Marketing, or related discipline is encouraged. In the absence of a degree, directly related job experience serving in strategic account management and industrial sales role. Years of experience, and proven knowledge, may offset the degree requirement
Experience & Skills
A minimum of three to five years of customer service, professional account management, and/or industrial sales with proven record of meeting/exceeding sales goals
Required Skills
- Accomplished at building/maintaining effective customer relationships within different organizations to meet/exceed established goals for product and services sales
- Proven active listening, written, and verbal communication skills
- Demonstrated ability to work with internal/external customers providing exceptional customer service
- Previous experience in customer service or industrial sales
- Demonstrated math skills
- Proven overall PC literacy (Microsoft Office)
Preferred Skills
- Strong analytical, conceptual, and planning skills
- Demonstrated mechanical aptitude
- Possess a continuous improvement mindset
- Demonstrated organizational abilities and experience utilizing a Customer Relationship Management (CRM) system for business information tracking
- Experience working with a formal sales process model
Must successfully complete a criminal background check, physical, drug screen and E-verify
The Mazzella Way
Mazzella is a family owned company that puts people first. With over 800 employees and 30 locations we are the humble leaders in the industry. We offer market competitive compensation and a wide range of benefits, including paid time off, affordable and comprehensive health insurance, dental, vision, 401(k) with company match, life insurance, and disability insurance.
Why Team Members join Mazzella:
- Team-oriented environment
- A real Work life/ Home life balance
- Growth and Development Opportunities including a Lifelong Learning Career Path
- Humble, Hungry, Smart Culture
- Market Competitive Salaries
- Free Virtual Doctor visits with $0 copay (Teledoc)
- Tuition Reimbursement
Mazzella Core Values:
Be Safe – personal commitment to all stakeholder’s well-being; purposeful control of risk
Be a Lifelong Learner – routinely acquire new skills and capabilities that bring value
Be Humble – lack excessive ego or concerns about status; emphasize the Team over self
Be Hungry – always looking for more, self-motivated, and diligent; do more than to just get by, committed
Be Smart – common sense about people, good judgement, and intuition around their impact on group dynamics
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