Key Results

• Quarterly and annual revenue targets are achieved
• New business opportunity goals are met quarterly
• A strong collaborative relationship between departments in the sales organization result in incremental revenue
• Higher, deeper, wider account penetration exists to secure preferred position in customer supply chain
• Market trends, competitive landscape and industry news researched to increase award probability

Key Activities

• Development and implementation of a strategic sales plan to ensure a surgical focus on territory growth
• Increase average order size and frequency by cross selling, up selling and white spacing existing customers
• Identify and development new prospects through the use of resources including general business publications, industry directories, the web, trade show leads, targeted mailing lists and referrals
• Drive continuous improvement in key performance indicators such as outbound calls, talk time and opportunity generation
• Collaborate with internal stake holders to ensure customer satisfaction
• Fully utilize available resources to maximize award potential and overall success rate
• Develop account expertise through customer profiling and identification of key decision makers
• Successfully build relationships with key decision makers by promoting McCue’s core values, products, service levels and value proposition
• Monitor and analyze market and business trends to identify additional selling opportunities
• Effectively incorporate market knowledge into sales approach

Areas of Responsibility

• Provide customer support coverage for team members if absent or unavailable
• Manage inbound customer calls
• Effectively utilize Salesforce.com to manage daily activity, create quotations and track success
• Maintain quote pipeline and identify key factors for award
• Present territory update during weekly department meeting

Critical Success Factors

• Can analyze and interpret data to craft the most effective customer approach
• Able to develop and execute a tactical plan to support the strategic vision of the business
• Identify areas of conflict early and then quickly take appropriate steps to resolve the conflict
• Focused on results in a fast paced, high energy environment
• Ability to effectively communicate and articulate creative solutions to both internal and external customers

Desired Skills and Experience

• 2 plus years Inside Sales experience focused on proactive selling
• Outgoing, energetic and positive attitude
• Willingness to learn, adapt to change and bring innovative ideas forward
• Self motivated team player
• Knowledge of Salesforce.com preferred
• Proficient in Microsoft Office