Job Description

Winning organization seeks overachiever for an Inside Sales Business Development Representative Position.

We are a progressive company with an exciting future. We intentionally hire the best people and give them the support they need to continue to learn, to be successful, and to realize goals. This individual will be making outbound calls to our current customers to uncover opportunities we should be capturing. We have an extensive line of products and services and many of our customers are unaware of how we can help them be more successful.

Earnest is a 60-year young, family-owned business who is a leader in the fastener industry with a commitment to supplying high quality fasteners. We keep assembly lines moving, machines humming, the job site buzzing and customers smiling.

We service our customers from facilities in Cleveland, Ohio (corporate office), Iowa, Georgia and England. If you’re looking for a dynamic, changing and growth oriented company, that’s us!

Description

This is the proactive business development role within Earnest’s inside sales structure with a primary focus on driving sales. The successful IBDR is driven to maximize outbound calls per day. The challenge of developing relationships, identifying pain and helping a customer make a decision drives the IBDR. An equally difficult challenge, the IBDR knows when a prospect or customer is unqualified and knows to move on.

The IBDR reports to the Team Leader. You are proficient at researching customer and prospect profiles, building rapport, leading calls through a needs assessment and helping the client discover they need what you can sell them. You possess an innate desire to develop new business, are self motivated and driven by a variable compensation structure with unlimited upside. The IBDR is excellent at spotting the clients pain and can spot new “out of the box” business opportunities. Customer Relationship Data is processed accurately, timely and used to effectively make proactive sales contacts. The IBDR is proficient at all sales aspects of the business system and capable of providing the customer immediate price and delivery options.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Your duties and responsibilities include:

• Building company sales by generating new business opportunities with existing and new customers.
• Outbound sales calling to identify and close new business.
•  Asking questions to identify prospects and customer’s pain, budget and decision making process.
• Finding key customer contacts and expanding client contact base.
• Driving sales activity and being responsible for achieving monthly, quarterly and annual incremental new business and margin goals.
• Coordinating efforts with the inside sales team to support customer needs.
• Producing weekly call reports, new business bookings and sales funnel detail.
• Logging all client interactions in CorRelation CRM.
• Learning and supporting all of the products sold by the company, their typical applications and common end markets. Computing price, discount, and shipping charges as required
• Assisting in the development of new product and new market assessment and penetration activities Making recommendations for product expansion and channel expansion based on market feedback.
• Providing competitive market intelligence

SKILLS

The skills required for the job are:

• MS Office skills such as Microsoft Word and Excel
• Familiarity with all product lines, customer types and distribution dynamics
• Excellent communication skills Creative approach to building client relationships, uncovering needs and finding a fit with client needs and company products and services
• A “Hunter” mentality, high sense of urgency and strong desire to win

Minimum Performance Standards:

• Effectively make maximum number of outbound calls per day
• Find customers pain and qualify or disqualify opportunities to ensure success and efficient use of time.
• Drives validated new business growth with existing customers and new prospects.
• Wins new business at acceptable margins and preserves company’s position and brand strength.
• Effectively penetrates new prospects and new markets, conducts needs assessments and is able to align company products with needs.
• Able to perform all sales functions, providing: product information, price options (Existing and Specials), delivery options, and interact with other support functions within company
• Conveys “Intentionally Better” in actions and customer interchanges
• Maintains a positive attitude.
• Treats customers internally and externally with respect
• Performance will be measured based on sales call volume, quote conversion ratio, new business bookings, and strength and conversion of funnel projects to wins

Key Performance Indicators:

• Daily Sales activity: gain understanding of customer’s business, find pain, budget, get decisions.
• Expand client contacts. Qualify all quote opportunities.
• Promote entire suite of EMP Top 20 products
• Employ sales techniques daily: questioning strategies, up front contracts & pain funnel.
• Weekly/monthly sales reports for Business Development activity.
• Work with Inside Sales Team on account, prospect and market development.
• Manage account’s RFQ packages, qualify & determine clear future.
• Actively utilize CorRelation CRM database; keep account contact info up to date.
• Seek and provide ongoing competitive and market intelligence.
• Develop and maintain a New Business Booking & Funnel tracker for individual activity.
• Performance is measured based on incremental new business, gross margin on sales, customer penetration, and new customer and market expansion.

Please send your resume and salary requirements to: hr@earnestmachine.com; Re: Inside Sales Business Development Representative; or fax to: 216-362-1695
 
Earnest Machine is an equal opportunity employer, offering a great work environment, challenging career opportunities, and competitive compensation.

Our benefits package includes: Group Health, Dental and Vision Coverage, STD/LTD/LI, Sec. 125, 401k, Tuition Reimbursement, Annual Bonus Program, 10 Paid Holidays, and Vacation Time Accrual.

Benefits

401K, Dental, Disability, Flexible Spending, Holidays, Life, Medical, Paid Time Off, Prescription, Vacation, Vision

Company Profile

Distributor of Industrial Fasteners

Contact Details

Name: Human Resources