Inside Sales - National USA & Canada

Inside Sales – National USA & Canada

The Inside Sales – National USA & Canada role is a high-impact, dual-function position that drives new business across the United States and Canada. Operating at an approximate 50/50 split, it combines proactive outbound lead generation with disciplined bid research and market intelligence—ensuring both a steady pipeline of qualified prospects and a continuous stream of competitively identified bid and tender opportunities.

In the lead generation function, this individual runs targeted outbound campaigns, qualifies opportunities, and passes warm, sales-ready leads to regional Storage Sales Managers so field teams can focus on closing. In the bid intelligence function, this individual monitors procurement and bid platforms (e.g., Bloomberg Government/BGOV, SAM.gov, and Merx) to uncover new public- and private-sector opportunities across North America and keep Hamilton Storage positioned to compete.

This role suits a self-motivated, organized, and commercially astute professional with strong communication skills and a hunter mentality. Reporting initially to the VP Sales and Marketing (subject to organizational changes), the position is foundational to building and sustaining Hamilton Storage's North American commercial pipeline.

Function 1:
Proactive Lead Generation & Outbound Sales (50%)

• Execute high-volume outbound calling, email, and digital campaigns targeting life sciences, biopharma, clinical research, and clinical diagnostics prospects across the USA and Canada.
• Prospect, qualify, and develop new leads, identifying key decision-makers and building a continuously replenished sales pipeline.
• Qualify opportunities against defined criteria (budget, authority, need, timeline – BANT) and hand off warm, sales-ready leads to regional Storage Sales Managers.
• Follow up on marketing-qualified leads (MQLs) from trade shows, digital campaigns, webinars, and inbound inquiries to convert interest into qualified opportunities.
• Maintain accurate, up-to-date records of all prospect interactions and pipeline activity in the CRM (Hub Spot), ensuring full visibility for the sales team.
• Achieve defined KPIs—including call volume, leads generated, conversion rates, and pipeline contribution—and report activity and pipeline health to sales leadership.

Function 2:
Bid Searching, Market Intelligence & Opportunity Identification (50%)

• Systematically search, monitor, and analyze government and institutional procurement platforms (e.g., Bloomberg Government/BGOV, SAM.gov, Merx, and state/provincial portals) to identify relevant bid, tender, and RFP opportunities across North America.
• Serve as the primary internal resource for bid identification, ensuring no relevant solicitation goes unnoticed and Hamilton Storage is consistently positioned to compete.
• Evaluate and qualify bids against Hamilton Storage's capabilities and strategic priorities, escalating high-value or time-sensitive opportunities to the appropriate Sales Manager or leadership.
• Maintain a comprehensive bid tracker with timely alerts and regular reporting on active bids, deadlines, and award status.
• Gather and synthesize market intelligence—competitor activity, pricing trends, purchasing patterns, and procurement cycles—to inform sales strategy, and monitor awarded contracts for renewal and displacement opportunities.
• Support the preparation of bid responses, capability statements, and pre-qualification documents in collaboration with Sales Managers and internal stakeholders.

Cross-Functional Collaboration & Commercial Support

• Act as the strategic link between inside sales activity and field sales execution, ensuring seamless handoff of qualified leads and bid opportunities to regional Sales Managers.
• Partner with Marketing on campaign effectiveness, target account lists, and outreach templates, sharing market intelligence gathered through prospecting and bid research.
• Participate in pipeline reviews and planning sessions, and continuously improve inside sales processes, bid research workflows, and CRM hygiene.

• Proven experience in inside sales, business development, or lead generation, ideally…