Inside Sales Representative

Position Purpose

Under manager supervision, this position is responsible incremental revenue through inbound and outbound sales calls. This includes lead campaigns and telephone prospecting targeting Small and Medium (SMB) existing customers and new prospects. Conducts business needs analysis and develops appropriate service solutions for the customer/prospect. Focuses sales activities on reoccuring, purge (one-time) services and other revenue generating activities. Determine customers' needs/requirements and negotiate an appropriate resolution by right sizing, price adjustments, and/or resolving service quality issues.

• Make outbound and receive inbound sales calls for potentially new and/or existing customers to sell our products and/or services. Acquire new customers and convert existing customers through prospecting in assigned territory, outbound marketing/lead campaigns and referrals.
• Effectively qualify clients through the use of Value-Based selling methods. Research customer/prospect history and business needs in order to develop a complete service proposal, while targeting upgrade and cross-sell opportunities of additional Stericycle products/services. Sell the value of the recommended solution, and retain/up-sell revenue if possible.
• Respond to customer concerns and proactively contact customers who have been identified as “at risk” for cancelling services using approved sales tactics and strategies to retain potential lost business. Utilize ‘Value Based Sales Skills’ to uncover client's existing service issues and needs, explain contract obligations if any, and provide alternative solutions for consideration. Address assigned customer issues and concerns timely.
• Build a pipeline of potential future business by prospecting via the Internet, assigned territory lists, outbound marketing/lead campaigns and other sources as identified. Forecast Quarterly, Monthly and Weekly sales metrics within 5% of actual results and provide reports to SMB Com Sol Sales Management. Effectively meet assigned performance factors (key expectations) within assigned parameters.
• Work with cross functional team members including transportation, billing, collections, sales, and customer experience departments to assist in providing satisfactory solutions from the customer perspective in order to retain business, and leverage communication from other departments to identify sales opportunities.
• Effectively use technology based CRM (Customer Relationship Management) Sales Force, tool for lead follow-up, sale cycle disposition, pipeline management, forecasting and lost opportunity tracking. Keep comprehensive and accurate notes in the system.
• Provide tracking data to the Inside Sales organization to assist in developing policies and programs to help drive sales. Identify sales trends when possible and provide management with updates.
• Perform other miscellaneous and related duties as required or requested.

Required

Education:

High School or Equivalent

Preferred Education:

Bachelor’s

• 1-3 years of Business to business or outside sales experience.

Stericycle currently offers its employees the option to participate in a full range of benefits, including a health care program which includes medical, dental, vision and prescription coverage, healthcare and dependent care flexible spending accounts, life and accidental death and dismemberment insurance, an employee assistance program, tuition reimbursement, paid vacation and sick time, a 401(k) plan, and an employee stock purchase plan.

Participation in some programs requires that employees be regularly scheduled to work a minimum number of hours and/or to have fulfilled a waiting period after they begin employment with Stericycle.

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job or person. This document does not create an employment contract, implied or otherwise. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources policies and local laws.

To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.