Inside Sales Representative

INSIDE SALES REPRESENTATIVE Outbound Sales & Business Development

Location Troy, Ohio (On-Site)

Reports to:

Inside Sales Manager

Hours:

Monday-Friday (1st Shift)

Department:
Sales

At ARC, we don't just make abrasives, we engineer solutions that help our customers grind smarter,finish faster, and work better. As a leading U.S. manufacturer of non-woven abrasives, we pride ourselves on our grit-both the product and the attitude.

Your mission is simple: create opportunities and turn them into revenue. This role is responsible for proactively reaching out to prospective, existing, inactive, and underdeveloped customers to increase awareness of ARC Abrasives, identify opportunities, introduce products and solutions, and generate profitable sales.

• Make consistent outbound calls to prospective, existing, inactive, and under developed customers.
• Identify new business opportunities within assigned accounts, industries, and geographic areas.
• Introduce ARC Abrasives, products, capabilities, and value proposition to potential customers.
• Build relationships with purchasing, manufacturing, maintenance, engineering, and other key decision-makers.
• Prospect for new customers and develop leads through proactive outreach.
• Reactivate dormant and inactive accounts.
• Follow up onleads, quotes, samples, trials, and other sales opportunities.
• Ask thoughtful questions to uncover customer needs, applications, challenges, and purchasing opportunities.
• Convert conversations into qualified sales opportunities and revenue.

• Develop strategies to increase sales in areas without dedicated outside sales coverage.
• Identify opportunities to increase product penetration within existing accounts.
• Cross-sell and introduce additional ARC products when appropriate.
• Work toward established sales, activity, conversion, and revenue goals.
• Monitor opportunities and consistently move prospects through thesales process.
• Prioritize activities based on the greatest potential for profitable growth.

• Establish and maintain strong business relationships through consistent communication and follow-up.
• Learn each customer's business, applications, buying habits, and potential needs.
• Maintain accurate customer information and sales activity in the CRM.
• Document calls, conversations, opportunities, follow-ups, and next steps.
• Develop account plans for high-potential customers.

• Partner with Customer Service, Outside Sales, Marketing, and other internal teams to create seamless customer experience.
• Communicate qualified opportunities to appropriate sales team members.
• Provide marketplace feedback on customer needs, competitive activity, and potential opportunities.
• Support outside sales representatives when opportunities develop within their assigned territories.

• Outbound calls completed
• Meaningful customer conversations
• New prospects contacted
• New opportunities created
• Dormant accounts reactivated
• Quotes and samples generated
• Follow-up completion
• New customers acquired
• Sales generated and revenue growth
• Gross margin/profitability
• CRM activity and accuracy

• Driven - motivated by goals and measurable results.
• Confident - comfortable picking up the phone and starting conversations.
• Persistent - consistent with follow-up and resilient to rejection.
• Competitive - motivated to win business.
• Curious - asks questions and seeks to understand customer needs.
• Relationship - Focused- builds trust and credibility.
• Self-Motivated - manages time, priorities, and pipeline independently.
• Communicative - strong verbal and written communication skills.
• Customer-Focused - focused on creating value, not simply making a sale.
• Team-Oriente…