Inside Sales Representative

Smart Care is the trusted service leader in the commercial food, refrigeration, and HVAC equipment industry. Thousands of restaurants, grocery stores, hospitals and schools nationwide rely on Smart Care to provide preventative maintenance, service, repair and installation of commercial refrigeration, cooking, and HVAC equipment. Smart Care is a portfolio company of Wind Point Partners, a Chicago-based private-equity firm.

The Inside Sales Representative is a new role for the Sales and Marketing team, and one that is pivotal to Smart Care’s revenue growth. The Inside Sales Rep will play the critical role of identifying and qualifying prospective customers within target market segments. Through outreach activities utilizing phone and email communications, the Inside Sales Rep will seek to build relationships with prospects, understand their business needs and challenges, and pre-qualify sales opportunities. Performance will be measured by the Inside Sales Rep’s success in generating qualified sales opportunities to support revenue generation, drive pipeline growth, and accelerate the sales cycle.

Working in close collaboration with marketing and sales, the Inside Sales Representative will generate interest, qualify, and obtain meetings/appointments with prospective customers for the field sales team. They will also be an integral, active, and contributing member of the marketing team, supporting projects and initiatives as needed.

If you are looking to start or continue a career in sales with a growing company, this may be for you!

Job Responsibilities:

• Build relationships with key decision makers of prospective customers through integrated outreach activities focused on first phase of the sales cycle (top of the sales and marketing funnel).
• Qualify inbound and outbound leads within assigned target segments, lists or accounts.
• Develop a thorough understanding of assigned target segments and buyer personas.
• Actively conduct lead generation activities to maximize market exposure and identify opportunities, whilst ensuring appropriate follow up and qualification of prospects/leads.
• Identify and qualify the prospect’s needs, budget, timelines, business issues and obstacles for thorough hand off to field sales representatives.
• Overcome objections and effectively communicate Smart Care’s value propositions to key decision makers regarding Smart Care product offerings. Engage appropriate resources as needed.
• Preparation and communication of hand-off materials to field sales representatives.
• Achieve SQL (Sales Qualified Lead) generation goals. Success will be measured based on the number of SQLs (appointments set) and opportunities won.
• Track all activity (including call activity, call notes, email activity, lead qualification details, etc.
• Learn and develop proficiency of the sales and marketing technology stack (CRM, Highspot, ZoomInfo, LinkedIn, Active Campaign, etc.). These tools are used to support lead qualification and outreach, prospect nurturing, and customer retention.
• Support customer retention and same customer sales efforts as needed.
• Provide feedback and recommendations to improve effectiveness of call scripts, email templates, and other content/processes integral to the success of the Inside Sales Representative based on first-hand experience conducting outreach with prospects.
• Actively participate in the innovation of new techniques and strategies for customer acquisition, nurturing and retention.

Qualifications & Skills:

• Professional and determined with a results-oriented mindset and a willingness to learn.
• Demonstrated sales aptitude with high standards and the desire to pursue a sales career.
• Skilled, able, and willing to talk to prospective clients and salespeople via phone calls and emails.
• Proficient active listening skills and effective telephone skills.
• Positive attitude, team oriented, and a self-starter who can work independently.
• Ability to prioritize own schedule to stay on task and achieve set goals/commitments.
• Excellent time management and organization skills.
• Excellent written and verbal communication skills.
• Adept computer skills (Microsoft office).
• Familiarity with marketing, sales cycles, and lead management processes.

Experience:

• BA/BS preferred and/or 1-2+ years of experience in marketing, sales, customer service, lead development or cold calling.
• Self-starter, self-motivated, takes ownership of tasks and can drive projects to completion.
• Ability to work collaboratively and positively with stakeholders, teams and across functional boundaries.
• Operates with personal integrity, accountability and follow through.
• Experience selling B2B services preferred.
• Knowledge of customer acquisition/sales funnels and what it takes to move people through these steps to accelerate the process a plus

About Smart Care

Smart Care is a national repair and service provider for commercial foodservice, refrigeration, and cold storage equipment. Our offering of comprehensive mechanical services includes hot side cooking equipment, stand-alone refrigeration, specialty coffee and beverage, complex rack refrigeration and HVAC.

Smart Care is an Equal Employment Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected class status.  All qualified individuals are encouraged to apply. If you need a reasonable accommodation with respect to Smart Care’s application or hiring process due to a disability, please contact the Human Resources department at HR@smartcaresolutions.com.