Inside Sales Representative

Why work for Lafarge?:
As the global leader in innovative and sustainable building materials, we’re committed to shaping a
**greener**,
**smarter** and
**healthier** world. At Lafarge Canada Inc.,
**safety** comes first,
**collaboration** matters and
**diversity** is celebrated with people who share our desire to continually
**make our materials better.**

Do you have the drive, the skills, and the passion to join us?

Overview:
The Inside Sales Representative (ISR) is an integral role in the support of sales, marketing and customer service. The ISR’s primary objective is to support (outside) Sales Representatives / Territory Managers in the administration of pricing quotation, project tracking and sales forecasts. The ISR’s secondary objective is to achieve sales targets to assigned segments through proactive prospecting over the phone, internet and responding to customer inquiries. The third objective is to help in the coordination of clearing sales order transactions through timely and accurate quote entry, gatekeeping the transfer of data between the CRM and ERP systems (contracts and haul pay rates.) The results are measured through sales volume, margins, project tracking KPIs, forecast accuracy, quote entry, ticket success, charging and paying the correct haul rates.

**Responsibilities**:
**Safety**
- Ensures all aspects of the role are executed in a safe manner by adhering to all safety guidelines and policies.
- Supports sales in tracking customer site evaluations.

**Territory Manager & Sales Rep Support: The ISR will assist the Lafarge TMs and Sales Representative with the following**:

- Customer inquiries and complaint resolution.
- Follow-up on quoted sales opportunities.
- Quote entry and transmission to customers for define Customer segments and when and where required to clear held tickets.
- Pro-active selling to specific customer segments.
- Review of sales transactions for accuracy and error resolution.
- Maintenance of CRM data for assigned segments, customers, projects.

**Sales**
- The ISR will have accountability for defined customer segments with specific objectives. He/she will sell to existing customers and develop new customer leads. He/she will understand customers’ product and business requirements and translate the current and unmet needs of customers into sales opportunities. Utilizing SFDC Quote the ISR/ASSR will be directly responsible for:

- C.O.D. and Same-Day order volume/share and price objectives
- Defined small sized customer segments
- Employee sales
- Cold Calls to prospective customers/segment stakeholders

**Sales Administration**
- Generates “right-first-time” invoices through effective utilization of the quotation/billing system.
- Administers a pro-active pricing process.
- Assists in setting up Channel Price lists in SFDC.
- Assists the Sales and Billing coordinators in identifying root causes for Sales Workflow exceptions, and coordinates with those responsible to correct the origin of the error and/or adjusts the quote/project to allow the removal of Sales Order holds.
- Assists with customer communications (i.e. Annual price letters, new customer welcome, holiday greetings, etc..)

**Strategy**
- Assists in the formulation and development of sales & marketing strategies for COD’S and the small -to-medium sized customer accounts.

**Sales Forecasting**
- Coordinates the collection of sales backlog & forecast information from the Territory Managers and Sales Representatives.
- Tracks and interprets market indicators (ie. Construction starts, building permits, housing starts). Works with the Marketing Analyst to compile sales backlog & forecast data.

**AR, Credit & Collections**
- In coordination with the credit team, Territory Managers and Sales Reps the ISR will offer support where and when applicable.
- Working with the Credit Team, engages assigned accounts on collections of outstanding invoices and assists in COD sales reconciliation.
- Supporting the credit team, create and execute CARBs
- Supporting the supply chain and AR team, execute and coordinate the COD process

**Relationships with Others Jobs**:

- Reports to the Territory Manager
- Works closely with:

- Territory Managers, Sales Representatives
- CSLMs
- Sales and Billing Coordinator
- Marketing Analyst
- Dispatchers
- Weigh Masters

**Specific Accountabilities**:

- Sales volume, pricing and revenue for assigned segments
- Backup sales activities for the Territory Manager / Sales Representatives
- Gatekeeping of Quotes/Contracts between SFDC and SAP
- Collection of A/R balances on assigned segments
- Entry and edits of quotes in SFDC
- Administration of monthly sales forecast
- Follow-up on bid projects
- Cold calls on prospective customers and segment stakeholders
- Collection and administration of market intelligence for assigned segments
- Understanding & root cause analysis of Order-to-Cash dashboard metrics
- Maintenance of CRM data (Companies, Contacts, Opportunit