Inside Sales Representative

Company Description

Probus Logistics, guided by a commitment to integrity, aims to provide comprehensive logistics solutions with operational excellence and a process-driven culture. The company operates over 500,000 square feet of warehouse space, including GMP compliant facilities that are temperature controlled and mapped. Probus Logistics is dedicated to innovation in technology and advancements in training, thereby enhancing customer support and ensuring the best possible customer experience. We offer a full range of transportation services through over 20 carrier partners, emphasizing timely communication and dynamic routing to maximize efficiency and minimize costs.

Role Description

Reporting to the President, the Inside Sales Representative is responsible for selling Freight LTL, FL and Rework services through the achievement of opportunity-based sales quotas. The Inside Sales Representative will reach business targets through excellent telephone sales and communications skills. This individual will also develop his or her phone-based revenue generation through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. Integrity, vision, and passion are essential for this role.

Duties and Responsibilities

• Generate and qualify leads for new business by running promotions, cold-calling prospects.
• Identify decision makers within targeted leads to begin sales process.
• Penetrate all targeted accounts and radiate sales from within client base.
• Collaborate with VP of Transportation and President to determine necessary strategic sales approaches.
• Acquisition and management of key accounts.
• Develop new clients; maintain and grow ongoing business relationships through direct and frequent communication.
• Create and deliver qualified opportunities to Customer Success Managers where appropriate.
• Maintain and expand the company's database of prospects.
• Ensure follow-up by passing leads to Customer Success Managers with calls-to-action, dates, complete profile information, sources, and so on.
• Where necessary, support marketing efforts such as trade shows, exhibits, and other events.
• Make outbound follow-up calls to existing customers via telephone and e-mail cross-sell and up-sell.
• Handle inbound, unsolicited prospect calls and convert them into sales.
• Overcome objections of prospective customers.
• Develop good working relationships with current clients to ensure quality and satisfaction.
• Emphasize service features and benefits, quote prices, discuss terms, and prepare sales order forms and/or reports.
• Enter new customer data and update changes to existing accounts in the corporate database.
• Attend periodic sales training where applicable.
• Appropriately communicate brand identity and corporate position.
• Develop and manage sales pipeline, prospect, and assess sales and move a large number of transactions simultaneously through the sales pipeline in order to achieve/exceed monthly metrics (ex: bookings targets / opportunities won).
• Support company initiatives and business development objectives.
• Other duties as assigned.

Qualifications

• Bachelor's degree in sales, marketing, or similar relevant experience
• 3 years of direct work experience in a sales or telesales capacity is preferred, ideally within the logistics space.
• Ideal candidates will have experience with Freight LTL and FL as well as warehouse rework.

Core Competencies

• Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
• Solid experience in opportunity qualification, pre-call planning, call control, account development, and time management.
• Success in qualifying opportunities involving multiple key decision makers.
• Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques.
• Strong problem identification and objection resolution skills.
• Able to build and maintain lasting relationships with customers.
• Exceptional client-facing skills – enthusiasm, energy, poise, resourcefulness, and confidence
• Demonstrated ability to articulate and present the value proposition of Probus Logistics Inc. and influence credibly and effectively at all levels of the organization, including executive and C-level
• Excellent verbal and written expertise and strong interpersonal and collaborative abilities to engage with individuals at all levels, across the organization both internally and externally.
• Excellent listening skills.
• Flexibility and adaptability.
• Strong sense of ownership, urgency, and drive
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Able to perform basic calculations and mathematical figures.
• Ability to occasionally travel and attend sales events or exhibits.
• Ability to work individually and as part of a team.
• High level of integrity and work ethic.
• Experience with customer relationship management software.
• Understands warehouse rework, Freight LTL and FL.
• Demonstrated ability to negotiate and provide alternative solutions to complex problems.
• Consistently demonstrates strong interpersonal and collaborative abilities.
• Strong computer skills working with MS Office, Transportation and Warehouse Management Systems.
• Able to work independently and unsupervised to complete assigned tasks.
• Ability to exercise initiative, sound judgement and decision making within the scope of authority.
• Fosters an inclusive and respectful work environment for all.