Job Description

The Inside Sales Representative (ISR) plays a critical role in driving revenue growth and expanding Essex Brownell’s customer base. This role is focused on high-volume sales development, outbound engagement, and nurturing smaller and growth-stage customer accounts.

ISRs are sales-first professionals who thrive in a fast-paced, goal-oriented environment. Their primary responsibility is to engage prospects and customers, identify opportunities, and convert interest into sales. While Customer Experience Representatives manage order accuracy and service execution, ISRs focus on building relationships, creating demand, and closing business.

This role is ideal for career sales professionals who are motivated by targets, enjoy outbound outreach, and want to build a strong foundation in B2B sales within an industrial distribution environment.

Essential Duties

Sales Development and Outbound Activity

• Execute high-volume outbound sales activity, including approximately 100 calls per day
• Follow up on web-generated leads, abandoned carts, trade show leads, and marketing campaigns
• Prospect and re-engage inactive or low-volume customer accounts
• Identify customer needs and recommend appropriate products or solutions
• Qualify opportunities and convert interest into sales

Account Growth and Relationship Building

• Manage and grow a portfolio of smaller and developing customer accounts
• Build and maintain relationships through regular outreach and follow-up
• Identify cross-sell and upsell opportunities within assigned accounts
• Support customer retention by maintaining consistent engagement

Order Transition and Internal Partnership

• Partner closely with Customer Experience Representatives (CXRs) to ensure a smooth transition from sale to order fulfillment
• Clearly communicate order details, expectations, and special requirements to CXRs
• Remain engaged post-sale to support customer satisfaction and repeat business

CRM, Reporting, and Sales Discipline

• Maintain accurate and up-to-date records in Salesforce and related systems
• Track outreach activity, opportunities, and outcomes
• Meet or exceed defined activity, pipeline, and revenue goals

Follow established sales processes while contributing ideas for improvement

Qualifications

Required Skills and Qualifications

• Associate or bachelor’s degree or commensurate experience preferred
• Strong interest in sales and business development
• Comfortable with high-volume outbound calling and customer engagement
• Confident and persuasive verbal communication skills
• Ability to handle objections and maintain resilience in a fast-paced environment
• Strong time management and organizational skills
• Comfortable using CRM tools, preferably Salesforce, and Microsoft Office applications

Preferred Skills and Experience

• Previous experience in inside sales, call center sales, or customer-facing roles
• Internship or coursework related to sales, marketing, or business
• Interest in industrial, manufacturing, or technical products
• Familiarity with lead qualifications, pipeline management, or sales metrics

Previous Sandler Sales training a plus