The Inside Sales Representative will play a central role in managing and strengthening Lignetics’ established network of distributors, dealers, and retailers in the heating and bedding categories. This position is responsible for executing structured outreach campaigns, maintaining a defined book of business, and re-engaging lapsed or lost accounts through phone, email, virtual meetings, and other digital channels. The Inside Sales Representative will develop and deliver quotes, execute against defined pricing and programming, and support the sales process from initial contact through order placement, working closely with customers to understand requirements and drive consistent, reliable demand.

Success in this role will be measured by activity-based KPIs, campaign execution, and account retention and reactivation outcomes. With a mature client base, the primary growth opportunity lies in re-engaging dormant and lapsed accounts, deepening penetration within existing customers, and ensuring no viable account goes uncontacted. Establishing regular and reliable demand through disciplined outreach cadence, accurate quoting, and timely follow-up is critical for both plant performance and the Inside Sales Representative’s individual achievement.

The overarching objective is to maximize retention and revenue within an established account base, reactivate lapsed customers, and execute Lignetics’ commercial programs with precision and consistency across the heating and bedding categories.

Major Areas of Responsibility Include but Are Not Limited To:

· Execute structured outbound campaigns and manage inbound inquiries to maintain consistent contact cadence across assigned accounts; meet or exceed activity-based KPIs for calls, emails, and touchpoints.

· Maintain accurate opportunity stages, activities, and close dates in the CRM; provide weekly pipeline updates and monthly forecasts with mitigation plans.

· Support order execution by confirming product availability, lead times, shipping requirements, and documentation; coordinate closely with customer service, scheduling, and operations.

· Conduct virtual customer touchpoints (calls, video meetings, email campaigns) to build rapport, uncover needs, and drive repeat business.

· Identify, prioritize, and re-engage lapsed and dormant accounts through targeted win-back outreach; develop an understanding of why accounts churned and present solutions aligned to current Lignetics programming and pricing.

· Support regional chain programs by assisting with promotional planning coordination and follow-through on customer commitments.

· Grow heating and bedding category revenue within the existing account base by recommending appropriate products, managing replenishment cadence, and capturing seasonal demand.

· Analyze sales and customer data to prepare for regular account reviews, identify gaps/opportunities, and recommend next best actions.

· Build trust-based relationships with customers and internal partners by providing responsive communication, clear expectations, and timely issue resolution.

· Collect and report critical market and customer feedback (pricing, competitive activity, product requests) to support commercial and marketing decisions.

· Collaborate closely with the broader sales team to support account strategies, promotional execution, and achievement of revenue and margin objectives.

· Address and resolve customer concerns and complaints by coordinating with internal teams and keeping customers informed through closure.

· Support contract, pricing, and program administration by preparing customer documentation, tracking renewal dates, and coordinating approvals per internal policy.

Required Knowledge, Skills, and Abilities:

· Demonstrated goal orientation with a consistent record of achieving activity and sales targets.

· Strong phone, email, and virtual communication skills with professional customer presence.

· Ability to assess customer needs, recommend solutions, and negotiate within approved pricing and program guidelines.

· Strong organizational skills to manage multiple opportunities, follow-ups, and deadlines in a fast-paced environment.

· Proficiency with CRM and Microsoft Office tools; ability to maintain accurate account and pipeline documentation.

· Two or more years’ experience in inside sales, customer service, account support, or related commercial role (B2B preferred).

· Working knowledge of the fuel pellet industry (or ability to learn quickly) and awareness of relevant market and seasonal demand trends.

· Ability to travel occasionally for training, trade events, or key customer meetings as needed.

· Associate or bachelor’s degree in a related field preferred (or equivalent combination of education and experience).

Range: $60,000-$100,000 / year depending on experience

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