Lead Inside Sales Representative

Less than 5 years experience  •  Transportation Services

Salary depends on experience
Posted on 10/31/17
Urbandale, IA
Less than 5 years experience
Transportation Services
Salary depends on experience
Posted on 10/31/17



The Lead Inside Sales Rep will lead outbound prospecting sales calls over the phone. The goal is to seek new revenue opportunities for the respective division and company. The Inside Sales Rep will work in conjunction with the outside sales force. Develop and grow customer relationships and revenue over the phone and partner with the outside sales force for account maintenance and growth opportunities. Mentor, lead and develop new Inside Sales Reps.



  1. Drive revenue growth and increase market share through business partnerships, collaboration, strategic planning.
  2. Mentor and assist in the development of the Inside Sales Reps and provide leadership.
  3. Demonstrate superior industry, product and sales skills knowledge.
  4. Provide solutions to management to improve the efficiency and performance of the Inside Sales team.
  5. Manage and develop a portfolio of shared and new local accounts to provide cost-effective solutions that meet targeted customer needs while managing churn and account profitability.
  6. Negotiate pricing programs with new clients to gain consistent revenue flow while protecting profitable margin.
  7. Identify new opportunities for current and new customers. Create and define value for customers by understanding their business model and supply chain needs.
  8. Lead the collaboration with the outside sales force and act as a liaison to ensure solid two way communication.
  9. Monitor shipping activity and growth related to portfolio and identify key accounts that have the potential to increase business.
  10. Initiate the sales process at the local level and contact local accounts through outbound call efforts to educate customers on the various services offered and to schedule opportunities for outside sales representatives to meet personally with potential customers.
  11. Negotiate pricing programs with new clients to gain consistent revenue flow while protecting profitable margin.



  1. Adaptability - Maintaining effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjusting effectively to change by exploring the benefits, trying new approaches, and collaborating withothers to make the change successful.
  2. Building Trusting Relationships - Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
  3. Collaborating - Working cooperatively with others to help a team or work group achieve its goals.
  4. Communication - Conveying information and ideas clearly and concisely to individuals or groups in an engaging manner that helps them understand and retain the message; listening actively to others.
  5. Continuous Learning - Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.
  6. Initiating Action - Taking prompt action to accomplish work goals; taking action to achieve results beyond what is required; being proactive.
  7. Work Standards - Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.


  1. High School diploma or equivalent.
  2. Excellent verbal, written and interpersonal communication skills with the ability to negotiate difficult situations.
  3. Experience using MS Office applications (Word, Outlook, PowerPoint, and Excel).
  4. Three (3) years of experience in telephone sales or prospecting experience.
  5. Demonstrated relationship building, problem solving and collaborative planning techniques.
  6. Proficient in PC and mainframe applications.



  1. Bachelor’s degree in business or related field.
  2. Experience in the transportation industry with deep knowledge of operations and logistics.
  3. Extensive business to business sales or consulting experience.
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