Inside Sales Representative

Highline Aftermarket – Memphis, TN

The Inside Sales Representative manages a group of assigned accounts to expand and grow their existing business, while also calling on interested prospects and leads to develop and build a strong customer base and territory.

Essential Job Duties:

Generate new and repeat sales by providing product, category, brand and pricing options, supported by technical information and customer service in a timely professional manner over the phone.

  • Engage in Consultative Selling . Assist customers to get what they need with a desire to be successful, while also increasing sales, average order size, gross profit margin lines per order.
  • Educate, train and be an invaluable resource and partner to customers.
  • Keep current and accurately maintain customer files, pricing and notes in ERP /CRM system.
  • Identify trends in customer satisfaction or dissatisfaction
  • Identify potential new accounts and create a sales plan to open new customers.
  • Participate in annual Highline sales and margin budgeting process developing year over year customer increases and overall position annual goal. Ensure goals are met as defined.
  • Participate in monthly performance review meetings with Sales Team Lead. Review to include Highline assigned targets Market Basket improvement, Private Label Penetration, Cross Selling, and B2B customer portal.
  • Insure customers are receiving catalogs and leverage the use through training.
  • Provide competitive market information for pricing, product trends, customer information.
  • Manage cost of sales including freight or other applicable expenses.
  • Process customer requests including returns. Manage credit levels with Credit Department.
  • Attend and participate in regional and Highline team sales meetings.
  • Participate in stretch assignments as requested and required.
  • Education & Experience:

  • College degree or equivalent work experience preferred. High school diploma required.
  • 4 years experience in an inside sales position, preferably in the Automotive Aftermarket industry.
  • Must have strong computer skills including Microsoft Office with emphasis in Excel.
  • Skills & Attributes:

  • The position is activity based and results driven, with the following skills and attributes considered essential for success:
  • Excellent sales telephone skills including discovery techniques, active listening and negotiation skills.
  • Keen customer service focus with consistent upbeat, positive, hard-working, self-motivated attitude.
  • Wide degree of creativity and latitude is required. Must be familiar with sales concepts, practices and procedures. Relies on experience and judgment to plan and accomplish goals and essential job duties.
  • Adept at time management and managing multiple priorities. Must be organized and detail oriented.
  • Must be comfortable spending majority of time on phone, generating outgoing and receiving calls.
  • Thrives in continuous improvement culture and comfortable with daily, weekly, quarterly and yearly goals and budget reviews.
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