Inside Sales Consultant Type: Full-Time Employee Compensation: Salary + Commissions + Bonus Benefits: Medical Paid Vacation Paid Holidays
Summary The Inside Sales Consultant (ISC) position is responsible for the prospecting and lead generation part of our sales process generating sales leads and highly qualified prospects who are good candidates to become clients of our company. Results and Key Performance Metrics for Prospecting: The ISC must generate an average of 4 new highly qualified sales prospects per week, a minimum of 12 per month, and set a corresponding Discovery Appointment meeting for those prospects. A qualified prospect is a decision maker or key decision influencer, at a small or mid-size business in the Greater Los Angeles Area, with 15-200 employees, who has some type of near-term computing/networking/ Information Technology problem or services need. Results and Key Performance Metrics for New Client Acquisitions: On a monthly basis, an average of at least 2 new clients are expected to be generated from the full prospecting and sales processes, with a total of at least $4,000 in net new monthly recurring managed services revenue. The monthly recurring managed services revenue per new client is to be greater than $1500, and the average among all new clients is to be $2,000 or greater. The number of desktop/laptop computers per new client is to be greater than 15, and the average among all new clients is to be 20 or greater. Through a variety of prospecting and lead generating activities, the ISC proactively prospects and finds companies (who meet our prospect target criteria) who might need our services. Through a variety of prospecting and lead generating activities, the ISC makes sure that our company name and our available services are known to as many companies as possible meeting our target criteria - so that when they have a need, they will think of our company and contact the ISC. During the prospecting and lead generation sales process, the ISC utilizes professional communication skills, research and interviewing skills, as well as marketing and sales skills, to identify the decision maker(s) and most appropriate contact(s) in the target company (usually an owner or senior executive/manager). The ISC then: initiates conversations with that person to inquire about possible computing/it problems and opportunities; introduces our services; asks appropriate questions about their business and needs, and determines if the company might be a good fit for our services. Once a qualified sales prospect is determined, the ISC coordinates a smooth hand-off to the other members of the sale team and transitions the sales opportunity to them. They will manage it through the rest of the sales process. Essential duties and responsibilities include the following. Other duties and responsibilities may be assigned. Page 2 of 6
Lead Generation/Prospecting Telephone Calls. Makes daily outbound telephone cold/warm calls to leads/prospects in our sales database. A minimum of 40 hours per week is required. Works with President and the rest of the sales team to create and evaluate scripts for telephone prospecting calls. 12 to 15 conversations with Decision Makers daily. Set a minimum of 4 appointments per week. This typically requires at least 70 dials per day (sometimes north of 100). Email Communication. Sends email messages to leads/prospects. Some email communication may be blasts sent to a group of contacts from the sales database by the Marketing Department. Some email communication may be unique discussions with individual leads/prospects to follow-up on telephone calls or messages left, or for introductions. Works with Marketing and the rest of the sales team to create and evaluate text for blast emails, and text templates for common email communications. Printed Communication. Mails printed letters and postcards to leads/prospects. Some printed letters or postcard communication may be large blasts sent to a group of contacts from the sales database. Some printed communication may be unique discussions with individual leads/prospects. Works with Marketing and the rest of the sales team to create and evaluate the text for blast letter or postcard mailings, and text templates for common written communications. Publications: Monitors newspapers and business publications (e.g. Book of Lists, Chamber of Commerce directories) for articles and listings that provide information for possible leads/prospects. Referrals: Works with our staff members to obtain leads and referrals. Works with other members of our sales team to obtain leads and referrals from current clients (must be coordinated with the assigned Sales Manager and Account Manager). Website: Works with the Marketing Manager to analyze website traffic reports (e.g. Google Analytics) and analyze online advertising opportunities (e.g. Paid Search, Pay Per Click, natural search engine), as well as review and analyze the results. Works with the Marketing Manager and other sales team members to determine periodic website updates. Works with the Marketing Manager and other sales team members to develop content for monthly e-newsletter and website blog. Funding Note: Velocity Network Solutions, Inc. will provide funding for approved sales and marketing efforts (e.g. advertising, website hosting, Paid Search, mailing campaigns, hosted events, etc). Funds for these paid activities will be allocated at the discretion of the President. These specially funded sales activities are to enhance the ISC s opportunities and should not be the sole source of the ISC s sales opportunities or sales pipeline. Employs other lead generation and prospecting techniques and performs other prospecting activities, as appropriate. Page 3 of 6
Database Management Maintains an up-to-date active sales database of leads/prospects in the ConnectWise software and other designated CRM database application(s). Works with the Sales Manager and other sales team members to identify and analyze possible databases/lists of target companies available for purchase, and transferring any purchased list information into our sales database. Performs appropriate research (e.g. telephone calls, internet research) to clean and update information from acquired databases/lists. After each contact or communication with a lead/prospect, clear and concise summary notes of the activity is documented in the sales/crm database, along with entering information related to the next scheduled followup. On-Going Training Attends online webinars from TruMethods (1-2 times per month) and listens to daily motivational recordings (delivered via email) from TruMethods. Participate in TruMethods Inside Sales Champions. Monitors websites, mail brochures and email newsletters for IT related product and services news and updates. Attends appropriate sales events, seminars, workshops and training classes. Attends appropriate technical events, seminars, workshops, and training classes. Inside Sales Consultant and Velocity Network Solutions, Inc. Executive Staff Assists Marketing Manager and other sales team members in development of marketing plans and sales plans. Provides feedback/information regarding potential client needs and opportunities, areas of proposed client base expansion/elimination, and areas of proposed service expansion/elimination. Provides feedback/information regarding new client satisfaction, problems and/or complaints. Monitor the activities of competitors, and provides feedback/information. Prepares daily/weekly/monthly Key Performance Indicator (KPI) reports for Sales Manager showing completed sales prospecting activities, future scheduled activities, and pipeline related metrics. Attends, and actively participates in, weekly sales staff meeting. Meets expected KPI metrics, and works within assigned time budgets and financial budgets. The ISC must be aware of any variances from the targets and budgets, and be able to explain the variances as-well-as take corrective action. Page 4 of 6
Office / Miscellaneous Writes correspondence to clients and prospective clients, as necessary. Maintains appropriate files of correspondence, documents, etc. Maintains CRM and sales database of notes/history, and future scheduled events, for clients and prospective clients. Maintains document templates/forms for letters, proposals and other correspondence. Assist with authoring and proofreading emergency email blasts to clients regarding major events/vulnerabilities/ warnings. When problems arise, handle issues, problems, objections, complaints from staff, clients and prospective clients. Maintains a neat and orderly work area - assists with keeping a clean and organized office. General Represents the company at industry events and meetings to promote products and services. Offers suggestions and ideas for improvements to President, Sales Manager and fellow team members. Assists other Velocity Network Solutions, Inc. staff in providing high-quality services and products to our clients in a professional and friendly manner. Work Locations and Work Hours ADDITIONAL INFORMATION Inside Sales Consultant (ISC) reports to the Sales Manager. 100% of total time is spent working at our office. Work is primarily performed during normal business hours, Monday through Friday. On some occasions, due to prospective client requirements or major projects, some work may periodically be scheduled outside of normal business hours (e.g. evenings or weekends). Average full-time work week ranges from 40-45 hours of onsite work, excluding typical start-of-day and end-ofday commuting times, excluding any break/meal periods. As a Salaried + Commissioned employee, who regularly works independently, this position is considered EXEMPT from provisions of federal and state wage and hour laws. Compensation Compensation for the ISC includes the following: Base salary (paid in equal, semi-monthly payments) Benefits - medical insurance benefits, paid holidays, paid time off (vacation, sick, personal) Sales commission (one-time payment per new client, calculated as a percentage of the monthly recurring managed services revenue) Management directed bonuses (for meeting Quarterly pre-set goals for appointments set and new accounts closed) Page 5 of 6
Submissions All submissions must be sent to jobs@velocityns.com and must include the items below. Submissions that do not include these items will not be considered. resume cover letter Page 6 of 6