JOB DESCRIPTION: -

Position: Lead Inside Sales Representative

Location: 2001 Collingsworth Street, Houston, TX 77009 (Onsite)

Salary: $50-65k

Job Summary:

The Inside Sales Representative plays a critical role in supporting business growth through structured lead qualification, Salesforce data integrity, opportunity management, and customer onboarding. This role supports the sales team by driving consistent opportunity follow-up, reactivating dormant accounts, and delivering exceptional support for transactional and house accounts (PALQ). The ideal candidate is proactive, organized, and highly customer focused.

Direct Report: Sales Manager

Direct Reports: Logistics Department Team

Key Responsibilities:

1. Account Management:

• Identify dormant and underperforming accounts and transform cold leads into potential customers.
• Assist Sales Team and the accounting department in setting up new accounts
• Re-engage house accounts that have had no sales for the past 24 months and work to secure new business
• Escalate potential re-engagements to the Sales Manager or Outside Sales Reps as needed.

1. Salesforce Operations:

• Monitor and report Salesforce data issues to the Sales Manager.
• Leverage Salesforce workflows to automate and track customer processes.
• Maintain accurate records for all leads, contacts, accounts, and opportunities.
• Notify Sales Manager of non-compliance in data entry from Sales Reps.

1. New Customer Process:

• Qualify potential new customers, exposing them to other services we offer.
• Manage the new account process, from initial quote request through to setup, minimizing friction for new customers.
• Learn as much as possible about new customers to coordinate with Sales Manager on assignment of an appropriate account manager.
• Send welcome emails to new customers containing necessary contact information, quotes, resources, safety, RFQs, and more.
• Assigning qualified leads to the correct Account Manager or BDR with Sales Manager coordination.

1. Reporting and Coordination:

• Prepare detailed reports for the sales manager and customers.
• Prepare QBR data and PowerPoint presentations for customer meetings
• Support the sales team by scheduling events, meetings, and customer engagement activities.
• Schedule and organize meetings/events for Sales Team and PALQ customers.
• Assist with tracking high quote volume, low revenue accounts and flag to Sales Manager.
• Create reports in Salesforce and set up new Salesforce users as needed.

1. Opportunity Follow-Up and Sales Support

• Own follow-up on all open opportunities under $10K, or where Inside Sales support is needed.
• Drive feedback loops by contacting customers for updates on quoted business and project status.
• Support Sales Reps (BDRs & KAMs) by ensuring no opportunity goes cold without proper follow-up or closure.
• Log all responses and customer objections in Salesforce to support pricing, pipeline accuracy, and close rates.
• Monitor aging opportunities and escalate stalled quotes to Sales Director for strategic intervention.

1. Customer Communication & Retention

• Act as the primary contact for transactional (PALQ) and house accounts.
• Respond quickly to inquiries, deliver consistent customer experience, and flag upsell opportunities.
• Assist the Sales Team by maintaining communication with clients during quoting or service execution phases.

1. Sales & Administrative Support

• Assist with scheduling meetings, calls, and customer engagement activities for the Sales Team.
• Build QBR decks and reporting dashboards in PowerPoint and Domo as needed.
• Support cross-functional collaboration with Dispatch, Ops, and the Pricing team.

Qualifications:

• Proven experience in an inside sales position or similar role.
• Proficient in CRM software.
• Excellent verbal and written communication skills.
• Ability to manage complex projects and multi-task.
• Exceptional organization skills.
• Detail-oriented with a commitment to accuracy.
• Ability to work independently and within a team.
• Familiarity with the transportation sales industry is a plus.