The posting
Job Description
Lead Development
- Engage suspects, prospects and inactive customers to understand needs and develop a compelling business case to win incremental business
- Follow up on inbound leads to qualify / disqualify and/or route to the appropriate outside sales rep for follow up
- Prospect for new business relationships, including market research to uncover new leads and to understand company size and opportunity potential
- Utilize cold calling, email blasts, direct email follow up and networking to engage prospects
- Develop content in the form of email templates, call scripts, newsletters, etc that can be used to engage suspects based on their specific circumstance
- Develop a pipeline of high potential accounts for large opportunities and work with outside sales to ensure timely follow-up
- In alignment with sales and marketing, develop processes for lead hand-off to ensure timely hand-off & diligent sales follow up
- Work with outside sales and marketing to track lead follow up, understand conversion & continue to improve the quality of leads being passed to the outside sales team
Account management
- Increase sales to small / medium customers by understanding the highest opportunity customers, engaging key decision makers / influencers & understanding the customer's project pipeline to recommend the best solutions for the job
- Develop & execute customer retention plans to increase retention year over year
- Proactively engage small / medium customers on a regular basis to build relationships and uncover new opportunities
- Act as a liaison between customers and operations to communicate customer needs, issues, scheduling shifts, etc.
- Develop & manage opportunity pipeline, track & report on win / loss rates
- Maintain accurate and detailed customer, prospect and opportunity records using Salesforce
Quoting
- Develop pricing & quoting acumen to ensure appropriate pricing based on the customer circumstance, consult with management when necessary
- Generate quotes aligned with customer needs & corporate pricing policies
- Work with sales team to develop a forecast, track & monitor results
Analytics
- Support territory forecast creation, own tracking providing regular updates
- Create metrics, dashboards & reports to track key indicators including opportunity pipeline, quote win / loss and regional pricing structures
- Gather and report market information regarding competitors, pricing, products, and key market trends
Learning & Development
- Develop an in-depth understanding of solutions to assist customers in selecting the right solution for the job
- Develop strong relationships with decision makers & influencers across the value chain
- Learn & embrace selling process
Administrative
- Manage all incoming calls via the company phone tree to route to the appropriate internal team for follow up, with a continued focus on providing exceptional customer service
- Ensure a friendly, customer focused attitude, especially when interfacing with external stakeholders
Required skills:
- Strong character and work ethic that align with company values
- 1-3 years B2B inside sales or business development experience selling technical products / services to technical buyers
- A Bachelor’s Degree in Business or related field, or commensurate experience
- Great networking skills on the phone
- Ability to gain technical knowledge of products and applications
- Proven ability to prospect & convert leads
- Experience in market research to better understand customer opportunity
- Ability to build strategic account plans to maximize sales & growth
- Ability to build bonding & rapport via inbound/outbound calls
- Utilize strong interpersonal skills to relate to all kinds of people both inside and outside of the organization
- Strong team player that can work cooperatively with others in order to drive results and goals
- Experience preparing proposals
- Proficiency in MS Office including Word, Excel, PowerPoint and Outlook
- Experience with Salesforce CRM is a plus
- Consistently demonstrates initiative and a readiness to act on opportunities
- Passionate about continuous learning & growing the business
- Prioritizes effectively and is highly organized
- Excellent written and verbal communication skills
About Us
READY TO JOIN A ROCK-SOLID FAMILY?
Carmeuse started out as a small family-run business in Belgium.
Today it’s a leading global producer of lime, high calcium limestone and dolomitic stone. Its products are essential to energy producers, environmental services, construction and manufacturing.
With over 90 production facilities spread across almost every continent, and over 4,500 employees working at Carmeuse every day, the company’s most treasured resources are its people.
Carmeuse is dedicated to maintaining a workplace that fosters equal opportunity and creates a diverse and inclusive work environment. All qualified applicants will be considered for employment regardless of race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity.
You will be part of Carmeuse North America, a Rock-Star team of 2500 workers and employees bringing with them their own culture and specific needs. The North American headquarters is located in Pittsburgh, PA and has over three dozen production facilities across the U.S. and Canada.
