Inside Sales Representative

ENABLE your future through light.

Excelitas is a global technology leader with more than 7,500 employees, focused on delivering market-driven solutions to fulfill the illumination, optical, detection and imaging needs of OEMs and end-users across the biomedical, semiconductor, industrial, consumer products, scientific, security, defense and aerospace sectors.

ENGAGE with us today and make your contribution to the future! Join the team that leading technology companies turn to for cutting-edge photonic innovation. At Excelitas Technologies you are how we EXCEL.

Excelitas is seeking an Inside Sales Representative to join our global team!

BASIC FUNCTION: 

The function of the Inside Sales Representative is to provide direct support to the Business Development Managers in the ongoing development of existing and prospective customers who have purchased microwave and LED systems in the last 10 years. Inside Sales Representative main objective is to contribute in ways Direct Sales cannot to contribute to reaching yearly targets for the Americas Region.

PRINCIPAL DUTIES:

Establish a strong relationship with the assigned target customers who have purchased microwave or LED systems in the last 10 years.  Needs to be knowledgeable enough to speak intelligently about MW systems, understand how the systems are being used, and ensure the customer is getting the support expected from Excelitas. Main targets are those who are no longer buying spares from Excelitas and understand what is needed to regain their business. Inside Sales will bring Direct Sales, Chanel Partners and technical resources as appropriate. Proactively search for new leads and update CRM.  Set up close working relationships with Business Development Managers (BDMs) to optimize team approach to Excelitas accounts in the region. Reports: Monthly forecasting in MS Dynamics, Salesforce.com; AOP; others as needed

• Goals: MBO’s are agreed between the Inside Sales and Director of Sales, Americas. Over the year, the manager will regularly review the sales performance with the Inside Sales Representative.
• Lead Generation & Qualification: Qualify select sales leads, whether generated by Trade Shows, Mailings, Customer Care Campaigns, etc., and record/update CRM databases. Select Leads to be qualified by the Inside Sales Representative and followed up on.  Lead status is regularly reported by the Inside Sales Representative to the entire Sales team.
• Inquiries / RFQ: Provide Excelitas company and specific MW/LED product information to prospects and/or customers, conduct initial calls to potential Customers and introduce BDM or Channel when lead is past qualification stage. Proactively contact customers who have purchased MW systems in the last 10 years who are no longer buying spares. According to policy, quote standard price and delivery of spares via telephone, faxes, and email, follow up on price quotes for new opportunities for customer accounts within portfolio.

• Account support: Become the expert on assigned North American Customer accounts focusing on the UV industry and specifically MW spares. Seek to understand the customer business status and look for opportunities to cross sell various ALS technologies. Analyze and determine channel partner support where appropriate and most effective. 
• Cold Calling & Follow Up: Engaging potential clients via phone, email, or LinkedIn to generate interest in products/services. Create urgency and interest to push opportunities to next steps while collaborating with BDM when appropriate. Staying in touch with small customers and re-engaging former customers.   
• Closing Deals & CRM: Negotiate and finalize sales without face-to-face interactions. Selling replacement parts to former customers who own microwave, LED, or arc lamp UV systems. Record interactions in CRM and create/close opportunities adding new business to bottom line. Drive upselling and cross selling activities.
• Cooperation with Sales Team: The Inside Sales Representative will work closely with the BDMs and Channel to promote a total solution. He/she will assist Sales in determining the next steps for the specific account, providing competitive insight and promoting a total solution by Excelitas. Determine when to bring Sales into the conversation and move leads to next stage.
• Reporting: The Inside Sales Representative reports regularly on various parameters relating to daily activity. These may include – but are not limited to – lead status, MW spares customers targeted, sales campaigns completed, sales per account/region for MW and LED.  To ensure accurate reporting, the Inside Sales Representative is responsible for maintaining all relevant data accurately in the CRM database. 
• Interface & Collaboration: Align with Marketing on advertising campaigns and leverage lead generation strategies. Forward potential customers to BDM when detailed product knowledge or hands-on trials are required.

Critical Success Factors 

• Customer Focus: Makes engaging on the phone and via email with customers a primary focus of actions; develops productive customer relationships, work to overcome customers with a negative impression of engagement over the last several years. Actively seeks information to understand customers’ circumstances, problems, expectations, and needs.  Shares information with customers to build their trust and present Excelitas and capabilities. Builds rapport and cooperative relationships with customers.

• Effective Communication: Clearly conveys information and ideas through a variety of media to BDMs / Product Management/ Internal groups.  Clarifies purpose and importance; stresses major points; follows a logical sequence. Attends to messages from others; correctly interprets messages and responds appropriately.    

QUALIFICATIONS:

• 5+ years of Sales or Inside Sales or Customer Service experience

• BS/BA in Marketing or Business Administration or Technical Diploma

• Working Knowledge of Microsoft, Word, Excel, PowerPoint; CRM proficiency

• Positive attitude, exemplary attendance, and reliable team member

SALARY RANGE: $65-75k Annually (depending on experience) + 10% SIP

This position requires the use of information which is subject to the International Traffic in Arms Regulations (ITAR) 

Visa sponsorship is not available for any position at Excelitas 

Equal Opportunity/Affirmative Action Employer

Minorities/Females/Disability/Veteran/Gender Identity/Sexual Orientation

Excelitas is seeking leaders and innovators to join our global team!

Visit: https://jobs.excelitas.com/