at Stericycle, Inc. in DeerfieldBannockburn, Illinois, United States
Job Description
Position Purpose:
Under supervision, the Inside Sales Representative acquires new customers, upgrades or converts current customer accounts from transactional waste only service to value added service offerings. Obtains incremental revenue through sales calls, lead campaigns and prospecting. Sells value-added services such as online OSHA portal and training to assist with compliance issues as well as medical waste collection to high value LQG Affiliated customers.
Key Job Activities:
• Receives inbound calls and makes outbound sales calls to perspective and existing customers to sell Stericycle’s services and/or products. Acquires new customers and converts existing customers through prospecting in assigned territory, outbound marketing / lead campaigns and referrals. Effectively utilizes consultative selling strategies to attain a minimum 100% of assigned revenue and quota goals.
• Builds a pipeline of potential future business by prospecting via marketing / lead campaigns, territory lists, the Internet and other sources identified.
• Based upon the Rules of Engagement policy, all prospects / calls must be researched, verified via the Customer Relationship Management (CRM) tool. The sales representative will determine if another sales rep is currently engaged or has initiated contact with the account, if the prospect is in their assigned territory, and / or which department is best suited to handle the prospect. All special circumstances including cross territory opportunities must be properly documented and either transferred or shared according to the Rules of Engagement policy.
• Effectively uses internet and other resources to better understand client’s industry and business needs.
• Effectively meet or exceed assigned performance metrics and key expectations within assigned parameters including number of outbound calls, close rates, average order size and task management activities (i.e. sales cycle, pipeline and case management). Track details and results for all leads, opportunities, issues and losses.
• Forecast month and quarter sales within 5% of actual results
• Target upgrade and cross-sell opportunities of additional Stericycle products/services.
• Effectively use technology-based Customer Relationship Management tool for lead follow up, sales cycle disposition, pipeline management, forecasting and lost opportunity tracking. Keeps comprehensive and accurate notes in the system.
• Effectively qualifies clients through consultative selling strategies.
• Assist/Support any other specific assigned projects and/or job-related duties as required or requested.
• Perform other duties and responsibilities, as assigned.
Education:
Preferred Education: in Bachelors or Equivalent
Experience (North America):
• Education consists of a bachelor’s degree in Sales/Marketing, or the equivalent in related work experience.
• 2+ years’ experience in Sales/Marketing related work experience, demonstrating the ability to manage and develop existing and prospective accounts.
• Must have experience with customer relations, support and exhibit leadership abilities.
• Ability to learn company billing/customer database software, features of all company products and services, at varying levels of account options.
• Knowledge of Microsoft Office products such as Word, Excel and Outlook are required.
• Knowledge of Customer Relationship Management (CRM) tool is preferred.
• Knowledge of OSHA Regulations or Healthcare industry knowledge is preferred.
It is the policy of Stericycle, as an equal opportunity/affirmative action employer, to hire the best qualified people available without regard to race, creed, color, sex, sexual orientation, marital status, age, national origin or ancestry, religion, status with regard to public assistance, order of protection status, disability, or veteran status.
