Inside Sales Representative

Why This Role Exists

• Long enterprise sales cycles fail from neglect, not rejection. This role keeps opportunities moving between field visits by coordinating daily Inside/Outside priorities so momentum never depends on the next visit.
• Pipeline must be created before it can be closed. This role generates and advances opportunities before Outside Sales visits.
• Field reps cannot be effective when buried in administrative work. This role manages the CRM and visit intelligence, keeping Outside Sales field-focused.
• Revenue erodes when reorder cycles go unwatched. This role protects existing revenue through disciplined outreach between field visits.
• Sales conversations should begin with diagnosis, not a pitch. This role uses Sandler-based discovery to qualify opportunities before advancing them.

Opportunity Generation & Prospecting

• Set follow-up rhythms and next steps to keep long-cycle opportunities moving between field touches.
• Create opportunities through cold and warm outreach to distributors, branch representatives, and end users.
• Run structured prospecting cadences for dormant accounts, distributor whitespace, and market-identified prospects.
• Use Sandler discovery to qualify need, fit, timing, authority, and budget before advancing opportunities.
• Convert inbound inquiries into pipeline the same day, assigning every lead an owner and next step.

Pipeline Ownership & Salesforce Management

• Own assigned Salesforce opportunities from creation through close, up to the designated threshold.
• Keep CRM stages, activities, next steps, and close dates current.
• Flag stalled deals, escalate whitespace accounts, and ensure no opportunity exceeds the 30-day contact cadence.
• Report pipeline status to the National Sales Manager.
• Route above-threshold opportunities to Outside Sales with a written brief.

Outbound Call Activity & Business Development

• Meet weekly targets for outbound dials, connected conversations, and qualified opportunities.
• Follow up on field-deployed samples with structured call sequences to advance or close opportunities.
• Reactivate dormant accounts through outreach based on application fit and new capabilities.
• Conduct needs-based phone discovery, document findings in Salesforce, and advance or escalate opportunities.

Vertical Expertise & Solutions Selling

• Build working knowledge of applications, substrates, regulations, and competitors in assigned verticals.
• Articulate Forza's solution value by leading with the application and problem, not product and price.
• Use sell-through data, trends, and TAM insights to identify underserved accounts and whitespace.
• Partner with technical resources on application-specific solutions for complex needs.