Inside Sales Account Manager (Chicago Based)

Job Responsibilities

• Developing lead pipeline and new opportunities for the field and channel sales team
• Driving targeted outbound sales campaigns that generate new customer leads and/or nurture existing leads, to include up-sell opportunities within current accounts
• Qualifying warm leads that have been generated by Marketing
• Providing outbound call pre-show and follow-up to Trade Show and event attendees
• Providing product information and recommendations to end users and channel partners
• Overcoming objections of prospective customers through focused and appropriate sales strategies
• Completing account research/mapping, contact discovery on prospects and key accounts
• Processing quote and contract requests, direct and channel customers
• Setting up and conducting introductory meetings via webex
• Working with field sales team to set appointments with qualified prospects
• Tracking and managing discovery, prospecting and nurture activities in salesforce.com. Update lead and account contact information, maintain e-mail, account information, key contacts and track call activity (including inbound and outbound calls, emails and call reports) on a daily basis
• Providing accurate forecasts of lead progress and status
• Participating in weekly territory team and pipeline calls
• Collaborating with team members to develop account specific strategies

Education, Experience, and Skills

• 2+ years Inside Sales and proven lead qualification experience in a technical industry
• Transportation services experience a huge plus but not a requirement
• Consistent track record of achieving or exceeding quota
• BA degree or equivalent experience
• Strong prospecting skills
• Ability to uncover opportunities in an aggressive market, identifying and recognizing customer requirements, providing recommendations and solutions
• Capacity to make high volume of calls on a daily basis
• Knowledge of Salesforce.com or other CRM system
• Strong phone presence and enthusiasm combined with a consultative sales approach; outstanding follow up and attention to detail
• Minimum travel includes: tradeshows, trainings and sales meetings

Desire to leverage position as a training ground to gain industry and product knowledge for future internal growth