Job Summary: The Inside Sales Representative will work closely with Elevate97's Outside Account Executives and Account Managers to generate new business, develop qualified sales opportunities, support existing customer relationships, and assist with the execution of customer projects. The Inside Sales Representative will participate in project execution to understand how Elevate97 delivers work, manages timelines, coordinates production, fulfills orders, and ultimately delivers value to the customer. This experience is intended to develop a well-rounded salesperson who understands both how to sell the work and how to successfully execute it.

Essential Duties and Responsibilities:

Inside Sales & Business Development

• Research and identify prospective customers that align with Elevate97's target customer profile.
• Develop and maintain prospect lists within HubSpot.
• Conduct outbound prospecting through phone calls, email, LinkedIn, and other appropriate channels.
• Establish initial relationships with prospective customers and identify potential business needs.
• Qualify prospects based on customer fit, opportunity, timing, budget, and potential scope.
• Schedule qualified sales meetings and introductions for Outside Account Executives.
• Re-engage past, inactive, and existing customers to identify potential new opportunities.
• Develop smaller opportunities independently as experience and knowledge grow.
• Follow up consistently with prospects and open opportunities.
• Maintain accurate HubSpot activity, contact information, and opportunity status.

Sales Support

• Work closely with Outside Account Executives to identify and develop new business opportunities.
• Assist AEs with prospect research, customer outreach, follow-up, proposals, and presentations.
• Help identify opportunities for additional services within existing customer relationships.
• Support sales campaigns and targeted prospecting initiatives.
• Assist with gathering customer information and requirements needed to develop accurate quotes and proposals.
• Learn Elevate97's capabilities and how they can be applied to different customer needs and industries.

Project Coordination & Execution

• A significant component of this position will be hands-on exposure to the execution of customer projects.
• Participate in project kickoffs and internal project meetings.
• Assist with coordinating smaller projects from order through completion as experience develops.
• Help collect and organize artwork, specifications, quantities, shipping information, and other project requirements.
• Coordinate with Account Managers, estimating, production, fulfillment, installation, and logistics teams.
• Monitor project timelines, milestones, and deliverables.
• Communicate project updates and potential issues to the appropriate internal team members.
• Assist with identifying and resolving project issues.
• Learn how changes in scope, specifications, materials, quantities, timing, freight, and installation can impact project cost and profitability.
• Participate in post-project reviews to understand project performance and lessons learned.

Sales & Execution Development

• The Inside Sales Representative will develop an understanding of the complete customer lifecycle:
• Prospecting → Qualification → Quoting → Selling → Project Execution → Fulfillment → Customer Delivery → Follow-Up
• Ask better questions during the sales process.
• Understand what information is required to accurately quote a project.
• Set realistic customer expectations around production and delivery timelines.
• Identify potential production, fulfillment, installation, and logistics challenges before a project is sold.
• Recognize opportunities for additional services.
• Understand the relationship between scope, cost, pricing, and profitability.
• Communicate Elevate97's capabilities with greater confidence and credibility.

Cross-Functional Training

• During the first 90–180 days, the Inside Sales Representative will receive exposure to key areas of Elevate97's business, including:
• Sales and business development
• Account management
• Estimating
• Production and Fulfillment
• Design
• Logistics and shipping
• Installation
• Project management
• The goal is to develop a strong working knowledge of how a project moves through Elevate97 from the initial customer conversation through final delivery.

Qualifications & Experience

• Bachelor’s or associate Degree or equivalent base of related experience in Customer Services.
• 0-3 years of experience in customer service/sales.

Performance Expectations

Success in this role will be measured by a combination of sales activity, qualified opportunity generation, revenue, project execution, and professional development.

Business Development

• Consistent outbound prospecting activity.
• Approximately 10–12 qualified sales meetings per month once fully trained.
• Development of approximately $75,000+ in qualified sales pipeline per month as the role matures.
• Approximately $750,000–$1,000,000 in annual qualified pipeline generated.
• Identification of new customers and new opportunities within existing relationships.

Revenue

• Development of approximately $200,000–$300,000 in annual revenue through opportunities directly generated or managed by the Inside Sales Representative as the role matures.
• Generation of additional revenue through opportunities sourced for Outside Account Executives.
• Progressive growth in the size and complexity of opportunities managed independently.

Project Execution

• Accurate project information and documentation.
• Effective communication with internal teams and customers.
• Meeting project timelines and milestones.
• Identification of potential issues before they become problems.
• Demonstrated understanding of project scope, costs, margins, and customer expectations.

Professional Development

• Increasing knowledge of Elevate97's products, services, capabilities, and processes.
• Demonstrated ability to qualify and develop opportunities.
• Increasing independence in managing customer opportunities and smaller projects.
• Demonstrated progression toward greater sales responsibility.

Job Knowledge, Skills and Abilities:

• Language skills; interpersonal and communication skills are required.  Ability to effectively present information in one-on-one and small group situations. Strong ability to work effectively with a wide range of constituencies in a diverse community.
• Develop effective relationships, provide leadership, and integrate diverse organizations and individuals towards profitability objectives is critical.
• Work well with others in a team environment. Ability to coordinate and organize meetings and/or special events.
• Possesses an exceptional attention to detail, and the ability to analyze information and solve problems.
• Ability to follow instructions and work independently.
• Negotiate and manage contractual arrangements.
• Experience including Microsoft Office [Access, Excel, Outlook, PowerPoint, and Word.
• Take initiative eagerly, persist at tasks, and maintain a high energy level to achieve specified goals.

Values & Their Competencies

Creativity

·        Innovator- Develops fresh ideas that provide solutions for our clients and workplace challenges.

·        Visionary- Sees the big, long-range picture.

·        Dreamer- Dreams big.

·        Challenger- Challenging the status quo is par for the course and done in the spirit of getting to the best solutions and the most brilliant ideas.

·        Risk Taker- Understands that risk is often necessary to actualize big goals.

Accountability

·        Accountable- Takes personal responsibility for the quality and timeliness of work and achieves results with little oversight.

·        Development-Displays ongoing commitment to learning and improvement for self and the team.

·        Client Focused- Builds and maintains client satisfaction with the products and services offered.

·        Goal Driven- Has the ability to maintain goal direction despite obstacles; the ability to stay on target, regardless of circumstances.

·        Organizer- Coordinates ideas and resources to achieve goals.

Relationships

·        Social- Motivated by opportunities to be of service to others and contribute to the progress and well-being of society.

·        Listener- Understands and learns from what others say.

·        Communicator- We communicate and act from the heart to strengthen our relationships.

·        Team Driven- Promotes cooperation and commitment within a team to achieve goals and deliverables.

·        Influencer- Influences others to be excited and committed to furthering the organization’s objectives.

·        Coach & Mentor- Enables co-workers to grow and succeed through feedback, instruction, and encouragement.

Integrity

·        Integrity- Earns others’ trust and respect through consistent honesty, empowerment, and professionalism in all interactions.

·        Honest- Believes that honesty is the best policy.

·        Ethical- Acts ethically to do the right thing, always.

·        Respectful- Lives and works by the Golden Rule. Treating others with dignity and respect.

·        Service Focused- Guided by generosity and compassion, dedicates talents in service to our community. 

Excellence

·        Strategic Planner- Looks at the ability of the team to develop a vision for the future and create a culture in which the long-range goals can be achieved.

·        High Standards- Strives to exceed expectations.

·        Detail Oriented- Diligently attends to details and pursues quality in accomplishing tasks.

Quality Focused- Strives to produce high quality the first time and maintain high standards every time.