Corporate Account Specialist

Join a Milwaukee Journal Sentinel Top Workplace hall of fame company, 15 years in a row! Maybe it's our focus on employee culture, maybe it's the generous time off, or just that we are an Employees First company altogether, but there's a reason why you'll find most of our employees have made Inpro their career, not just a job. We are currently seeking a motivated Inside Sales Manager to join our IPC sales team.

Position Summary: The Corporate Account Specialist is a sales position responsible for exceeding sales targets, increasing margins, and reducing controllable returns and allowances within the dialysis healthcare market, along with some of our key corporate accounts outside of the healthcare market. This will be achieved by identifying, developing, and maintaining existing and new accounts. The Corporate Account Specialist will utilize territory business plans, call programs, and marketing objectives in accordance with Inpro's Mission Statement and as a part of the overall team strategy.

Primary Individual Duties:

• Continually supports and adheres to the Corporate Values, Vision and Mission Statement of Inpro Corporation.
• Develop and maintain a focused strategic sales plan, in conjunction with our business development team, to increase business opportunities to achieve or exceed sales targets.
• Work within our top retail customers' systems to provide fast and efficient turnaround times
• Communicate with our top retail customers in a clear and efficient manner
• Actively communicate to develop and maintain its current and future top dialysis customers.
• Prospect daily to uncover new lead opportunities or accounts within the dialysis markets.
• Consistently maintain sufficient phone activity daily to exceed sales target
• Keep activities and Joblist follow-ups current
• Generate sufficient monthly quoting activity to support sales target
• Effectively and timely follow-up on all quotes, bids, leads, and opportunities to improve close ratio
• Utilize technology - CRM, Dodge, Territory Searches, Google Alerts, LinkedIn, SCORE reports etc.
• Keep accounts updated and current
• Document and identify end-users for each opportunity/project
• Utilize SEC to get ITB's reviewed and downloaded on time to meet bid deadlines
• Key Responsibilities:
• Identify and develop relationships with all key decision makers related to accounts to maximize sales opportunities and close ratios, i.e. architects, designers, consultants, end-users.
• Coordinate set-up, administration and maintenance of specific Healthcare Corporate Accounts between Inpro departments, as determined by manager.
• Update and maintain sales reports for the dialysis market within Healthcare Corporate Accounts.
• Work with marketing to develop materials needed for the growth of dialysis Healthcare Corporate Accounts.
• Work effectively within the Corporate Account team
• Utilize effective, regular and positive communication with Territory Managers to maximize territory penetration, if needed
• Develop and maintain a list of top accounts and projects within the dialysismarket.
• Act as an industry resource and Divisional product(s) expert for technical assistance and support, including product recommendations, specifications, etc.
• Identify and analyze competition for corporate account pricing.
• Know your accounts, the specifics of each project, and the strengths and weaknesses of all players involved to maximize close ratios and company profitability. Utilize Bluesheets when applicable.
• Maximize selling time by appropriately leveraging internal resources, i.e. Sales Support, Sales Estimating Coordinator, IT, Estimating, Quality Assurance, Finance etc.
• Maintain efficient sales office procedures for productive use of time and insure the maintenance of accurate and updated account files and follow-up procedures.
• Demonstrate effective project management skills through timely follow up and coordination to maximize close ratio. Ensure all policies and procedures are followed during the project process.
• Effective and clear communication utilizing Professional Tele-selling Skills to uncover customer needs in all divisions.
• Effectively demonstrate the ability to complete all functional requirements of a Sales Specialist, and consistently utilize these skills to accomplish your sales goals.
• Educate customers on the benefits of choosing Inpro with ease and confidence.
• Exude passion and dedication every day to succeed.

Job Specifications:

• College degree required.
• 2-4 years experience in sales or business
• A track record of successful team work.
• Self starter who is capable of taking initiative, working independently, as well as an effective and valued team member.
• Ability to handle multiple tasks simultaneously with timely follow through and accuracy in completion of tasks.
• Ability to handle all types of customers and to resolve conflicts confidently and composedly to maintain a positive and continuous relationship.
• Must possess above average problem solving skills.
• Excellent listening, probing, and closing skills.
• Effective time management skills and ability to prioritize tasks and complete projects on schedule.
• Must demonstrate professional oral and written communication skills.
• Must be competent in computer skills (word processing, spreadsheets, data bases, electronic mail). Background in automated sales office systems is helpful.
• Ability to adapt quickly and positively in response to demands of company growth and development.