Inside Sales Representative

Position: Inside Sales Representative
Department: Sales
Compensation: $23-25 Hourly plus Commission Incentives

Expected total compensation opportunity of approximately $70,000-$85,000 annually for a successful performer, based on individual production and incentive earnings.

Schedule: Monday through Friday, Frist Shift
Overtime required during high demand.

Primary Role: The Inside Sales Representative's primary role is to generate revenue by proactively selling the company's products, services, memberships, and appointments through outbound calling, follow-up, and rehash.

Supervisor: Director of Sales & Marketing

• Minimum two years' experience in inside sales, outbound sales, appointment setting, call-center sales, or a similar revenue-producing role preferred.
• Comfortable spending a significant portion of the workday making outbound calls, texts, and emails.
• Strong ability to ask questions, identify customer needs, communicate value, overcome reasonable objections, and ask for the sale or appointment.
• Professional verbal, phone, written, and interpersonal communication skills.
• Able to learn software applications and use them with proficiency, accuracy, and confidence.
• Working knowledge of Microsoft Office and Google Workspace.
• Ability to quickly learn the functionality of the company’s CRM, and other company sales tools, and successfully utilize them.
• Superior organizational, time-management, pipeline-management, and follow-through skills.
• Able to work independently with limited supervision while contributing to department and company goals.
• Able to remain persistent, professional, and productive in a high-volume sales environment.
• Competitive, accountable, coachable, and motivated by measurable results.
• Must be reliable, honest, cooperative, and discreet when handling customer or company information.
• High school diploma or GED equivalent.

• Perform all duties in accordance with company policies, procedures, sales processes, and approved customer communication standards.
• Represent the company in a professional and ethical manner consistent with Midwest Heating & Cooling's values.
• Conduct outbound calls, texts, and emails to sell the company's products, services, memberships, and appointments.
• Sell residential tune-up and maintenance appointments.
• Sell residential service-call appointments for repair and diagnostic needs.
• Sell new residential and commercial maintenance memberships and rehash expired, cancelled, or previously declined membership opportunities.
• Sell qualifying indoor air quality products, accessories, duct-cleaning services, and IAQ-related services.
• Sell residential replacement sales appointments for heating, cooling, heat pump, ductless, and other qualifying replacement opportunities.
• Sell Commercial Maintenance Agreement (CMA) appointments and commercial sales appointments for qualifying replacement, retrofit, or project opportunities.
• Rehash existing residential sales estimates to create reset-to-close appointments, renewed sales conversations, or closed sales when appropriate.
• Rehash open service estimates and recommendations to sell return visits, repairs, diagnostics, maintenance, memberships, or replacement opportunities.
• Rehash open IAQ estimates and recommendations to close previously presented products and services.
• Work aged, dormant, and unsold estimates from all assigned departments to return customers to an active sales cycle.
• Use customer history, prior estimates, stated timing, previous recommendations, and documented needs to create relevant reasons for follow-up.
• Ask for a clear next step on every qualified conversation, including a direct sale, booked appointment, reset-to-close, or scheduled follow-up.
• Inform and educate customers on the products and services the company provides and communicate current promotions, rebates, and approved offers accurately.
• Schedule appointments in accordance with the company's approved methods to maximize selling potential and available field capacity.
• Maintain accurate and timely documentation of leads, estimates, outbound activity, appointments, sales, memberships, and follow-up in the company’s CRM.
• Track assigned opportunities through disposition so customers are not left in an undefined or inactive status.
• Maintain a working knowledge of current products, services, memberships, promotions, rebates, and sales programs.
• Escalate customer concerns, pricing questions, or situations outside the representative's authority to the appropriate manager.
• Participate in sales training, coaching, call review, campaigns, and company lead-generation initiatives as required.
• Other duties as assigned that are consistent with the sales-focused purpose of the position.

• Expected to meet, or exceed, minimum:
  • Scorecard metrics (KPIs)
  • Activity standards
  • Sales goals
    
• Commission rates, spiffs, eligibility requirements, and payment triggers are maintained separately in the Inside Sales Representative Compensation & Incentive Agreement.
• The hourly range and total compensation opportunity listed above do not guarantee incentive earnings; actual compensation will vary based on individual performance and qualifying sales.

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