Inside Sales Representative

The Inside Sales Representative works closely with regional sales leadership and field sales teams to support sales initiatives, maintain accurate forecasts, analyze sales performance, and maximize product utilization across the existing customer base. The ideal candidate is an initiative-taking, customer-focused professional with effective communication, organizational, analytical, and critical thinking skills who thrives in a fast-paced environment and is committed to achieving sales objectives.

Key Responsibilities

• Revenue Growth and Account Development: Drive incremental consumables revenue across existing Hamilton Medical accounts by identifying growth opportunities, expanding product-line penetration, and managing the sales process from opportunity identification through execution.
• Service Contract Sales: Promote the adoption and expansion of service contracts across the existing Hamilton Medical customer base.
• Customer Follow-Up and Product Utilization: Follow up with customers after the installation of Hamilton Medical ventilators, consumables, and supplies to assess customer satisfaction, support effective product utilization, and identify opportunities to expand the use of Hamilton Medical’s product portfolio.
• Sales Forecasting and Pipeline Management: Develop and maintain monthly and rolling sales forecasts covering active opportunities and pending business. Collaborate with Regional Sales Directors to monitor field sales team compliance with sales processes, forecasting requirements, and CRM documentation.
• Software Upgrade Opportunities: Identify and pursue sales opportunities for new software releases and upgrades across the existing installed base.
• Lead Generation and CRM Management: Prospect for new sales leads and business opportunities, maintain accurate records, and ensure timely updates to all relevant lead and opportunity information in the CRM system.
• Sales Analytics and Reporting: Develop actionable sales analytics and reports to identify trends, improve device utilization, and increase consumables revenue within existing customer accounts.
• CRM Subject Matter Expertise: Serve as a subject matter expert for CRM-related activities, including maintaining account demographics, managing contact records, and preparing sales quotations through Microsoft-based systems and tools.
• Business Systems Support: Provide support for Hamilton Medical's hosted business systems, including CRM, Configure, Price, Quote (CPQ), and Power BI.
• Product and Pricing Knowledge: Maintain a thorough understanding of Hamilton Medical product lines, pricing structures, and part numbers to support accurate quotations and effective sales execution.
• Sample Product Coordination: Coordinate and facilitate the shipment of consumable product samples to support customer evaluations and sales opportunities.
• Sales Meeting Participation: Attend and participate in sales meetings, both in person and remotely, as required.
• Additional Responsibilities: Take on special projects and additional duties as assigned to support departmental and organizational objectives.

Qualifications

• Experience collaborating with and supporting field sales teams in areas such as contracting, sales forecasting, and order processing.
• Strong analytical skills and exceptional diligence.
• Proficiency in Microsoft Office applications, particularly Excel and Access, including the ability to develop and maintain spreadsheets and databases.
• Strong computer skills, including proficiency in internet-based research and business applications.
• Excellent telephone, written, and verbal communication skills.
• Strong interpersonal skills and the ability to build and maintain effective customer relationships.
• Self-motivated, proactive, and capable of working independently with minimal supervision.
• Strong organizational, time-management, and problem-solving skills.
• Ability to lift up to fifty pounds occasionally, particularly when setting up or dismantling equipment for trade shows or other events. The role is otherwise primarily sedentary, involving extended periods of sitting while working at a computer or telephone.

Education/Experience

• Previous sales experience, preferably in medical equipment, medical distribution, manufacturing, or business-to-business (B2B) sales.
• Inside sales experience in a manufacturing environment is strongly preferred.
• College degree recommended.