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Role Description

The Regional Inside Sale Associate (RISA) will retain and grow existing small to mid-size customers within an assigned territory in the Direct Sales business channel, while also expanding the services offered to those customers, to include targeted rental adjacencies. The RISA is responsible for increasing purchase frequency and the average size of customer orders, while also improving the profitability of the assigned relationships. RISAs also support the pursuit of new business for prospects with employee sizes from 25-99.

To be successful, RISAs will partner closely with the market centers in their territory (General Managers, Sales Manager, Territory Managers, etc.) and the Direct Sale Executives (DSEs) who transition accounts into their territory.

• Achieves or exceeds assigned revenue and margin quotas.
• Builds strong relationships within accounts to drive increased retention and ensure ongoing, changing needs are met.
• Connects Vestis to the customer at multiple levels in both organizations.
• Maintains frequency of purchase and increases the average order size planned for the assigned territory.
• Reduces or maintains discount levels to business objectives.
• Provides samples of products not currently purchased and converts 2 weekly.
• Effectively negotiates and manages pricing strategies to ensure balance between needs of the customer and Vestis.
• Conducts outbound calls (35 per day) to accounts assigned to the region.
• Provides 10 price quotes weekly and closes 60% of these weekly.
• Effectively uses Salesforce to track opportunities, log dials, open/close prospect referrals, track call campaign activity, etc.
• Negotiates contract renewals 6-12 months prior to expiration, to ensure growth and margin expansion.
• Executes price increases in a timely manner and where applicable, in accordance with contract terms.
• Positions and sells Vestis Direct Sale value proposition effectively.
• Manages prospect referrals with 25-99 employees and converts 30% or more to an active buyer.
• Sells adjacency products to targeted accounts.
• Manages, retains, and grows accounts that inflow from a Direct Sale Executive.
• Delegates all post-sale and customer service activity to appropriate sales support representative.
• Instructs customers on how to place orders to deliver the best customer experience.
• Proactively expands business within existing account base.
• Takes initiative and full ownership as needed to address customer needs and maximize revenue.
• Demonstrates an expert understanding of all current product needs within team accounts.
• Effectively positions and sells the ADS product and services portfolio based on the value they bring to the consumer.
• Maintains strong relationships with partnering DSEs and assigned Market Center partners.
• Attends meetings with current customers and team members.
• Provides accurate sales forecasts on a monthly basis and maintains a healthy and current pipeline in Salesforce.
• Supports collection efforts, as necessary.
• Performs other duties as assigned.

Qualifications

• Two to three years of successful inside sales business to business experience.
• Proven telephone selling skills.
• Highly driven to meet goals and self-motivated.
• Proven ability to identify and close sales opportunities.
• Strong customer service skills.
• Superior negotiating and pricing skills.
• Must be highly organized.
• Outstanding communication and follow-up skills.
• Demonstrated ability to effectively collaborate with other internal departments and with an outside field sales team.
• Knowledge of MS Office including Word, Excel, and Outlook.
• Salesforce experience a plus.
• A Bachelor's Degree is preferred but not required.

Benefits

• Comprehensive benefit programs including medical, dental, vision, short and long term disability, basic life insurance, and paid parental leave.
• 401k plan enrollment.
• 80 hours of vacation, 16 hours of floating holidays, and paid sick time every year.
• 9 paid holidays throughout the calendar year.