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Inside Sales Rep (ISR) At Identiv

Location: Burnaby, British Columbia

Job Description

Inside Sales Rep (ISR) - Detailed Job Description

ABOUT US:

Delivering telephone entry and security systems rooted in technology advancement since
1969, Viscount Acquisitions ULC a Burnaby, BC based operating business unit of Identiv
INVE (NASDAQ). Our products have been deployed in more than 35,000 sites, 30 countries
and within multi-dwelling units (MDU’s) including high rise, mid-rise, low rise condominium
complexes, apartments, strata’s and multi-purpose commercial/residential buildings.

ABOUT THE POSITION:

We are looking for the right person to help us expand our presence as a leader in the
Telephone Entry and Visitor Access Management space. We are on the hunt for someone to
help fuel our ambitious growth. Our ISR will work closely with the Sales Manager of the
telephone entry business, our manufacturer rep firm partners, distribution partners and our
dealer/installers to identify and convert new customers, grow existing accounts and meet and
exceed quarterly sales quotas. Your primary responsibilities will be as follows:

1. MONITOR, QUALIFY AND MANAGE IN-BOUND Customer Calls and NEW BUSINESS LEADS

The ISR will manage lead qualification and early-stage sales for the telephone entry busienss.
Sales inquiries and other marketing-generated leads come from a variety of sources that need
to be regularly monitored (i.e. email boxes, phone inquiries, social media, web forms, event
marketing, etc.). Timely responses, coupled with deep product knowledge, account research
and a clear understanding of the lead source will assist with expeditious response and an
appropriate lead engagement strategy.

2. UNDERTAKE FURTHER LEAD/ACCOUNT RESEARCH

Before and after a lead has been engaged, the ISR will be responsible to undertake extra
research on the company and individual to help facilitate the lead engagement strategy.

3. PASS ON LEADS or Develop Directly

Following initial lead research and qualification, the ISR will pass leads onto the appropriate
salesperson or manufacturer rep firm based on key indicators as defined the manager of the
telephone entry business. Efficient transfer of background information gained from research
activities and/or prospect engagement is necessary for any successful sales conversion.

There will also be many cases where the lead fits within the ISR’s responsibility to engage,
pursue and close that lead.

At certain times, the scope of the ISR’s responsibilities may also include:

SELF-GENERATED LEAD RESEARCH AND OUTBOUND PROSPECTING

Using available tools (including a legacy CRM leads, trade show/conference attendee lists,
industry publications, industry membership lists and Google alerts), to undertake self-
directed research on the industry to uncover new leads for processing.

TRENDING, ANALYSIS, AND OPTIMIZATION

The ISR will be responsible for contributing to the analysis of prospect inquiry and lead
trends. With this information they will participate in the design and implementation of lead
scoring and automation of lead assignment. We will use these reports to derive deep insight
into our performance so that we can improve and transform into a razor sharp sales
organization. Additionally, the role should provide internal feedback as to the quality of leads
coming from each marketing vehicle (email, phone, web forms, etc.) to spot best practices
and areas for improvement in lead generation.

CRM DATABASE MAINTENANCE

Regular maintenance of our CRM (Customer Relationship Management) database will be
required to ensure no incomplete or redundant data exists. Additional tasks may include
updating the type of information we collect and report. Success in this position requires a
passion for talking with people, solving problems, persistence, identifying opportunities and
winning. This role includes heavy call volume and email follow-up with the goal of identifying
“raw” Leads to a call/meeting. The success of the ISR will be measured based on:

  • Number of Appointments set for him/herself, the Telephone Entry Sales Manager
  • Number of “Raw” Leads converted to sales revenue
  • Efficiency/accuracy with which inbound leads are processed
  • Pipeline size attributable to ISR activity and revenue generated

The ISR reports directly to the Sales Manager for the Telephone Entry business. All necessary
computer equipment will be provided. Relocation assistance is not available. The ISR will be
paid an hourly rate plus commission.

ABOUT YOU:

Our new ISR is a sharp and articulate person who is 100% comfortable to spend most of their
day talking to highly professional people. You will need to be a sponge, soaking up knowledge
from Viscount’s experienced Executives, Sales and Marketing Professionals with an eye
towards growing into those roles yourself. Must have a love for technology and learning about
the product portfolio in detail. Ours is an exciting, high growth company with incredible room
for advancement and we prefer to groom our talent from the ground up!

To be effective, you must be able to communicate efficiently and persuasively with a large
assortment of people throughout the workday. It is also very important that you don't take
rejection from sales leads personally; instead focus that energy on "getting to yes" with the
next one. Our ideal candidate is someone who is described by friends as:

  • You like to win. A lot.
  • You are a confident and articulate speaker with the ability to think on your feet.
  • You enjoy talking on the phone.
  • You are comfortable in front of people, prospects and customers
  • You are dynamic, dependable and diligent.
  • You will need to become familiar with CRM database tools and are knowledgeable on
the sales process
  • Did we mention you like to win?

SKILLS AND EXPERIENCE:

  • Five (5) years inside/outside sales experience and/or customer service
  • Experience with CRM products such as Salesforce.com is a plus; willingness to learn is
required
  • Organization and time management skills, with an ability to cope with a fluctuating
workload
  • Ability to adapt quickly to new and varied job tasks in a fast paced environment
  • Incredible attention to detail, to ensure accurate use of internal systems and
processing of information
  • Analytical skills to enable quick compilation of additional research
  • A proven track record in a role supporting sales and/or marketing teams
  • Proficiency with social networking sites liked LinkedIn