We are currently seeking a Inside Sales Representative to acquire new customers and convert current customer accounts from transactional waste only service to value added service offerings. This position obtains new business and incremental revenue through outbound sales calls, outbound lead campaigns and outbound prospecting. This position does not receive unsolicited inbound calls, unsolicited new customer referrals, or engaged prospects.

Essential Duties and Responsibilities:

• Makes outbound sales calls to prospective and existing customers to sell our products and/or services. Acquires new customers and converts existing customers through prospecting in assigned territory, outbound marketing/lead campaigns and referrals. Utilizes effective sales skills to attain a minimum 100% of assigned revenue and quota goals.


• Builds a pipeline of potential future business by prospecting via the Internet, assigned territory lists, outbound marketing/lead campaigns and other sources as identified.


• Based on the Rules of Engagement policy, all outbound prospects/calls must be researched, verified, and the appropriate searches conducted in the Customer Relationship Management (CRM) tool. The OTR will determine if another sales rep is currently engaged or has initiated contact with the account, if the prospect is in their assigned territory, and/or which department is best suited to handle the prospect. All special circumstances including cross-territory opportunities must be properly documented and either transferred or shared according to the Rules of Engagement policy.


• Effectively uses internet and other resources to better understand client’s industry and business needs.


• Forecasts month and quarter sales to within 5% of actual results.


• Effectively meets assigned performance factors (key expectations) within assigned parameters including number of outbound calls, sales cycle/pipeline management, program level mix and close ratio. Tracks details of lost opportunities to improve close ratios.


• Targets upgrade and cross-sell opportunities of additional Stericycle products/services.


• Effectively uses technology based CRM (Customer Relationship Management) tool for lead follow-up, sale cycle disposition, pipeline management, forecasting and lost opportunity tracking. Keeps comprehensive and accurate notes in the system.


• Effectively qualifies clients through use of value-based selling methods.


• Performs other related duties as required or requested.

Education and Experience:

• Education equivalent to Bachelor’s Degree in sales or marketing preferred, demonstrat-ing good knowledge of business processes and order entry systems. Or Bachelor’s de-gree in other related field, with previous sales and/or marketing experience. Or two or more years of outbound sales experience, or the equivalent in related work experience, demonstrating the ability to manage and develop existing and prospective accounts. Must have experience with customer relations and support as well as exhibit leadership abilities.


• Two or more years of telesales experience, or the equivalent in related work experience, demonstrating the ability to manage and develop existing and prospective accounts. Must have experience with customer relations and support.


• Demonstrates general knowledge of Microsoft Word, Excel and Outlook as well as experience with a technology based Customer Relationship Management (CRM) tool is a plus.