POSITION SUMMARY
The Inside Sales Representative is a revenue-generating role first, responsible for finding, creating, and advancing opportunities through outbound prospecting, distributor engagement, and account development. This seat owns the full CRM lifecycle of every opportunity from creation through close within its pipeline tier and operates in tight synchronization with an Outside Sales so the team is always working the right accounts with the right information. This is not an order-taking position — the expectation is to generate business. Enterprise sales cycles in Forza's verticals can move slowly and involve many touches over many months — this seat is the engine that drives that cycle forward. It doesn't just support the Outside Sales; it actively coordinates the daily rhythm of the Inside/Outside team — setting up the agenda, driving the follow-ups, and making sure nothing sits idle between field visits.
WHY THIS ROLE EXISTS
Long enterprise sales cycles fail from neglect, not rejection. This role keeps opportunities moving between field visits by coordinating daily Inside/Outside priorities so momentum never depends on the next visit.
- Pipeline must be created before it can be closed. This role generates and advances opportunities before Outside Sales visits.
- Field reps cannot be effective when buried in administrative work. This role manages the CRM and visit intelligence, keeping Outside Sales field-focused.
- Revenue erodes when reorder cycles go unwatched. This role protects existing revenue through disciplined outreach between field visits.
- Sales conversations should begin with diagnosis, not a pitch. This role uses Sandler-based discovery to qualify opportunities before advancing them.
ESSENTIAL DUTIES & RESPONSIBILITIES
Opportunity Generation & Prospecting
- Set follow-up rhythms and next steps to keep long-cycle opportunities moving between field touches.
- Create opportunities through cold and warm outreach to distributors, branch representatives, and end users.
- Run structured prospecting cadences for dormant accounts, distributor whitespace, and market-identified prospects.
- Use Sandler discovery to qualify need, fit, timing, authority, and budget before advancing opportunities.
- Convert inbound inquiries into pipeline the same day, assigning every lead an owner and next step.
Pipeline Ownership & Salesforce Management
- Own assigned Salesforce opportunities from creation through close, up to the designated threshold.
- Keep CRM stages, activities, next steps, and close dates current.
- Flag stalled deals, escalate whitespace accounts, and ensure no opportunity exceeds the 30-day contact cadence.
- Report pipeline status to the National Sales Manager.
- Route above-threshold opportunities to Outside Sales with a written brief.
Outbound Call Activity & Business Development
- Meet weekly targets for outbound dials, connected conversations, and qualified opportunities.
- Follow up on field-deployed samples with structured call sequences to advance or close opportunities.
- Reactivate dormant accounts through outreach based on application fit and new capabilities.
- Conduct needs-based phone discovery, document findings in Salesforce, and advance or escalate opportunities.
Vertical Expertise & Solutions Selling
- Build working knowledge of applications, substrates, regulations, and competitors in assigned verticals.
- Articulate Forza’s solution value by leading with the application and problem, not product and price.
- Use sell-through data, trends, and TAM insights to identify underserved accounts and whitespace.
- Partner with technical resources on application-specific solutions for complex needs.
WHAT THIS ROLE REQUIRES
The Pipeline Standard — this seat is measured by whether pipeline stays full, current, and moving, not just occupied.
- Consistent daily synchronization with the Outside Sales partner, including the pre-standup brief.
- Disciplined routing of above-threshold opportunities to the Outside Sales with a complete written brief.
- Travel (Air and Car) is required to client locations up to 50%.