Stephenson Equipment, Inc. ยท 3 weeks ago
Inside Sales Representative & Lead Generation Specialist
Harrisburg,PA,US
Full-time
Onsite
Entry, Mid Level
2+ years expStephenson Equipment, Inc. is focused on driving equipment sales and generating leads. The Inside Sales Representative & Lead Generation Specialist will engage with customers, manage leads, and support the field sales team in selling JCB compact equipment.
Construction
Responsibilities
Sell, lease, and rent equipment, including used equipment, rental fleet, and JCB compact equipment
Work sales opportunities from initial contact to close for new accounts or accounts without current sales coverage
Develop leads and coordinate with SEI outside sales representatives when necessary
Maintain a strong sales pipeline, contributing to overall SEI sales and profit goals
Make a minimum of 50 outbound call attempts per day to engage potential customers
Utilize UCC (EDA) data mining to create weekly prospect lists, targeting equipment purchases made 54 months ago
Identify and engage potential customers, focusing on competitive dealers and brands within our APR
Target specific compact JCB products (SSLs, CTLs, TSs, MHEX)
Focus on key industry segments such as construction and landscaping
Leverage social media platforms to identify and build a database of prospects
Handle incoming calls and emails, ensuring professional and timely responses
Follow up on JCB leads from marketing campaigns, social media, and other sources
Ensure a lead response time of one hour or less and document all interactions in the CRM system
Convert inbound inquiries into qualified sales opportunities and appointments
Record all activities, interactions, and lead details in the CRM for accurate tracking
Provide weekly reports on performance metrics, including call activity, lead conversion rates, and revenue impact
Qualify leads and provide comprehensive insights to support successful sales handoffs
Track and report lead conversion rates, ensuring continuous improvement in sales effectiveness
Maintain high-traffic branch machine lineups for professional appearance and effective presentation
Greet and manage walk-in customers promptly and professionally
Actively convert walk-in inquiries into sales opportunities
Qualification
Required
Proven experience in inside sales or a customer-facing role, preferably within the industry
Ability to build rapport quickly and engage effectively with customers
Strong understanding of CRM systems and data mining tools
Knowledge of the competitive landscape and target industries
Strong drive to meet and exceed performance metrics
High level of motivation and a 'phone animal' approach to sales outreach
Associate or bachelor's degree in business, Sales, Marketing, or related field, OR equivalent relevant experience in sales within the equipment, construction, or industrial sectors
At least 2 years of experience in inside sales, lead generation, or a customer-facing sales role, preferably within the equipment, construction, or industrial sectors
Proven track record of managing high-volume outbound calls, qualifying leads, and converting inquiries into sales opportunities
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals
Ability to write routine reports and correspondence
Ability to speak effectively before groups of customers or employees of organization
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals
Ability to compute rate, ratio, and percent and to draw and interpret bar graphs
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form
Ability to deal with problems involving several concrete variables in standardized situations
Ability to lift 25lbs
Preferred
Experience with CRM systems (such as Salesforce or HubSpot)
Experience with data mining tools (like UCC/EDA)
Experience with social media prospecting
Company
Stephenson Equipment, Inc.
Stephenson Equipment, Inc has been an industry leader in Pennsylvania and New York, Maryland, D.C., and Virginia since 1957, providing sales, rentals, parts and service for construction equipment, cranes, paving, road building and road maintenance equipment.
201-500 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase