Inside Sales Representative

Description

Inside Sales Representative

Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment.

Location: Fully Remote

Language(s) Requirements

Fluent in English; proficiency in additional languages is a plus

Travel

10%

Role Summary:

The Inside Sales Representative for Buckman is responsible for managing and growing the Inside Sales territory in North America by driving engagement with customers that prefer to be served from a virtual platform. The initial focus will be on new customer acquisition, cross-selling and recapture opportunities across Buckman's business segments, identifying and nurturing sales opportunities through proactive remote digital outreach and meaningful engagement with potential customers throughout the buying journey. This role involves building strong relationships and leveraging these personalized touchpoints to exchange relevant insights that capture and address core needs, effectively communicating and driving value in areas where Buckman can make the greatest impact. The role involves leveraging Buckman's capabilities, as well as utilizing voice of customer and market trends in developing and executing go-to-market strategies and campaigns to meet sales and profitability targets. The Inside Sales Representative is responsible for championing a high safety culture, setting the strategy to win, and delivering results, and is a key enabler of the larger omni-channel approach.

Main Responsibilities:

New Customer Acquisition-Increased Revenue, GP, and Share of Wallet

• Consistently deliver on quarterly revenue and profitability targets and performance metrics: customer interactions, response time, lead qualification, pipeline build and new customer acquisition.
• Build and maintain a robust, high-velocity sales pipeline to drive and sustain growth.
• Develop and execute targeted campaigns for new customer acquisition, share of wallet growth and customer recapture to generate new leads and expand the customer base. Leverage internal subject matter experts, AI tools, engagement platforms, cold-calling, video conferencing, emails and other digital channels to identify and meaningfully engage prospects.
• Respond to all inbound inquiries within the same day by phone, qualify leads, and swiftly convert them into sales opportunities.
• Maintain accurate and up-to-date records of customer interactions and sales activities in the Dynamics CRM system.
• Actively participate in the S&OP processes and collaborate effectively with business development, research & development, marketing, technology, operations, and smart digital in accelerating customer acquisition and providing an unmatched customer experience.
• Cultivate deep customer relationships, continuously questioning to uncover opportunities to deliver additional value; engage marketing and technical colleagues to address strategic needs through innovation.
• Collaborate with marketing and commercial excellence to create compelling sales materials and messaging and present these to prospects, continuously gather customer feedback to further refine messaging around Buckman’s unique value.
• Enhance the customer onboarding experience and improve retention rates through consistent, documented contact. Coordinate orders, obtain forecasts, optimize pricing and demonstrate customer-centricity through the deft and coordinated handling of any customer concerns: technical, logistics, quality, regulatory, etc.
• Champion sales process excellence and support the training and mobilization of other team members.

Requirements:

• Bachelor’s degree in chemistry, business administration or relevant field
• 2 years + experience in Inside Sales or Business Development with proven record of consistently meeting or exceeding sales targets and KPIs
• Excellent verbal and written communication skills, attentive to detail with the ability to naturally adapt communication style to influence stakeholders and drive results
• Sharp hunting skills, including prospecting, qualifying, and closing deals
• Follow-through: skilled in progressing customers through the sales cycle starting from research and discovery to opportunity development and closing
• Customer-focused with the ability to understand and address core needs while cultivating and maintaining lasting relationships
• Strong organizational and time management skills, with a strategic focus on adapting to evolving business priorities
• Agile in response to changing market conditions, customer needs, and situations
• Proficient in CRM and sales automation tools, with a keen enthusiasm for exploring and piloting new technologies
• Curious, teachable, and enthusiastic about continuous improvement
• Self-motivated with a strong drive to achieve and exceed goals
• Team Player: Ability to work collaboratively within a team environment
• Resilience: Ability to handle rejection and maintain a positive attitude

Preferred Experience:

• 2 years + of chemical industry experience
• Mastery of Insight Selling
• Strong understanding of smart digital solutions, emerging technologies and potential impact on both the strategy and customer opportunities
• Experience with remote or hybrid work environments
• Understanding of business/finance and terminology