Job overview:

The Inside Sales Specialist – Sports & Entertainment is a hands-on role that plays an active part in helping develop Ross Video’s pipeline for revenue generation through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. As a direct extension of our front-line group of Regional Sales Managers, the Inside Sales Specialist facilitates sales opportunities with both end users and via Ross’ authorized Business Partner network.

Who you report to: Director, Business Operations & Inside Sales

What we offer:

Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got an energizing environment here.

What the job is all about:

• Handle inbound, unsolicited prospect calls and convert them into sales.
• Make outbound follow-up contact with existing customers via telephone and e-mail to determine customer satisfaction, cross-sell and up-sell opportunities.
• Advise and assist business partners, system integrators and clients concerning sales and purchase of Ross Video product line.
• Emphasize product/service features and benefits, prepare quotes, and discuss terms.
• Identify decision makers within targeted leads to begin sales process.
• Overcome objections of prospective customers.
• Work collaboratively with Regional Sales Managers to determine and implement opportunity specific sales approaches guided by the Ross Way To Sell.
• Manage the day-to-day activities to support the sales efforts within several identified sales territories, including preparing quotes and providing guidance to re-sellers, system integrators and clients to facilitate the purchase of Ross solutions.
• Manage monthly pipeline review activities to ensure accurate Territory forecasting.
• Ensure customer order flow by following the clean order criteria.
• Maintain accurate customer data, ensure follow-through of opportunities by completing requests, documenting activity and setting up reminders for next steps within Salesforce.com
• Assist in resolution of customer issues regarding equipment, supplies, and services.
• Proactively manage key sales campaigns identified in the annual territory plan.
• Forecast sales activities and prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Maintain and expand the company’s database of prospects by entering new customer data and updating changes to existing accounts in Salesforce.
• Assist in creating RFP responses.
• Set up and deliver sales presentations, product/service demonstrations, and other sales activities.
• Assisting in coordination and liaison with other departments.
• Monitors and evaluates the activities and products of the competition including reviewing articles in trade publications to keep abreast of technological developments.
• Where necessary, support efforts at trade shows, exhibits, and other events.

Who you are:

• University degree or College diploma in Business, Commerce, or related discipline, and/or equivalent work experience.
• 2 years’ experience in a customer-facing environment, and at least 1 year of experience in a complex sales environment, ideally in Inside Sales.
• Demonstrated experience in opportunity qualification, pre-call planning, call control, account development, and time management.
• Demonstrated ability to build and maintain lasting relationships with customers and partners.
• Experience in sales forecasting and pipeline management.
• Well-developed communication and presentation skills, both in-person and virtually,
• Experience with customer relationship management (CRM) software such as Salesforce.com, as well as quoting tools (CPQ & Excel) to generate and manage customer accounts and proposals.
• Strong problem identification and objection resolution skills.
• Ability to work in a fast paced, dynamic environment while learning complex new concepts.
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Desire to constructively contribute to a team environment.
• Bilingualism in English and French, or another language applicable to the region is considered an asset.
• Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events.