Inside Sales Representative

INSIDE SALES REPRESENTATIVE

Outbound Sales & Business Development

Location Troy, Ohio (On-Site)

Reports to: Inside Sales Manager

Hours: Monday-Friday (1st Shift)

Department: Sales

ABOUT ARC ABRASIVES
At ARC, we don't just make abrasives, we engineer solutions that help our customers grind smarter, finish faster, and work better. As a leading U.S. manufacturer of non-woven abrasives, we pride ourselves on our grit-both the product and the attitude.

YOUR MISSION
Your mission is simple: create opportunities and turn them into revenue. This role is responsible for proactively reaching out to prospective, existing, inactive, and underdeveloped customers to increase awareness of ARC Abrasives, identify opportunities, introduce products and solutions, and generate profitable sales.

KEY RESPONSIBILITIES

Outbound Sales & Business Development:
Make consistent outbound calls to prospective, existing, inactive, and under developed customers.
Identify new business opportunities within assigned accounts, industries, and geographic areas.
Introduce ARC Abrasives, products, capabilities, and value proposition to potential customers.
Build relationships with purchasing, manufacturing, maintenance, engineering, and other key decision-makers.
Prospect for new customers and develop leads through proactive outreach.
Reactivate dormant and inactive accounts.
Follow up onleads, quotes, samples, trials, and other sales opportunities.
Ask thoughtful questions to uncover customer needs, applications, challenges, and purchasing opportunities.
Convert conversations into qualified sales opportunities and revenue.

Revenue Growth:
Develop strategies to increase sales in areas without dedicated outside sales coverage.
Identify opportunities to increase product penetration within existing accounts.
Cross-sell and introduce additional ARC products when appropriate.
Work toward established sales, activity, conversion, and revenue goals.
Monitor opportunities and consistently move prospects through thesales process.
Prioritize activities based on the greatest potential for profitable growth.

Customer & Account Development:

Establish and maintain strong business relationships through consistent communication and follow-up.
Learn each customer's business, applications, buying habits, and potential needs.
Maintain accurate customer information and sales activity in the CRM.
Document calls, conversations, opportunities, follow-ups, and next steps.
Develop account plans for high-potential customers.

Collaboration:
Partner with Customer Service, Outside Sales, Marketing, and other internal teams to create seamless customer experience.
Communicate qualified opportunities to appropriate sales team members.
Provide marketplace feedback on customer needs, competitive activity, and potential opportunities.
Support outside sales representatives when opportunities develop within their assigned territories.

WHAT SUCCESS LOOKS LIKE
Success in this role is measured by activity, opportunity creation, customer development, and revenue growth.

Outbound calls completed
Meaningful customer conversations
New prospects contacted
New opportunities created
Dormant accounts reactivated
Quotes and samples generated
Follow-up completion
New customers acquired
Sales generated andrevenue growth
Gross margin/profitability
CRM activity and accuracy

WHO YOU ARE
Driven - motivated by goals and measurable results.
Confident - comfortable picking up the phone and starting conversations.
Persistent - consistent with follow-up and resilient to rejection.
Competitive - motivated to win business.
Curious - asks questions and seeks to understand customer needs.
Relationship - Focused- builds trust and credibility.
Self-Motivated - manages time, priorities, and pipeline independently.
Communicative - strong verbal and written communication skills.
Customer-Focused - focused on creating value, not simply making a sale.
Team-Oriented - understands that winning business is a team effort.

QUALIFICATIONS
2+ years of experience in inside sales, outbound sales, business development, customer service, or a related role.
Manufacturing, industrial, distribution, or abrasives experience is a plus.
Proven ability to communicate confidently with customers and prospects by phone.
Strong verbal and written communication skills.
Comfortable making a high volume of outbound calls.
Ability to identify and qualify sales opportunities.
Strong follow-up and organizationalskills.
Proficiency with Microsoft Office and CRM systems.
Ability to learn technical products and understand customer applications.
High school diploma or equivalent; associate or bachelor's degree preferred.

WHAT THIS ROLE IS NOT
This is not a traditional order-taking or inbound customer service position. This role is designed for someone who is willing to pick up the phone, create conversations, uncover opportunities, and drive revenue. You won't wait for the phone to ring-you will make it ring.

WHY ARC?
At ARC Abrasives, we believe in having grit-on the product, in our work, and in the people who make it happen. If you're competitive, curious, energetic, and excited by the opportunity to build something, we'd love to have you join our team.

Your territory is an opportunity. Your phone is your tool. Your results make the difference.