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Inside Sales Representative

Posted on: Wednesday 10/26/16

Description

POSITION SUMMARY:

The Inside Sales Representative is responsible for contacting new and prospective customers that have shown interest in XOS products to assess their needs and interest level.  The Inside Sales Representative will quickly build rapport, while establishing trust and credibility through a consultative selling style based on knowledge of customer applications and XOS technology.  Through this approach, the Inside Sales Representative will screen and qualify leads, building a strong pipeline for the field sales team to close.  This position will also work closely with the Service team helping to sell service contracts over the phone.  The ideal candidate for this role will be ambitious, outgoing, and aspire to have a big impact on the XOS business.

Responsibilities:

  • Develop a sound understanding of XOS products and services, customer applications, and competitive offerings
  • Qualify leads generated by marketing activities to assess their suitability and readiness for the field sales team
  • Engage customers and prospects via phone to qualify them as sales opportunities and assign them to the appropriate owner, as well as to relay promotional offerings
  • Develop and follow standard work to contact and convert leads to opportunities
  • Demonstrate technical and application knowledge to provide prompt, accurate answers, assess customer needs, and successfully qualify leads
  • Provide product demonstrations via video or on web platform to give prospective customers a basic understanding of XOS product performance
  • Populate and maintain the highest standards of data integrity in Salesforce.com and marketing automation tools like HubSpot
  • Collect and provide constructive feedback to cross-functional team members to drive continuous improvement in the lead generation process at XOS
  • Track key performance indicators (KPIs) through visual management and participate in counter-measuring, if and when necessary
  • Participate in the planning of marketing campaigns, promotional offers, and other demand generation activity
  • Assist in the Voice of the Customer initiatives via phone to better understand customers’ needs
  • On occasion, travel to tradeshows, conferences, customer facilities, or benchmarking sites to deepen understanding of customer needs and contribute to improvements in Sales and Marketing

Qualifications

Critical Success Factors

  • Entrepreneurial mindset, ability to work independently driving actions and getting results
  • Effective prioritization, capability to act with speed and agility
  • Excellent time management and organization skills
  • Demonstrate solid understanding of customer expectations and end-user needs
  • Tenacious and steadfast in the face of a persistent challenge
  • Willingness to go above-and-beyond to support customers and meet XOS growth expectations
  • Consistently bring energy and purpose to the workplace every day

Required Skills/Experience:

  • Strong and professional presence on the phone
  • Must be consummate team player with excellent interpersonal skills able to develop relationships quickly and easily
  • Comfort-level with technical discussions, able to quickly assess end-user needs

Desired Skills/Experience: 

  • A minimum of 2 years of sales experience; tele-sales in a business-to-business environment is highly desirable
  • Instrumentation and/or x-ray experience
  • Experience selling a highly technical product
  • Strong working knowledge of SalesForce.com

Education

  • Bachelor’s degree from an accredited college or university is required; Bachelor’s in Chemistry/Engineering/Physics is strongly preferred

Travel Requirements

  • 5-10% domestic

Key Relationships:

  • Marketing teammates
  • Field Sales
  • Applications Engineers
  • Service/Support
  • Channel Partners

ABOUT XOS:

XOS is a leading manufacturer of application-specific X-ray analyzers, offering elemental analysis solutions that improve public safety and customer efficiency in industries like petroleum, consumer products, and environmental compliance. For petroleum applications, XOS offers portable, lab, and process analyzers with unrivalled precision at the push of a button. XOS also offers High Definition XRF (HDXRF®) analyzers for the detection of toxic elements in consumer products, such as toys and apparel and areas of environmental regulation, like soil and water. XOS’s advanced optics and OEM sub-systems can increase precision, speed, and spatial resolution, while decreasing the size, complexity, and cost of the instrument.  XOS: Better Analysis Counts.

ABOUT DANAHER:

Danaher is a global science and technology innovator committed to helping our customers solve complex challenges and improve quality of life around the world. Our family of world class brands have unparalleled leadership positions in some of the most demanding and attractive industries, including health care, environmental and communications. We are a globally diverse team of 66,000 associates united by a common culture and operating system, the Danaher Business System, which serves as our ultimate competitive advantage. In 2013, we generated $19.7 billion in revenue and our market capitalization exceeded $52 billion. We are ranked #152 on the Fortune 500 and, during the past 20 years, our stock has outperformed the S&P 500 Index by nearly 2,800 percent.

To Apply:

X-Ray Optical Systems, Inc. takes affirmative actions as an equal opportunity employer to attract, promote and retain the most fully qualified candidates without regard to characteristics such as race, color, national origin, religion, gender, age, marital status, disability, veteran status, citizenship status, ancestry, sexual orientation or gender identity.

Please apply online via our website at https://xos.com/about-xos/careers/