About the position
The Regional Sales Specialist (Inside Sales) at Lennox International is a pivotal role focused on driving revenue growth through proactive engagement with commercial customers. This individual contributor position is responsible for achieving personal revenue goals based on a designated account list. The role requires the execution of inside sales strategies as directed by the Inside Sales leader, ensuring alignment with the overall sales objectives of the organization. The specialist will work closely with various teams, including Lead Generation, Customer Technical Managers (CTMs), and Account Advocates, to optimize sales efforts and enhance customer relationships. In this role, the specialist will qualify, pursue, and close sales opportunities for commercial customers sourced from proactive outreach, inbound requests, and SQLs generated by the Inside Lead Generation team. A key responsibility includes developing tailored strategies for a list of customers, particularly focusing on revitalizing dormant accounts and identifying those with significant growth potential. The specialist will leverage product specialists to unlock expansion opportunities and monitor customer market spending to identify high-potential accounts for promotion to the District segment. Additionally, the role involves coordinating with the Territory Manager to ensure a seamless transition of customers moving from inside to field coverage, thereby maintaining continuity in customer service and support. This position is designed for a self-motivated individual who thrives in a dynamic sales environment and is committed to achieving results through strategic planning and relationship management. The successful candidate will embody Lennox's core values of Integrity, Respect, and Excellence, contributing to a culture that prioritizes employee growth and development.
Responsibilities
- Qualifies, pursues, and closes opportunities for Commercial customers from proactive outreach, inbound requests, and SQLs from Inside Lead Gen.
- Develops strategy for a list of customers, revitalizing dormant relationships/accounts and uncovering accounts with significant upside potential.
- Leverages overlay product specialists to unlock expansion opportunities.
- Monitors customer market spend and relationship with Lennox, identifying high-potential accounts for promotion to District segment.
- Coordinates with Territory Manager to ensure smooth handoff of customers graduating from Inside to Field coverage.
Requirements
- Minimum 7+ years of inside sales experience.
- Bachelor's degree in Business or Sales/Marketing or an equivalent combination of education and experience.
- Basic user knowledge of Microsoft Office.
- Experience with CRM tools.
- Experience with call automation tools (Salesloft, Outreach, Groove, etc.).
- Some knowledge of principles and methods of showing, promoting, and selling products or services.
- Advanced verbal and written communication skills.
- Advanced presentation skills.
- Strong abilities in building relationships, listening, persuading, negotiating, and managing time.
Nice-to-haves
- Experience with tools leveraged by Lennox team (C4C, Qlik, SAP, FPX, HubSpot, etc.).
- Some knowledge of marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
- Knowledge of customer service principles and processes.
Benefits
- Competitive base salary plus commission.
- Annual Bonus based on company performance.
- Excellent medical plans designed to support healthy lifestyles.
- Mental and financial health programs.
- Outstanding 401k with company match.
- Employee stock purchase program.
- Community involvement opportunities.
- Robust employee assistance program.
