Iron Mountain Inside Sales Representative, SMB in Richmond, Virginia
At Iron Mountain we protect what our customers value most, from the everyday to the extraordinary. We build customer value around the world with a passion for preserving the physical, transforming the digital, and respecting the environmental. We pioneered the industry for global records and information management and have established some of the best customer relationships in the industry with 95% of the Fortune 1000 companies among our 225,000 loyal customers. Here, you’ll bring your expertise and creativity to a workplace that thrives on continuous improvement. Here, you’ll be part of a global workforce that embraces the differences among us. And here, we’ll encourage you to Climb Higher for the benefit of our customers and each other. There is so much more, but enough about us. We can’t wait to hear about YOU.
Iron Mountain is seeking an Inside Sales Representative SMB (Remote) to join the Inside Sales Group. The Inside Sales Representative – SMB is responsible for growing and retaining an assigned book of existing Iron Mountain accounts. You will create and maintain solid relationships with your accounts and use a consultative approach to understand their current business goals and objectives and to leverage that knowledge to position and sell the appropriate solution. Success in this role is measured by hitting and exceeding monthly sales quotas, consistently staying ahead of activity metrics, and retaining existing customers, all in a team-focused environment.
Prospect within a book of business to schedule remote meetings, identify customer requirements and map them to a solution.
Ensure consistent customer contact through a minimum of 125 dials and 10 scheduled customer phone meetings weekly; track all activity through Salesforce.com.
Be fully prepared on every sales call to be able to execute a sales plan. This includes pre-meeting preparation, sales call goal setting, overcoming objections, proper materials and resource execution, and a follow-up plan.
Proactively contact at-risk customers and resolve issues through customer needs analysis. Renew contracts well ahead of expiration.
Quickly gain knowledge of IRM product offerings through online courses, self-study and interactive assessments.
Partner with customer service, operations and the internal sales team to ensure a positive customer experience.
Receptive to feedback and uses it to improve sales and workplace performance.
Motivated to perform by increasing the product diversity offered to existing accounts; concentrating on finding avenues to generate increased sales from established accounts; and working to increase revenue by identifying additional products to complement what is currently sold to the existing customer base.
Leverages available analytical data such as CRM, SFDC and social media sites; and demonstrates a keen understanding of economic, financial, market,and industry trends in order to drive profitable growth.
Prioritizes and implements initiatives based on broader strategies. Demonstrates understanding of key industry trends and conditions.
Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties. Has a deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities. Understands and influences a wide range of customer stakeholders.
A self-starter, driven, with strong interpersonal skills.
Consistently hits or exceeds all metrics and sales targets each month, even under tough circumstances.
Strong time management skills. Ability to effectively plan for success and allocate the appropriate amount of time spent on various stages of sales cycle.
Manages sales pipeline effectively and accurately.
Solution-based and business-to-business sales experience. Technology Sales Experience a plus.
Understands the techniques required to develop, maintain and manage business relationships with clients and partner organizations in order to sell, implement and manage products/services and to identify new business opportunities.
Understands a potential customer’s context through effective questioning and listening.
Business knowledge, insight, and understanding of business concepts, tools, and processes that are needed for making sound decisions in the context of the company's business; ability to apply this knowledge appropriately to diverse situations. Aligns unique insights to key customer priorities, reframing the way customers view their business.
Proven record of success in achieving and exceeding sales quotas and departmental metrics.
Proficiency with CRM and sales management tools.
Education: 4-year College Degree preferred
Experience: 2-4 years successful B2B sales experience.
What We Offer:
Guaranteed Base Salary Pay
Bonus Structure after exceeding annual quota
Company Sponsored Insurance: Medical, Dental, Vision all start on Day 1.
PTO time: 10 vacation days plus additional 6 sick days and 3 floating holidays.
Paid volunteer days: 2 per year
Available: 401(k) with match, Life Insurance, Short term Disability, Flexible Spending Account, Education Reimbursement, Working Advantage discounts
Employee Resource Groups
Hours: Monday through Friday with a full weekday schedule
Category: Sales Group
Iron Mountain is committed to a policy of equal employment opportunity. We recruit and hire applicants without regard to race, color, religion, sex (including pregnancy), national origin, disability, age, sexual orientation, veteran status, genetic information, gender identity, gender expression, or any other factor prohibited by law.
To view the Equal Employment Opportunity is the Law posters and the supplement, as well as the Pay Transparency Policy Statement, CLICK HERE