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Inside Sales Representative in Santa Barbara, CA ,  at Arthrex

Date Posted: 6/7/2018

Job Snapshot

Job Description

Requisition ID:
Inside Sales Representative
Arthrex, Inc.
INC Santa Barbara, CA

Main Objective:

Working within the strategic plan, inside sales representatives will work with the Service Agreement Administrator, Contracts Manager, Sales Management, Sales Agencies, Product Management, and Field Service to support existing capital equipment customer base and maximize service related revenue.

Essential Duties and Responsibilities:

  • On a regular basis, review upcoming renewals and follow-up on the prior month’s renewals
  • Call or e-mail prospects whose service contracts or warranties are expiring to initiate the renewal process
  • Create new renewal proposals and quotes and other renewal tasks
  • Emphasize service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports. Overcome objections of prospective customers.
  • Review the customer’s contract terms with the management, seeking approval when necessary
  • Work independently or as part of a team to identify decision makers within the prospect account to begin sales process. Collaborate with Regional and Territory Managers to strategize sales approaches
  • Collaborate with Field Service Engineers and Technical Support team to ensure that service offerings provided are applicable to customer's needs and use of the capital equipment
  • Ensure executed agreements are received and processed according to company policy
  • Provide weekly updates to management on renewal progress, at risk renewals, etc. Communicate Renewals Forecast and progress to management.
  • Perform post renewal tasks such as booking orders, and maintaining accurate records of renewal opportunities and contract records.
  • Appropriately communicate brand identity and corporate position to internal and external customers  
  • Support the continuous improvement of the overall renewal process, service agreement document, legal and discount approval processes, as well as training on such topics
  • Create forecast opportunities and document follow-up all activities in Customer Relationship Management (CRM) Systems
  • Manage relationships with all customers through use of consultative sales techniques to ensure the obtainment of individual sales and call quality goals
  • Maximize potential of initial sale by converting prospects to customers.
  • Maximize ongoing revenue from customers by encouraging product implementation and utilization.
  • Qualify prospects to determine potential for future sale.
  • Perform other functions of sales outreach, as directed by management. Responsible for maximizing the work day and achieving call volume and talk time requirements
  • Minimal travel required.  

Incidental Duties:

The above statements describe the general nature and level of work being performed in this job.  They are not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned, as required, by management.

Education and Experience:

  • High school diploma or equivalent required.
  • 2+ years inside sales experience required, service contract renewal preferred.
  • Proven track record of exemplary inside sales performance.
  • Understanding of all functions involved in development, production, service and repair, sales and marketing of  capital equipment products would be helpful.

Knowledge and Skill Requirements/Specialized Courses and/or Training:

  • Working knowledge of surgical endoscopy. 
  • Skilled in working with different functions and effectively coordinates their activities to achieve desired results. 
  • Excellent listening skills, including the ability to identify and isolate customers concerns or objections, in addition to excellent written and oral communication
  • Demonstrated ability to consistently exceed sales goals.
  • Ability to communicate with prospects, customers, and co-workers professionally and to resolve issues efficiently and effectively.
  • Strong attention to detail, and consistent diligence in maintaining detailed customer records.
  • A results orientation and focus on achieving sales, with strong time management skills.
  • A solid work ethic and high level of self motivation.
  • Flexibility in a dynamically growing/evolving company
  • Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
  • Strong objection handling skills.

Machine, Tools, and/or Equipment Skills:

PC and various specialized software including COGNOS and SAP.  High efficiency in MS Excel, PowerPoint, Word, Outlook.

Reasoning Ability:

Ability to define problems, collect data, establishes facts, and draw valid conclusions.  Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Mathematical Skills

Ability to comprehend and apply mathematical and financial principles to the degree required to perform the job.  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages and volume.

Language and Communication Skills:

Ability to comprehend and apply language skills to the degree required to perform the job based upon the job requirements listed above.  Ability to verbally communicate ideas and issues effectively to other team members and management.  Ability to write and record data and information as required by procedures.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the employee is regularly required to talk or hear and listen.  The employee is frequently required to sit; use hands and fingers on the keyboard to type and reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds.  

Vision Requirements:

Visual acuity necessary to do the job safely and effectively. 

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  The area that this job is performed in is a general office or open cubicle/workstation environment.  The noise level in the work environment is usually moderate.

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.


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